Associate Territory Manager _BDH

Blue Dart; Sant Ravidas Nagar; On-site; INR 500,000 - 700,000; Full time

Job summary

Blue Dart Express India is hiring an Associate Territory Manager to drive sales and revenue growth across Domestic Priority, International, Retail, Cargo and E-Retail in the assigned Area. The role involves managing channel partners such as RSPs, consolidators, FCCs and OSCs, and ensuring adherence to company policies while expanding the customer base.

Ideal candidates have 1–4 years in logistics or related sales, and a strong grasp of sales processes, revenue management and market expansion

Qualifications

• Graduate degree in Business Administration, Sales, Marketing, or related field.
• MBA or Postgraduate degree in Sales & Marketing preferred.
• 1–4 years of experience in sales, business development or key account management in logistics, courier, supply chain or e-commerce.
• B2B sales experience and channel partner management is an added advantage.
• Proficiency with Saffire and Avature for sales tracking.
• Strong understanding of sales processes, revenue management and market expansion strategies.

Responsibilities

• Drive revenue growth by managing end-to-end sales for the Area across DP, International, Retail, Cargo and E-Retail.
• Manage channel partners such as RSPs, Consolidators, FCCs and OSCs to increase revenue.
• Monitor and drive area revenue performance and profitability.
• Negotiate rates and service offerings within approved limits and ensure SOP adherence.
• Maintain prospect data in Saffire daily and resolve customer service issues with stakeholders.
• Guide sales team, ensure staffing and drive KPI achievement.

Skills

Sales process

Revenue management

Market expansion

Analytical thinking

Negotiation

Customer centricity

Education

Graduate degree in Business Administration, Sales, Marketing, or related field

MBA or Postgraduate in Sales & Marketing preferred

Tools

Saffire

Avature

Job description

Job Title: Associate Territory Manager

Function: Commercial - Sales

RCS Grade: N

Reporting To: Manager - Business Development

About Blue Dart Express India

Blue Dart Express India, a leader in the logistics and express delivery sector, is part of the DHL Group. We provide reliable, time-sensitive delivery solutions to over 37,000+ locations across the country. Our robust domestic network and unmatched infrastructure position Blue Dart as a critical player in India’s logistics industry. We take pride in innovation, service excellence, and building a high-performance workforce that drives sustainable business growth.

Position Overview

The Business Development Executive / Senior Business Development Executive is responsible for driving revenue growth within the assigned Area by effectively managing the sales process for all products, including Domestic Priority (DP), International, Retail, Cargo, and E-Retail. The role will also focus on revenue enhancement through channel partners such as Regional Service Providers (RSPs), Consolidators, Franchise Collection Centers (FCCs), and One-Stop Centers (OSCs). The incumbent will play a crucial role in customer acquisition, relationship management, and adherence to company sales policies.

Job Purpose

This role will focus on managing the end-to-end sales cycle, ensuring customer satisfaction, and driving sustained business development. It requires a highly motivated and target-driven individual with a strong understanding of the logistics and courier industry.

Key Responsibilities

Sales & Revenue Growth

• Monitor and drive Area revenue performance to achieve targeted sales growth and profitability.
• Evaluate the profitability of key accounts and take corrective measures to achieve profit targets.
• Track product-wise yields regularly and develop action plans to meet set targets.
• Manage the end-to-end sales process for the Area, ensuring revenue growth for all products.

Sales Operations & Compliance

• Ensure adherence to Standard Operating Procedures (SOPs) among sales teams and channel partners.
• Implement sales and marketing strategies to enhance market share and profitability.
• Follow up and ensure closure of product-specific sales leads received from telemarketing or other departments.
• Negotiate rates and service offerings with customers within set approval limits.
• Maintain and update prospect details in the Saffire system on a daily basis.
• Address and resolve customer service issues in coordination with internal and external stakeholders.
• Provide insights to the Branch Sales Head regarding modifications to existing product offerings to enhance revenue and profitability.

Drive Sales Capability

• Drive Sales capability, productivity and adherence to processes via modules
• Adherence to Sales force and update on Sales KPI

Collection & Remittance

• Ensure achievement of collection targets within the set remittance cycle and Days Sales Outstanding (DSO) benchmarks.

People Management

• Guide and support the sales team to ensure high performance and goal alignment.
• Ensure optimal staffing levels within the Area sales team.

Qualifications

Education

• Graduate degree in Business Administration, Sales, Marketing, or a related field.
• An MBA or Postgraduate degree in Sales & Marketing is preferred.

Experience

• 1-4 years of experience in sales, business development, or key account management in the logistics, courier, supply chain, or e-commerce industry.
• Experience in B2B sales, managing channel partners, and driving revenue growth is an added advantage.

Technical Skills & Experience

Core Technical Skills

• Strong understanding of sales processes, revenue management, and market expansion strategies.
• Experience in logistics, courier services, or supply chain management.
• Proficiency in using sales tracking tools like Saffire and Avature.
• Knowledge of data analytics and business intelligence tools for tracking sales trends and performance.

Behavioural Competencies

• Result-Oriented: Strong drive to achieve sales targets and revenue growth.
• Customer-Centric: Ability to develop and maintain strong customer relationships.
• Analytical Thinking: Proactive approach to market analysis and business development.
• Negotiation & Influence: Strong persuasion skills to drive sales and revenue enhancement.

Key Performance Indicators (KPIs)

S.No Key Result Areas (KRAs) Key Performance Indicators (KPIs) 1 Growth in Area Revenues % achievement of product-wise Achievement of yield targets (Yield per piece) for all products 2 Drive Market Growth % increase in revenues from key industry segments (e.g., Automotive, Life Sciences, etc.) and key accounts 3 Ensure Timely Collections Achievement of Logic Remittance targets Reduction in outstanding receivables (e.g., 60-day, 90-day, 150-day buckets) 4 Drive Sales Capability, Productivity, and Process Adherence Achievement of Sales KPIs and compliance with SOPs 5 New Product Development Successful implementation of new products in the Area 6 Foster a Performance-Driven Culture Timely adherence to Performance Management System guidelines 7 Drive Employee Morale and Engagement Employee retention and engagement metrics