Associate Territory Manager - GND

Job Summary

Job Title: Associate Territory Manager - Partner Channel. Function: Commercial Sales. Reports To: Area Manager - Partner Channel. Location: Assigned Territory / Branch. Travel Required: 25%, 50%, 75%.

Position Overview

The Associate Territory Manager - Partner Channel is responsible for driving business growth through Blue Darts 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 Darts 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.

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 Darts 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

• 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

Key Competencies

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

Key Performance Indicators

• 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
• 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

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.