Franchisee Development Manager – Domestic Air Cargo

Job Title: Franchisee Development Manager – Domestic Air Cargo

Location:

Department:

Reporting To:

Role Overview:

The Franchisee Development Manager – Domestic Air Cargo

This position is best suited for someone with an entrepreneurial mindset, a deep understanding of logistics/franchise operations, and a passion for building long-term B2B partnerships.

Key Responsibilities:

·       Conduct nationwide research to identify high-potential cities, airports, and industrial zones where air cargo demand is underserved.

·       Develop a region-wise network expansion plan in alignment with volume projections, serviceability, and commercial targets.

·       Benchmark competitor models, pricing, and presence to find strategic franchise locations.

·       Launch outreach campaigns to attract new franchisees via digital platforms, industry networks, and regional events.

·       Evaluate franchise inquiries based on capability, financials, local influence, infrastructure, and willingness to comply with air cargo regulations.

·       Maintain a qualified funnel of franchise leads using CRM or ERP systems.

·       Conduct background checks, site inspections, and infrastructure audits before partner finalization.

·       Coordinate with internal legal/compliance teams to generate franchise codes, LOIs, and final agreements

·       Customize franchise agreement terms based on regional challenges while maintaining brand standards.

·       Organize in-person or virtual onboarding sessions covering:

• Pickup/Delivery SOPs
• SLA expectations
• Airway Bill usage and booking system
• Packing & DGR handling guidelines
• Safety, security & customer service

·       Provide franchisees with a comprehensive Franchisee Onboarding KIT

·       Support them in completing documentation such as GST, PAN, location photos, infrastructure details, and staff info.

first 30–60–90 day load ramp-up plan

·       Guide them to tap local customer, forwarders, manufacture, exporters, and eCommerce sellers for load development.

·       Share regional marketing materials, co-branded campaigns, and digital promotion toolkits.

·       Analyze and help optimize tonnage, yield per shipment, delivery success, and cost-effectiveness.

·       Ensure smooth integration of billing processes including AWB issuance, POD submission, invoicing formats, and tax compliance.

·       Track payment collections and coordinate with the finance team to manage outstanding payments.

No Dues Certificate (NDC)

·       Use dashboards and MIS to monitor franchisee performance metrics:

• Load booked vs. target
• Service quality
• TAT adherence
• Customer feedback
• Revenue generation

·       Conduct monthly business reviews with franchisees and offer corrective action plans when necessary.

·       Build strong relationships to retain franchisees and scale their operations into multi-zone or multi-service models.

·       Provide ongoing support through refresher training, joint sales visits, and escalation handling.

·       Assist underperforming partners with restructuring or route re-allocation.

Key Performance Indicators (KPIs):

• No. of New Franchisees Appointed (Monthly/Quarterly)
• Network Coverage 99% across Tier 1–3 Cities
• Load Generation from Franchisees (in tons/month)
• Time-to-Onboard (from lead to operational launch)
• % Active & Compliant Franchisees
• Collection Efficiency / NDC Turnaround Time

KPI

Target %

Notes

Active Franchisees

98%

Actively contributing business (monthly)

Compliant Documentation (KYC/GST/Agreement/NDC)

100%

Mandatory for operations and audits

Timely Payment Compliance

99%

Regular billing and NDC submission

SOP/Operational Compliance

98%

Booking process, TAT, packaging, labeling

Zero Escalation Performance

98%

No customer complaints or SLA breaches

Required Qualifications:

• Graduate/Postgraduate in Business Administration, Supply Chain, or Logistics.
• Minimum 3–5 years’ experience in franchise/channel development, preferably in logistics, air express, courier.

Preferred Skills:

• Knowledge of air cargo handling and express logistics
• Excellent communication, negotiation, and interpersonal skills
• Strong analytical and planning abilities
• Regional language proficiency is a plus
• Willingness to travel extensively (up to 60–70% of the time)