Associate Territory Manager ,Indore
Blue Dart
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.
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.
- 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.
- 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.
- 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 with the Cluster Manager – Retail.
- Implement agreed action plans and track outcomes against defined timelines.
- Coordinate with Operations to ensure reliable pickup, movement and delivery of retail shipments.
- Work closely with Customer Service for timely resolution of customer queries and service issues.
- Liaise with Finance on billing, reconciliation and other commercial matters where required.
- Collaborate with regional Commercial teams on sales campaigns and market development initiatives.
- Work with counter and Operations teams to ensure commercial opportunities are supported by appropriate service execution.
Education:
- Graduate in any discipline.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.