Job Title

Associate Territory Manager – Partner Channel

Function

Commercial Sales

Reports To

Area Manager – Partner Channel

Location

Assigned Territory / Branch

Travel Required

25% ☐ 50% þ 75% ☐

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 – Partner Channel is responsible for driving business growth through Blue Dart's Partner Channel network within an assigned territory.

The role focuses on identifying new business opportunities, appointing and developing Partner Channel associates, strengthening existing partner relationships and driving sustainable revenue growth through the partner ecosystem.

Working closely with the Area Manager – Partner Channel and cross-functional Operations and Customer Service teams, the role ensures partner productivity, market expansion, customer acquisition and achievement of territory revenue targets.

Job Purpose:

To develop and expand Blue Dart's Partner Channel business by acquiring and managing high-performing channel partners, increasing market penetration, driving customer acquisition and delivering sustainable revenue growth within the assigned territory.

Key Roles & Responsibilities:

Business Development

Achieve monthly and annual revenue targets for the assigned territory through the Partner Channel.
Identify new business opportunities and develop new markets with high revenue potential.
Increase market penetration by expanding Blue Dart's presence across the assigned geography.
Drive profitable business growth through existing and newly appointed partners.
Develop territory business plans aligned with regional sales objectives.

Partner Acquisition & Development

Identify, appoint and onboard new Partner Channel associates as per business requirements.
Develop strong relationships with existing channel partners to improve productivity and revenue contribution.
Ensure partners understand Blue Dart products, processes and service offerings.
Support partners in customer acquisition and business development initiatives.
Monitor partner performance and implement improvement plans where required.

Territory Management

Develop complete knowledge of the assigned market, competition and customer segments.
Identify emerging business clusters and opportunities for network expansion.
Ensure effective territory coverage and partner engagement.
Maintain a healthy business pipeline for future growth.
Execute market development initiatives to maximize territory potential.

Customer Acquisition & Relationship Management

Support partners in acquiring new customers across SME, Retail and Commercial segments.
Participate in customer meetings and sales presentations where required.
Build strong relationships with key customers to improve retention and wallet share.
Ensure timely resolution of customer concerns through coordination with Operations and Customer Service.

Revenue Growth & Collections

Drive shipment volumes and revenue through partner channels.
Support collection of outstanding payments in coordination with Finance and channel partners.
Monitor customer credit discipline and follow approved commercial policies.
Improve revenue quality while maintaining collection efficiency.

Sales Operations & Compliance

Ensure timely submission of sales reports, forecasts and pipeline updates.
Maintain accurate customer and partner information in CRM systems.
Ensure compliance with pricing guidelines, commercial approvals and company policies.
Support implementation of sales campaigns and product launches.

Cross Functional Coordination

Coordinate with Operations to ensure service commitments are met.
Work with Customer Service for timely issue resolution.
Liaise with Finance on collections and account-related matters.
Collaborate with Marketing and Regional Commercial teams on market development initiatives.

Qualifications & Experience:

Education:

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

Experience:

3–6 years of experience in B2B Sales, Channel Sales, Partner Development or Business Development.
Experience in logistics, express distribution, courier, FMCG, telecom, banking or channel-driven industries preferred.
Proven experience in territory development and customer acquisition.
Experience in working with channel partners, distributors or franchise networks will be an advantage.

Skills & Capabilities:

Technical Skills:

Territory Sales Management
Channel Partner Development
Business Development
Customer Acquisition
Partner Relationship Management
Sales Planning & Forecasting
Negotiation Skills
Commercial Acumen
CRM & Sales Reporting
Market Intelligence

Key Competencies:

Customer Focus
Ownership & Accountability
Result Orientation
Relationship Building
Communication Skills
Influencing & Negotiation
Planning & Execution
Problem Solving
Collaboration
Adaptability

Key Performance Indicators:

KRAs

KPIs

Revenue Growth

Achievement of territory revenue target

New Market Development

Revenue generated from new markets

Partner Acquisition

Number of new Partner Channel associates appointed

Partner Productivity

Revenue per active partner

Customer Acquisition

Number of new customers acquired through partners

Territory Coverage

Coverage of identified high-potential markets

Collections

Collection efficiency and outstanding management

Customer Retention

Growth in existing customer business

Sales Compliance

CRM updates, reporting discipline and policy adherence

Stakeholder Management

Timely coordination with Operations, Customer Service and Finance

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 [HIDDEN TEXT].

Associate Territory Manager - Partner Sales - BUP