Associate Territory Manager Surat

Deutsche Post; Surat; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Blue Dart Express Limited, part of DHL, is seeking an Associate Territory Manager to drive revenue growth across designated areas. The role covers end-to-end sales, channel partnerships, and customer management in a fast-paced logistics environment.

The incumbent will oversee revenue, negotiate with customers, and support channel partners to expand market presence while adhering to SOPs and organizational policies.

Qualifications

• Essential: Graduate degree in Business Administration, Sales, Marketing, or a related field.
• Preferred: MBA or Postgraduate degree in Sales & Marketing.
• Experience: 1-3 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.

Responsibilities

• 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.
• Develop and maintain strong relationships with existing customers, ensuring revenue retention.
• Identify and drive new business opportunities through channel partners.
• Monitor and enhance channel partner performance in terms of revenue, sales, and profitability.
• Support sales capability-building initiatives for sales teams and channel partners.
• Ensure adherence to SOPs among sales teams and channel partners.
• Negotiate rates and service offerings with customers within set approval limits.
• Maintain and update prospect details in the Saffire system daily.
• Address and resolve customer service issues in coordination with stakeholders.
• Provide insights to improve revenue and profitability.

Skills

Sales processes

Revenue management

Market expansion

Channel partners

Education

Bachelor's in Business Admin or related

MBA or PG in Sales/Marketing

Tools

Saffire

Avature

Job description

Job Title: Associate Territory Manager

Function: Commercial

Reports To: Branch Manager

Location:

Region:

Travel required: 25% 50% 75%

About DHL Blue Dart Express India:

Blue Dart Express Limited, a listed company, is a 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 securedeliveryservices 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 DHL Group's DHL Commerce 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 self-proclaimed “Blue Darter” with honour.

When 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 Senior Business Development Executive/Associate Territory Manager 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 Centres (FCCs), and One-Stop Centres (OSCs). The incumbent will play a crucial role in customer acquisition, relationship management, and adherence to company sales policies.

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 Roles & 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.

Channel Partner & Customer Management

Develop and maintain strong relationships with existing customers, ensuring revenue retention.

Identify and drive new business opportunities through channel partners.

Monitor and enhance channel partner performance in terms of revenue, sales, and profitability.

Support sales capability-building initiatives for sales teams and channel partners.

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.

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 & Experience

Education

Essential: Graduate degree in Business Administration, Sales, Marketing, or a related field.

Preferred: An MBA or Postgraduate degree in Sales & Marketing.

Experience

1-3 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.

Skills & Capabilities

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.

Key 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

Growth in Area Revenues – % achievement of product-wise and channel-wise revenue targets. Achievement of yield targets (Yield per piece) for all products.

Drive Market Growth – % increase in revenues from key industry segments (e.g., Automotive, Life Sciences, etc.) and key accounts.

Enhance Revenues via Channel Partners – Revenue targets achieved through RSPs and other channel partners.

Ensure Timely Collections – Achievement of Logic Remittance targets, Reduction in outstanding receivables (e.g., 60-day, 90-day, 150-day buckets).

Drive Sales Capability, Productivity, and Process Adherence – Achievement of Sales KPIs and compliance with SOPs.

New Product Development – Successful implementation of new products in the Area.

Foster a Performance-Driven Culture – Timely adherence to Performance Management System guidelines.

Drive Employee Morale and Engagement – Employee retention and