Job Description

Job Title

Associate Territory Manager –Sales

Function

Commercial Sales

Reports To

Cluster Manager

Location

Branch / Territory

Travel Required

25% ☐ 50% þ 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 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.

Position Overview:

The Associate Territory Manager – Retail Sales is responsible for driving revenue growth and commercial performance across Blue Dart's retail and counter network within an assigned territory.

The role focuses on maximizing counter business, increasing walk-in customer conversion, developing business from the local catchment, promoting Blue Dart's domestic and international products and value-added services, and improving productivity across retail touchpoints.

Working closely with the Cluster Manager – Retail and cross-functional Operations and Customer Service teams, the role will ensure that each retail touchpoint contributes effectively to revenue growth while consistently delivering Blue Dart's service and customer experience standards.

Job Purpose:

To drive profitable retail sales growth within the assigned territory by maximizing counter revenue, increasing customer acquisition and repeat business, developing the surrounding retail catchment, improving product mix and counter productivity, and ensuring a consistently high-quality customer experience across Blue Dart retail touchpoints.

Key Roles & Responsibilities:

Retail Revenue & Business Growth

• Achieve monthly and annual retail revenue and shipment targets for the assigned territory.
• Drive revenue growth across Blue Dart retail counters and other assigned retail touchpoints.
• Track counter-wise revenue, shipment volumes and productivity and identify opportunities for improvement.
• Increase business from existing retail customers while continuously developing new sources of revenue.
• Drive profitable growth through an appropriate mix of domestic, international, premium and value-added services.
• Develop territory-level action plans to address revenue gaps and capitalize on emerging business opportunities.

Counter Sales & Productivity

• Monitor commercial performance of counters within the assigned territory.
• Drive improvement in revenue per counter and productivity of retail touchpoints.
• Ensure counter teams actively identify customer requirements and recommend appropriate Blue Dart products and services.
• Promote cross-selling and up-selling of relevant premium and value-added solutions based on customer needs.
• Identify underperforming counters and work with relevant teams on specific improvement actions.
• Track counter-level trends and ensure timely corrective action where performance is below plan.

Catchment & Local Market Development

• Develop a strong understanding of the business potential surrounding each retail counter.
• Map local catchments to identify SMEs, professionals, retailers, online sellers, institutions and other potential shipping customers.
• Generate new business from customers located within the counter catchment.
• Identify high-potential commercial clusters and local markets that can contribute incremental retail revenue.
• Conduct regular market visits and customer interactions to understand shipping requirements and generate business leads.
• Support local sales campaigns, activations and customer engagement initiatives to increase awareness and footfall.

Customer Acquisition & Retention

• Drive acquisition of new retail and small-business customers within the assigned territory.
• Convert appropriate walk-in and transactional customers into repeat customers.
• Build relationships with high-value and frequent retail customers to improve retention and wallet share.
• Identify customer shipping patterns and proactively recommend relevant Blue Dart products and service options.
• Follow up on business opportunities generated through counters and local market activity.
• Work with Customer Service and Operations to resolve service concerns that may impact customer retention or future business.

Product & Solution Selling

• Develop strong working knowledge of Blue Dart's domestic, international, time-definite and value-added service portfolio.
• Understand customer requirements relating to shipment urgency, destination, shipment characteristics and service expectations.
• Recommend appropriate products and solutions based on customer needs.
• Drive awareness and adoption of premium and value-added services across the retail customer base.
• Support rollout of new products, commercial campaigns and retail sales initiatives within the assigned territory.
• Ensure counter teams have adequate product knowledge to effectively engage and advise customers.

Customer Experience & Retail Standards

• Ensure retail touchpoints consistently deliver a professional and customer-focused experience.
• Monitor customer feedback and identify recurring issues affecting retail business.
• Coordinate with Operations and Customer Service for timely resolution of customer concerns.
• Ensure customers receive accurate information on products, pricing, transit commitments and shipment requirements.
• Support adherence to Blue Dart's retail brand and service standards across assigned counters.
• Drive repeat business through reliable service, proactive engagement and relationship building.

Revenue Quality & Commercial Discipline

• Ensure business is acquired in accordance with approved pricing and commercial guidelines.
• Monitor revenue quality and avoid business that does not meet required commercial parameters.
• Support adherence to approved payment, billing and credit processes applicable to retail customers.
• Track outstanding commercial issues and coordinate with relevant stakeholders for closure.
• Ensure appropriate documentation and commercial controls are followed across assigned retail business.

Market Intelligence & Competition Tracking

• Maintain awareness of competitor offerings, pricing, service propositions and retail presence within the assigned territory.
• Track changes in local customer behaviour and emerging shipment requirements.
• Identify competitive threats and opportunities impacting Blue Dart's retail business.
• Provide structured market feedback to the Cluster Manager – Retail.
• Recommend local interventions to strengthen Blue Dart's retail market position.

Sales Operations & Performance Management

• Maintain accurate counter-wise revenue, volume and customer acquisition data.
• Prepare periodic sales reports, forecasts and territory performance updates.
• Track performance against targets and maintain an active pipeline of local business opportunities.
• Ensure timely updating of customer and sales information in applicable systems.
• Participate in periodic business reviews with the Cluster Manager – Retail.
• Implement agreed action plans and track outcomes against defined timelines.

Cross Functional Coordination

• Coordinate with Operations to ensure reliable pickup, movement and delivery of retail shipments.
• Work closely with Customer Service for timely resolution of customer queries and service issues.
• Liaise with Finance on billing, reconciliation and other commercial matters where required.
• Collaborate with regional Commercial teams on sales campaigns and market development initiatives.
• Work with counter and Operations teams to ensure commercial opportunities are supported by appropriate service execution.

Qualifications & Experience:

Education

• Graduate in any discipline.
• MBA / PGDM in Marketing or Sales preferred.

Experience

• 2–4 years of experience in Retail Sales, Territory Sales, B2C/B2B Sales, Customer Acquisition or Business Development.
• Experience in logistics, express distribution, courier, retail services, telecom, BFSI or other high-transaction customer-facing industries preferred.
• Experience managing sales targets across multiple customer touchpoints or a defined geographic territory will be an advantage.
• Exposure to counter-based sales, local market development or SME/customer acquisition will be preferred.

Skills & Capabilities:

Technical Skills:

• Retail & Territory Sales Management
• Counter Revenue Management
• Customer Acquisition
• Local Market & Catchment Development
• Product & Solution Selling
• Cross-Selling & Up-Selling
• Sales Planning & Forecasting
• Customer Relationship Management
• Commercial Acumen
• Market Intelligence
• CRM & Sales Reporting
• MS Office / Sales Analytics

Key Competencies:

• Customer Focus
• Ownership & Accountability
• Result Orientation
• Commercial Mindset
• Relationship Building
• Communication Skills
• Influencing & Negotiation
• Planning & Execution
• Problem Solving
• Collaboration
• Learning Agility
• Adaptability

Key Performance Indicators:

KRAs

KPIs

Retail Revenue

Achievement of monthly and annual retail revenue target

Counter Productivity

Revenue and shipment growth across assigned retail counters

Customer Acquisition

Number and revenue contribution of new retail / local business customers acquired

Existing Business Growth

Growth in revenue from existing and repeat retail customers

Product Mix

Growth in premium, international and value-added service contribution

Catchment Development

Incremental revenue generated from identified counter catchments / local markets

Customer Retention

Repeat business and retention of key retail customers

Sales Conversion

Conversion of identified leads / opportunities into revenue-generating customers

Customer Experience

Resolution of customer issues and adherence to retail service standards

Sales Governance

Reporting discipline, commercial compliance and timely performance reviews

Why join DHL Blue Dart?

When you join us, you’re not just taking a job—you’re becoming part of a purpose-led movement that’s reshaping the future of logistics across India and the world. At Blue Dart, we don’t just deliver parcels—we deliver excellence, innovation, and opportunity every day.

Here’s what makes us stand out:

• 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.

Disclaimer:

At Blue Dart Express Limited, all recruitment is conducted through a fair, transparent, and merit-based process aligned with our commitments to Human Rights and Diversity, Equity, Inclusion & Belonging (DEIB).

Blue Dart does not request or accept any fees, deposits, or payments from candidates at any stage of the recruitment or onboarding process. Any such request is fraudulent and unauthorized.

Blue Dart shall not be responsible for any loss arising from such fraudulent activity. For verification, candidates may write to bdjobs@bluedart.com.