National Accounts Manager, BFSI

Job Title
National Accounts Manager
Function
Sales
Reports To
Vertical Head – BFSI
Location
Mumbai (West)
Travel Required
25% þ 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 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 National Accounts Manager – BFSI will focus on building and maintaining strategic relationships with leading banks, financial institutions, insurance providers, and fintech companies. This role is key to expanding Blue Dart’s footprint in the BFSI sector, ensuring seamless delivery of time-sensitive documents, increasing customer retention, and driving revenue growth.
Job Purpose:
This role is responsible for developing long-term client partnerships, ensuring compliance with regulatory requirements, and providing innovative logistics solutions that address the unique needs of the BFSI industry.
Key Roles & Responsibilities:
Key Account Management & Business Growth
Develop and maintain strategic relationships with top-tier banks, NBFCs, and insurance firms.
Drive revenue growth by identifying cross-selling opportunities and expanding service offerings.
Collaborate with internal teams to deliver customized logistics solutions for high-priority BFSI clients.
Drive onboarding and acquisition of large BFSI customers currently not utilizing Blue Dart services, ensuring smooth transition, solution design, and account activation.
Develop and execute strategic account penetration plans to increase wallet share within existing and prospective BFSI clients.
Monitor and manage customer receivables, ensuring timely collections and adherence to agreed credit terms.
Drive DSO (Days Sales Outstanding) improvement through proactive engagement with clients and coordination with Finance teams to minimize overdue payments and credit risk.
Regulatory Compliance & Data Security
Ensure all logistics processes meet industry regulations, data protection standards, and compliance requirements.
Implement secure handling procedures for confidential financial documents and packages.
Work closely with the legal and compliance teams to uphold integrity and trust with BFSI partners.
Logistics Optimization & Service Excellence
Identify process improvements to reduce turnaround times for critical shipments.
Lead initiatives to enhance service levels, including real-time tracking and SLA adherence.
Leverage technology solutions to streamline operations and ensure a high-quality customer experience.
Market Intelligence & Competitive Benchmarking
Monitor industry trends, regulatory changes, and competitor activities.
Provide insights to the leadership team on emerging opportunities and threats within the BFSI sector.
Use data analytics to refine pricing models and service propositions.
Stakeholder Collaboration & Execution
Partner with operations, IT, and customer service teams to ensure smooth execution of client requirements.
Collaborate with finance to develop sustainable pricing strategies and contract terms.
Maintain clear communication with internal and external stakeholders to drive alignment on strategic initiatives.
Work closely with Finance, Credit Control, and Operations teams to resolve billing disputes, improve receivables performance, and strengthen cash flow management across BFSI accounts.
Qualifications & Experience:
Education:
Essential: MBA/PGDM in Sales, Marketing, Supply Chain, or Business Management.
Preferred: Certification in Key Account Management, Supply Chain Analytics, or Regulatory Compliance.
Experience:
Overall: 8–12 years of experience in key account management, preferably within logistics, banking, or insurance industries.
Proven success in managing large, complex client accounts and driving strategic revenue growth.
Familiarity with regulatory frameworks, compliance protocols, and data security standards.
Skills & Capabilities:
Technical Skills:
Expertise in secure logistics solutions and last-mile delivery for financial documents.
Strong understanding of regulatory requirements, SLA management, and risk mitigation.
Experience in contract negotiation, pricing strategies, and operational alignment.
Behavioural Competencies:
Strategic Thinking: Ability to align logistics solutions with the evolving needs of the BFSI sector.
Problem-Solving: Skilled in addressing complex operational challenges with innovative solutions.
Customer Focus: Strong commitment to maintaining high service levels and customer satisfaction.
Collaboration: Capable of working across multiple teams to achieve strategic goals.
Key Performance Indicators:
KRAs
KPIs
Revenue Growth
Increase in BFSI sector revenue
SLA Adherence
Improvement in service levels and reduction in lead times
Customer Retention
Renewal rates and client satisfaction scores
Regulatory Compliance
100% adherence to regulatory and data security standards
Process Optimization
Cost savings and efficiency gains in key BFSI accounts
New BFSI Customer Acquisition
Number of large BFSI customers onboarded; Revenue generated from new accounts
Strategic Account Penetration
Increase in wallet share and service adoption across key accounts
Receivables Management
Collection efficiency; Overdue receivables reduction
DSO Management
DSO reduction against target; Percentage of accounts within credit terms
Cash Flow Optimization
Timely realization of revenue and improvement in collection cycle
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

Work arrangement
No