Key Roles & Responsibilities:
Sales Leadership & Territory Management
- Lead the commercial performance of the assigned geography by driving achievement of revenue, customer acquisition and customer retention objectives.
- Translate branch sales plans into territory-wise execution plans and monitor performance against agreed business targets.
- Drive disciplined sales execution across Associate Territory Managers and Territory Managers to maximise market coverage and business growth.
- Review sales performance, pipeline health and territory productivity regularly and implement corrective actions where required.
- Ensure effective territory coverage, customer engagement and sales execution across the assigned geography.
Customer Acquisition & Revenue Growth
- Drive acquisition of new customers across SME, Corporate and Retail segments in line with business growth objectives.
- Support the sales team in identifying high-potential prospects, developing account strategies and closing key business opportunities.
- Ensure achievement of area revenue targets through effective management of the combined sales portfolio of the reporting sales team.
- Drive penetration into existing and emerging markets while identifying opportunities for business expansion.
- Monitor revenue trends and implement initiatives to maximise customer profitability and sustainable revenue growth.
Customer Relationship Management
- Build and maintain strong relationships with key customers and strategic accounts within the assigned geography.
- Support the sales team in managing customer escalations, service recovery and retention initiatives.
- Drive customer engagement activities to strengthen customer loyalty and improve Net Promoter Score (NPS).
- Collaborate with Customer Service and Operations teams to ensure timely resolution of customer concerns and consistent service delivery.
- Promote a customer-centric culture across the sales team while ensuring long-term customer partnerships.
Sales Planning & Performance Management
- Monitor sales pipeline, forecasting accuracy and territory performance to ensure achievement of branch commercial objectives.
- Conduct regular business reviews with Territory Managers and Associate Territory Managers to monitor sales productivity and pipeline progression.
- Analyse sales performance, market trends and competitor activity to identify growth opportunities and business risks.
- Ensure disciplined use of CRM systems, sales reporting tools and business dashboards for effective performance management.
- Drive sales governance through structured reviews, performance tracking and execution discipline.
People Leadership & Team Development
- Lead, coach and develop Associate Territory Managers and Territory Managers to achieve consistent commercial performance and customer excellence.
- Build a high-performance sales culture through regular coaching, field accompaniment, performance reviews and structured development plans.
- Drive manpower productivity, territory optimisation and effective workload distribution across the assigned geography.
- Identify high-potential talent and support succession planning and capability development within the sales team.
- Foster a culture of collaboration, accountability, integrity, teamwork and customer-centricity across the commercial organisation.
- Ensure timely completion of performance management, learning, compliance and sales capability development programmes.
Sales Governance & Compliance
- Ensure adherence to Blue Dart's commercial policies, pricing guidelines, sales processes and Code of Conduct.
- Drive disciplined utilisation of CRM systems, sales reporting tools and customer engagement processes.
- Ensure accurate sales forecasting, pipeline reporting and customer account documentation.
- Monitor commercial risks and ensure compliance with contractual, statutory and organisational requirements.
- Promote ethical selling practices and safeguard customer and company interests through strong governance and compliance.
Cross-functional Collaboration
- Partner closely with Branch Operations, Customer Service, Finance, Pricing, Marketing and Product teams to deliver seamless customer solutions.
- Work with Branch Managers to align commercial priorities with operational capabilities and customer commitments.
- Collaborate with Regional Sales Heads and National Commercial teams to implement strategic initiatives and market development programmes.
- Support resolution of key customer escalations through effective cross-functional coordination.
- Build strong internal stakeholder relationships to enhance business performance and customer experience.
Continuous Improvement
- Drive continuous improvement initiatives to enhance sales productivity, customer acquisition and territory performance.
- Identify opportunities to improve sales processes, market coverage, customer engagement and commercial effectiveness.
- Promote adoption of digital sales tools, CRM capabilities and data-driven selling practices.
- Analyse market intelligence, customer trends and competitor activities to recommend commercial improvement opportunities.
- Foster a culture of innovation, teamwork, integrity and continuous learning across the sales organisation.
Qualifications & Experience:
Education
- Bachelor's degree in Business Administration, Marketing, Commerce or a related discipline is mandatory.
- MBA or Post Graduate qualification in Sales, Marketing or Business Management is preferred.
Experience
710 years
of experience in B2B sales, express logistics, supply chain, transportation or related industries. - Proven experience in leading field sales teams and driving revenue growth across assigned geographies.
- Strong exposure to customer acquisition, account management, territory planning and sales performance management.
- Experience in coaching and developing sales teams while managing customer relationships and business performance.
- Experience in working with cross-functional teams to deliver customer-focused business solutions.
Skills & Capabilities:
Technical Skills:
- Field Sales & Territory Management
- B2B Sales & Business Development
- Key Account Management
- Customer Acquisition & Retention
- Sales Forecasting & Pipeline Management
- CRM & Sales Analytics
- Commercial Negotiation
- Market & Competitor Analysis
- Revenue Planning & Sales Performance Management
- Microsoft Office & CRM Platforms
Key Competencies:
- Commercial Leadership
- Customer Centricity
- People Leadership & Coaching
- Strategic Thinking
- Negotiation & Influencing Skills
- Business Acumen
- Decision Making & Problem Solving
- Collaboration & Stakeholder Management
- Integrity & Accountability
- Continuous Improvement Mindset
Key Performance Indicators:
KRAs
KPIs
Revenue Growth
Achievement of area revenue targets through the combined performance of the reporting sales team
Customer Acquisition
New customer acquisition, new revenue generation and market penetration
Customer Retention
Existing customer retention, wallet share growth and customer relationship development
Sales Productivity
Territory productivity, revenue per Territory Manager, pipeline conversion and sales activity effectiveness
Team Performance
Achievement of team sales targets, coaching effectiveness, employee engagement and capability development
Customer Experience
Customer satisfaction, NPS, complaint resolution support and service responsiveness
Governance & Compliance
CRM adoption, forecast accuracy, sales process compliance and adherence to commercial policies
Continuous Improvement
Process improvements, digital adoption, market development initiatives and commercial excellence programmes
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.
Come grow with us.
Disclaimer:
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.
