phenom
Associate Territory Manager - AUR
DHL
Pune, IND
Manager · 1–3 years experience
Onsite
Discovered 2 weeks ago
Business developmentAccount management
Role Overview
This role will focus on managing the end-to-end sales cycle, ensuring customer satisfaction, and driving sustained business development.
It requires a highly motivated and target-driven individual with a strong understanding of the logistics and courier industry.
Key Skills for This Role
Business developmentAccount management
Full Job Posting
Job Purpose
- This role will focus on managing the end-to-end sales cycle, ensuring customer satisfaction, and driving sustained business development. It requires a highly motivated and target-driven individual with a strong understanding of the logistics and courier industry.
- Key Roles & Responsibilities:
- Sales & Revenue Growth
- Monitor and drive Area revenue performance to achieve targeted sales growth and profitability.
- Evaluate the profitability of key accounts and take corrective measures to achieve profit targets.
- Track product-wise yields regularly and develop action plans to meet set targets.
- Manage the end-to-end sales process for the Area, ensuring revenue growth for all products.
- Channel Partner & Customer Management
- Develop and maintain strong relationships with existing customers, ensuring revenue retention.
- Identify and drive new business opportunities through channel partners.
- Monitor and enhance channel partner performance in terms of revenue, sales, and profitability.
- Support sales capability-building initiatives for sales teams and channel partners.
- Sales Operations & Compliance
- Ensure adherence to Standard Operating Procedures (SOPs) among sales teams and channel partners.
- Implement sales and marketing strategies to enhance market share and profitability.
- Follow up and ensure closure of product-specific sales leads received from telemarketing or other departments.
- Negotiate rates and service offerings with customers within set approval limits.
- Maintain and update prospect details in the Saffire system on a daily basis.
- Address and resolve customer service issues in coordination with internal and external stakeholders.
- Provide insights to the Branch Sales Head regarding modifications to existing product offerings to enhance revenue and profitability.
- Collection & Remittance
- Ensure achievement of collection targets within the set remittance cycle and Days Sales Outstanding (DSO) benchmarks.
- People Management
- Guide and support the sales team to ensure high performance and goal alignment.
- Ensure optimal staffing levels within the Area sales team.
- Qualifications & Experience:
- Education:
- Essential: Graduate degree in Business Administration, Sales, Marketing, or a related field.
- Preferred: An MBA or Postgraduate degree in Sales & Marketing.
Experience
- 1-3 years of experience in sales, business development, or key account management in the logistics, courier, supply chain, or e-commerce industry.
- Experience in B2B sales, managing channel partners, and driving revenue growth is an added advantage.
- Skills & Capabilities
- Strong understanding of sales processes, revenue management, and market expansion strategies.
- Experience in logistics, courier services, or supply chain management.
- Proficiency in using sales tracking tools like Saffire and Avature.
- Knowledge of data analytics and business intelligence tools for tracking sales trends and performance.
- Result-Oriented: Strong drive to achieve sales targets and revenue growth.
- Customer-Centric: Ability to develop and maintain strong customer relationships.
- Analytical Thinking: Proactive approach to market analysis and business development.
- Negotiation & Influence: Strong persuasion skills to drive sales and revenue enhancement.
- KRAs
- KPIs
- Growth in Area Revenues
- % achievement of product-wise and channel-wise revenue targets
- Achievement of yield targets (Yield per piece) for all products
- Drive Market Growth
- % increase in revenues from key industry segments (e.g., Automotive, Life Sciences, etc.) and key accounts
- Enhance Revenues via Channel Partners
- Revenue targets achieved through RSPs and other channel partners
- Ensure Timely Collections
- Achievement of Logic Remittance targets
- Reduction in outstanding receivables (e.g., 60-day, 90-day, 150-day buckets)
- Drive Sales Capability, Productivity, and Process Adherence
- Achievement of Sales KPIs and compliance with SOPs
- New Product Development
- Successful implementation of new products in the Area
- Foster a Performance-Driven Culture
- Timely adherence to Performance Management System guidelines
- Drive Employee Morale and Engagement
- Employee retention and engagement metrics
- 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.
- 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.
- 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.
Technical Skills
- Strong understanding of sales processes, revenue management, and market expansion strategies.
- Experience in logistics, courier services, or supply chain management.
- Proficiency in using sales tracking tools like Saffire and Avature.
- Knowledge of data analytics and business intelligence tools for tracking sales trends and performance.
- Key Competencies:
- Result-Oriented: Strong drive to achieve sales targets and revenue growth.
- Customer-Centric: Ability to develop and maintain strong customer relationships.
- Analytical Thinking: Proactive approach to market analysis and business development.
- Negotiation & Influence: Strong persuasion skills to drive sales and revenue enhancement.
- Key Performance Indicators:
- KRAs
- KPIs
- Growth in Area Revenues
- % achievement of product-wise and channel-wise revenue targets
- Achievement of yield targets (Yield per piece) for all products
- Drive Market Growth
- % increase in revenues from key industry segments (e.g., Automotive, Life Sciences, etc.) and key accounts
- Enhance Revenues via Channel Partners
- Revenue targets achieved through RSPs and other channel partners
- Ensure Timely Collections
- Achievement of Logic Remittance targets
- Reduction in outstanding receivables (e.g., 60-day, 90-day, 150-day buckets)
- Drive Sales Capability, Productivity, and Process Adherence
- Achievement of Sales KPIs and compliance with SOPs
- New Product Development
- Successful implementation of new products in the Area
- Foster a Performance-Driven Culture
- Timely adherence to Performance Management System guidelines
- Drive Employee Morale and Engagement
- Employee retention and engagement metrics
- 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.
Preferred Qualifications
- Experience in B2B sales, managing channel partners, and driving revenue growth is an added advantage.
- Best-in-class benefits—from comprehensive medical cover (including optional parental care) to financial wellness and generous time off.
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