Associate Territory Manager - Sales (GAN)

Job Title
Associate Territory Manager – Retail Sales
Function
Commercial Sales
Reports To
Cluster Manager – Retail
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

Work arrangement
No