Job Title
Regional Sales Head
Reports To:
Functional Reporting:
Regional Business Head
Chief Commercial Officer (Dotted Line)
Travel Required
25% 50% þ 75%
About DHL Blue Dart Express India:
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.
The Regional Sales Head is responsible for leading the commercial performance of an assigned region or sub-region by driving profitable revenue growth, market expansion, customer acquisition and retention across all products, customer segments and sales channels. Depending on the size and complexity of the region, one or more Regional Sales Heads may operate within the region, each responsible for a defined geography while working closely with the Regional Business Head to deliver regional commercial objectives.
The role partners closely with Operations, Customer Service, Finance and other support functions to deliver profitable business growth while ensuring customer satisfaction, operational alignment and commercial excellence. The position reports administratively to the Regional Business Head, who retains overall regional P&L ownership, and functionally to the Chief Commercial Officer for sales strategy, governance and commercial execution.
To lead the sales organisation for an assigned region or sub-region by driving profitable revenue growth, expanding market share, strengthening customer relationships and delivering commercial excellence across all products, services and sales channels. The role is accountable for executing regional sales strategies, developing high-performing sales teams and achieving revenue, yield, customer acquisition, retention and collection objectives while contributing to the overall regional business plan.
Key Roles & Responsibilities:
Commercial Strategy & Business Growth
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Develop and execute the sales strategy for the assigned region or sub-region in alignment with Blue Dart's national commercial objectives and regional business priorities.
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Drive profitable revenue growth across all products, customer segments and sales channels while achieving defined business targets.
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Identify new market opportunities, emerging industry segments and customer acquisition strategies to expand Blue Dart's market presence.
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Partner with the Regional Business Head in preparing annual operating plans, sales forecasts and regional growth initiatives.
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Collaborate with the Chief Commercial Officer and National Sales teams to implement strategic commercial initiatives, pricing strategies and national sales programs.
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Continuously analyse market trends, customer behaviour and competitor activities to recommend strategic actions that strengthen Blue Dart's competitive position.
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Develop regional sales plans that balance revenue growth, profitability and long-term customer value.
Customer & Key Account Management
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Build, strengthen and sustain relationships with strategic customers, National Accounts, Enterprise customers, SMEs and key decision makers across the region.
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Develop account growth strategies for identified high-value customers to maximise revenue opportunities and improve customer retention.
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Lead commercial negotiations for major customer contracts in collaboration with Legal, Finance and Regional Business teams.
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Ensure timely resolution of customer escalations while maintaining high standards of customer satisfaction and service excellence.
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Work closely with Product, Operations and Customer Service teams to deliver integrated logistics solutions aligned to customer requirements.
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Drive customer engagement initiatives that improve retention, wallet share and long-term partnerships.
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Identify opportunities for cross-selling and upselling Blue Dart's products and value-added services across the customer portfolio.
Financial & Commercial Management
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Deliver regional revenue, profitability, yield and growth targets in line with approved business plans.
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Monitor product-wise, customer-wise and channel-wise financial performance and implement corrective actions where required.
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Drive disciplined pricing and commercial governance to improve profitability while remaining competitive in the market.
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Ensure achievement of collection targets by closely monitoring receivables and partnering with Finance to minimise overdue outstanding balances.
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Review customer profitability periodically and recommend corrective actions for low-performing or non-profitable accounts.
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Support the Regional Business Head in preparing annual budgets, sales forecasts and commercial investment plans.
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Monitor sales productivity, return on investment and resource utilisation to improve overall commercial efficiency.
Sales Operations & Commercial Excellence
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Lead the execution of the regional sales plan through Area Heads, Branch Managers and Sales teams.
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Drive disciplined sales management practices, including opportunity pipeline reviews, CRM adoption, forecasting accuracy and sales governance.
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Monitor branch-wise and territory-wise sales performance and implement action plans to address performance gaps.
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Ensure consistent execution of sales processes, pricing guidelines, commercial approvals and customer onboarding standards.
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Drive growth across all sales channels, including Corporate Sales, SME, Retail, Partner Channels and National Accounts.
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Expand Blue Dart's retail footprint by supporting the development of One Retail outlets and channel partnerships within the region.
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Monitor sales productivity metrics and continuously identify opportunities to improve commercial effectiveness through process simplification and digital adoption.
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Ensure accurate sales reporting, business reviews and performance dashboards are maintained to support informed decision-making.
Cross-functional Collaboration
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Partner closely with Regional Operations to ensure sales commitments are operationally feasible and customer service levels are consistently achieved.
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Work collaboratively with Finance to improve collections, customer profitability, pricing governance and commercial compliance.
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Coordinate with Customer Service to resolve escalated customer issues and enhance customer experience and retention.
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Collaborate with Marketing and Product teams to drive product launches, promotional campaigns and market penetration initiatives.
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Engage with HR to strengthen sales capability, workforce planning, succession planning and employee engagement across the region.
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Work with the Chief Commercial Officer and National Sales teams to execute strategic sales initiatives, key account programs and commercial transformation projects.
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Build strong cross-functional relationships to ensure seamless execution of customer commitments and business priorities.
People Leadership & Capability Building
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Lead, inspire and develop a high-performing regional sales organisation focused on customer excellence, accountability and business growth.
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Provide coaching, mentoring and regular performance feedback to Area Heads, Branch Managers and Sales Managers to maximise individual and team effectiveness.
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Drive a performance-oriented culture through disciplined goal setting, regular business reviews, performance management and recognition of high performers.
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Identify capability gaps and implement structured learning, coaching and development initiatives to strengthen commercial and leadership capabilities.
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Develop robust succession plans for critical sales leadership positions and build a sustainable leadership pipeline within the region.
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Foster a collaborative, inclusive and customer-centric work environment that encourages innovation, teamwork and continuous improvement.
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Ensure optimum manpower planning, talent retention and employee engagement to support long-term business growth.
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Champion compliance with Blue Dart's Code of Conduct, Ethics, Information Security, Competition Compliance and all organisational policies.
Qualifications & Experience:
Education Level:
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MBA / Postgraduate Degree in Business Administration, Sales, Marketing or a related discipline.
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Graduate degree in any discipline from a recognised university.
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Executive education or certifications in Sales Leadership, Strategic Account Management or Business Management will be an added advantage.
Experience Level
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years of progressive experience in Sales, Business Development or Commercial leadership within the logistics, express distribution, supply chain, transportation, e-commerce or related industries.
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Demonstrated experience in leading regional sales organisations with responsibility for revenue growth, customer acquisition, profitability and people leadership.
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Proven experience in managing Enterprise, National Accounts, SME and Channel Sales businesses.
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Strong understanding of pricing strategies, commercial negotiations, sales governance and customer lifecycle management.
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Experience working in cross-functional environments with Operations, Finance, Customer Service and Product teams.
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Exposure to CRM platforms, sales analytics and data-driven decision making.
Commercial & Technical Skills
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Strong commercial acumen with the ability to drive profitable revenue growth.
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Expertise in strategic sales planning, customer acquisition and market development.
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Sound understanding of logistics, supply chain, express distribution and last-mile delivery solutions.
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Strong negotiation, contract management and key account management skills.
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Proficiency in CRM platforms and sales analytics tools.
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Advanced knowledge of Microsoft Excel and business reporting tools.
Core Competencies
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Strategic Thinking
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Customer Centricity
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Commercial Acumen
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Business Development
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Revenue & Profitability Management
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Influencing & Negotiation
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Data-driven Decision Making
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Cross-functional Collaboration
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Coaching & People Development
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Stakeholder Management
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Change Leadership
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Innovation & Continuous Improvement
Key Performance Indicators:
Revenue Growth
Achievement of regional revenue, product-wise revenue, volume and market share targets
Profitability & Yield
Product yield improvement, customer profitability, pricing discipline and contribution margins
Collections
Achievement of collection targets and reduction in receivables beyond 60, 90 and 150 days
Customer Growth
Growth in National Accounts, Enterprise customers, SMEs, strategic industry segments and customer retention
Market Expansion
Expansion into Tier II & Tier III markets, Partner Channel growth and achievement of One Retail rollout plans
Sales Productivity
Achievement of sales KPIs, CRM adoption, pipeline conversion, forecast accuracy, sales ROI and commercial governance
Customer Experience
Customer retention, customer satisfaction, resolution of escalations and strategic account growth
People Leadership
Performance management completion, employee engagement, capability development, succession readiness and attrition management
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:
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Great Place to Work® Certified—a testament to our people-first culture, inclusive environment, and commitment to your growth and well-being.
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Competitive pay and performance-linked rewards that truly recognize your impact.
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Structured learning, global exposure, and on-the-job coaching to help you grow faster than ever.
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Best-in-class benefits—from comprehensive medical cover (including optional parental care) to financial wellness and generous time off.
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A culture that celebrates diversity, innovation, and bold thinking—where your voice is heard and your contributions matter.
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Global career paths across the DHL Group, opening doors to opportunities in 220+ countries and territories.
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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
[email protected].
