Associate Territory Manager – Partner Channel BHI
Blue Dart
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Benefits offered by this job
Job summary
Blue Dart Express Ltd. is seeking an Associate Territory Manager – Partner Channel to drive growth through a robust Partner Channel in the designated territory. You will develop and manage channel relationships, onboard partners, and expand market presence.
Responsibilities include achieving revenue targets, supporting customer acquisition across SME/retail segments, and coordinating with Operations and Finance to ensure service excellence and compliant pricing.
Qualifications
- Bachelors degree required; MBA/PGDM preferred for marketing or sales.
- 3–6 years of experience in B2B sales, channel sales, or business development.
- Experience with logistics, express distribution, courier, FMCG, telecom, banking, or channel-driven industries is a plus.
Responsibilities
- Drive revenue growth through Blue Dart's Partner Channel within the assigned territory.
- Identify and onboard new channel partners; manage existing partners for higher productivity.
- Develop territory business plans aligned with regional sales objectives.
- Support customer acquisition across SME, Retail, and Commercial segments.
- Monitor partner performance and ensure CRM data accuracy and reporting.
- Coordinate with Operations, Finance, and Marketing to execute campaigns and deals.
- Ensure compliance with pricing guidelines and company policies.
Skills
Education
Job description
Area Manager – Partner Channel
25% ☐ 50% þ 75% ☐
Blue Dart Express Limited, a listed company, isa leader in courier, integrated air express package distribution, and eCommerce in South Asia, offering a wide range of logistics solutions. Founded in 1983, it is recognised for reliable, time-bound, and secure delivery services across 55,000+ locations in India as well as internationally. Its competencies span across evaluation and contracting, planning and transition, delivery and execution, and specific service capabilities. We pride ourselves on innovation, digitalization, service excellence, and creating long-term partnerships with our clients, enabling businesses to thrive in the fast-paced logistics environment and ever-evolving supply-chains. It wholly-owns India’s only scheduled air cargo airline, Blue Dart Aviation Limited, since May 1994, and the Concorde Air Logistics Limited, a transport, storage, and communications business, since May 2004. Blue Dart Express Limited is a part of the DHL Group’s DHL eCommerce division, leveraging this global logistics leader’s network across 220 countries and territories to provide comprehensive express and logistics solutions to our clients. Our robust network and unmatched infrastructure have positioned the Blue Dart brand as a key India-grown logistics player with an unmatched and phenomenal global outreach rooted in the DHL brand of its majority shareholder. We are proud to be consistently ranked among India's Top 100 Great Places to Work, combining it with DHL Group’s Top Employer certification. Being an Employer of Choice is not just a goal; it’s a fundamental part of who we are, committed to creating a workplace where people are valued, empowered, and wear the sobriquet “Blue Darter” with honour. If you are looking to join a purpose-led, people-first, company that shapes India’s supply-chains with integrity and safety, Blue Dart is where you belong. Blue Dart offers competitive compensation and comprehensive benefits, access to cross-functional, succession planning and global career paths, and strong culture of recognition.
The Associate Territory Manager – Partner Channel is responsible for driving business growth through Blue Dart’s Partner Channel network within an assigned territory.
To develop and expand Blue Dart’s Partner Channel business by acquiring and managing high-performing channel partners, increasing market penetration, driving customer acquisition and delivering sustainable revenue growth within the assigned territory.
- Achieve monthly and annual revenue targets for the assigned territory through the Partner Channel.
- Identify new business opportunities and develop new markets with high revenue potential.
- Increase market penetration by expanding Blue Dart's presence across the assigned geography.
- Drive profitable business growth through existing and newly appointed partners.
- Develop territory business plans aligned with regional sales objectives.
- Identify, appoint and onboard new Partner Channel associates as per business requirements.
- Develop strong relationships with existing channel partners to improve productivity and revenue contribution.
- Ensure partners understand Blue Dart products, processes and service offerings.
- Support partners in customer acquisition and business development initiatives.
- Monitor partner performance and implement improvement plans where required.
- Develop complete knowledge of the assigned market, competition and customer segments.
- Identify emerging business clusters and opportunities for network expansion.
- Ensure effective territory coverage and partner engagement.
- Maintain a healthy business pipeline for future growth.
- Execute market development initiatives to maximize territory potential.
- Support partners in acquiring new customers across SME, Retail and Commercial segments.
- Participate in customer meetings and sales presentations where required.
- Build strong relationships with key customers to improve retention and wallet share.
- Ensure timely resolution of customer concerns through coordination with Operations and Customer Service.
- Drive shipment volumes and revenue through partner channels.
- Support collection of outstanding payments in coordination with Finance and channel partners.
- Monitor customer credit discipline and follow approved commercial policies.
- Improve revenue quality while maintaining collection efficiency.
- Ensure timely submission of sales reports, forecasts and pipeline updates.
- Maintain accurate customer and partner information in CRM systems.
- Ensure compliance with pricing guidelines, commercial approvals and company policies.
- Support implementation of sales campaigns and product launches.
- Coordinate with Operations to ensure service commitments are met.
- Work with Customer Service for timely issue resolution.
- Liaise with Finance on collections and account-related matters.
- Collaborate with Marketing and Regional Commercial teams on market development initiatives.
- Graduate in any discipline.
- MBA / PGDM in Marketing or Sales preferred.
- 3–6 years of experience in B2B Sales, Channel Sales, Partner Development or Business Development.
- Experience in logistics, express distribution, courier, FMCG, telecom, banking or channel-driven industries preferred.
- Proven experience in territory development and customer acquisition.
- Experience in working with channel partners, distributors or franchise networks will be an advantage.
- Territory Sales Management
- Channel Partner Development
- Business Development
- Customer Acquisition
- Partner Relationship Management
- Sales Planning & Forecasting
- Negotiation Skills
- Commercial Acumen
- CRM & Sales Reporting
- Market Intelligence
- Customer Focus
- Ownership & Accountability
- Result Orientation
- Relationship Building
- Communication Skills
- Influencing & Negotiation
- Planning & Execution
- Problem Solving
- Collaboration
- Adaptability
- Revenue Growth
- Achievement of territory revenue target
- New Market Development
- Revenue generated from new markets
- Partner Acquisition
- Number of new Partner Channel associates appointed
- Partner Productivity
- Revenue per active partner
- Customer Acquisition
- Number of new customers acquired through partners
- Territory Coverage
- Coverage of identified high-potential markets
- Collections
- Collection efficiency and outstanding management
- Customer Retention
- Growth in existing customer business
- Sales Compliance
- CRM updates, reporting discipline and policy adherence
- Stakeholder Management
- Timely coordination with Operations, Customer Service and Finance
- Great Place to Work® Certified—a testament to our people-first culture, inclusive environment, and commitment to your growth and well-being.
- Competitive pay and performance-linked rewards that truly recognize your impact.
- Structured learning, global exposure, and on-the-job coaching to help you grow faster than ever.
- Best-in-class benefits—from comprehensive medical cover (including optional parental care) to financial wellness and generous time off.
- A culture that celebrates diversity, innovation, and bold thinking—where your voice is heard and your contributions matter.
- Global career paths across the DHL Group, opening doors to opportunities in 220+ countries and territories.
- The pride of working with India’s most awarded logistics brand, trusted by millions and driven by purpose.
This is your chance to do meaningful work, build a career without borders, and thrive in a company that’s not just a logistics leader—but a Great Place to Work.
Come grow with us.
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