Job Description
JOB TITLE: Head - Partner Channel & Retail
Function:Commercial (Sales)
Location:Head Office (HQC)
Reporting To:Chief Commercial Officer (CCO)
Travel Required:25%☐ 50%check box with check 75%☐
Version History
About 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 Indias 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 Groups DHL eCommerce division, leveraging this global logistics leaders 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 Indias Top-100 Great Places to Work, combining it with DHL Groups Top Employer certification. Being an Employer of Choice is not just a goal its 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 Indias 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 Head - Partner Channel & Retail is responsible for leading Blue Darts national retail and partner channel strategy, with end-to-end ownership of revenue growth, market expansion, partner ecosystem development, and channel profitability.
This role will drive the expansion and optimization of Blue Darts retail footprint across Tier 1, Tier 2, and Tier 3 markets, while ensuring strong governance, partner productivity, and consistent customer experience across all touchpoints.
As a key member of the Commercial leadership team, the role will anchor national channel performance by integrating strategy with disciplined execution, leveraging data-driven insights, and building scalable, future-ready partner networks.
Job Purpose
To design and execute a high-impact, scalable retail and partner channel strategy that enhances market penetration, improves customer accessibility, and delivers sustainable revenue and margin growth through optimized partner economics, strong governance, and consistent service delivery standards.
Key Roles & Responsibilities
Strategic Leadership & Market Expansion
- Define and implement a national Retail & Partner Channel strategy aligned with Blue Darts commercial and growth objectives.
- Expand the retail and partner footprint across urban and emerging markets, driving deeper penetration in Tier 2 and Tier 3 locations.
- Identify, onboard, and scale high-potential channel partners, including franchisees, aggregators, and strategic alliances.
- Drive innovation in retail formats including standalone outlets, co-branded stores, assisted service points, and digital-enabled access channels.
Revenue & Profitability Ownership
- Own national revenue, margin, and market share targets for retail and partner channels.
- Drive growth through structured pricing, incentive frameworks, and partner-led sales strategies.
- Continuously evaluate channel mix to maximize profitability and cost efficiency.
- Partner with Finance to ensure disciplined cost governance and improved cost-to-serve across channels.
Channel Economics & Partner Profitability
- Design and institutionalize partner ROI and unit economics frameworks across retail and franchise networks.
- Improve productivity metrics such as revenue per outlet, shipment throughput, and partner contribution margins.
- Drive optimization of partner commission structures, cost models, and performance-linked incentives.
- Ensure long-term sustainability and profitability of the partner ecosystem.
Customer Experience & Brand Standards
- Ensure consistent delivery of Blue Darts service promise across all retail and partner touchpoints.
- Drive improvements in customer experience metrics including NPS, service quality, and complaint resolution timelines.
- Maintain strict adherence to brand guidelines, visual identity, and customer engagement standards across all outlets.
- Collaborate with Marketing and Product teams to enhance customer offerings and loyalty programs.
Channel Performance & Governance
- Establish robust governance frameworks for performance monitoring, compliance, and audit across all partner channels.
- Track and improve key metrics such as active partner ratio, outlet productivity, and partner retention.
- Drive structured review mechanisms to identify underperformance and implement corrective actions.
- Ensure compliance with contractual, financial, and operational standards across the network.
Cross-Functional Collaboration
- Work closely with Operations, Product, Marketing, and Technology teams to enable seamless service delivery and channel enablement.
- Support digitization of partner onboarding, performance tracking, and customer interaction processes.
- Drive rollout of technology solutions to enhance partner productivity and visibility.
Capability Building & Partner Development
- Build strong training and capability development frameworks for partner staff and frontline teams.
- Enhance partner engagement through structured communication, recognition, and support programs.
- Develop a high-performance culture across the retail and partner ecosystem.
Qualifications & Experience
Education
- Graduate degree in Business Administration, Sales, Marketing, or related field
- MBA or equivalent postgraduate qualification preferred (Tier 1 institutions such as IIMs / ISB preferred)
Experience
- 15+ years of experience in retail, channel management, distribution, or commercial leadership roles
- Proven track record of managing large-scale, multi-region retail or partner networks
- Experience in logistics, e-commerce, telecom distribution, FMCG, or large-format retail preferred
- Demonstrated ownership of revenue, margins, and P&L delivery at a national or large regional level
- Experience managing extensive partner ecosystems (franchise, dealer, or distribution networks)
- Strong exposure to Tier 2 and Tier 3 market expansion and channel development
Skills & Capabilities
Technical Skills
- Channel Strategy & Network Expansion
- Partner Ecosystem Development & Governance
- Channel Economics & Unit-Level Profitability
- Sales Planning, Forecasting & Revenue Management
- Retail Operations & Franchise Management
- Data Analytics & Performance Management
Behavioural Competencies
- Strategic Thinking with Strong Execution Focus
- Leadership & Team Building at Scale
- Stakeholder Management & Negotiation Skills
- Data-Driven Decision Making
- Customer-Centric Mindset
- Continuous Improvement Orientation
Looking to get Placed? Try our Placement Guarantee Plan
Key Performance Indicators (KPIs)
Sr. No. | Key Result Areas | Key Performance Indicators (KPIs) |
1 | Channel Growth | % increase in active outlets expansion across Tier 2 & Tier 3 markets |
2 | Revenue & Profitability | Achievement of revenue targets margin improvement channel contribution |
3 | Partner Productivity | Revenue per outlet shipment throughput partner productivity index |
4 | Partner Engagement & Retention | Partner satisfaction score retention rate active vs inactive partner ratio |
5 | Customer Experience | NPS improvement service quality scores complaint resolution TAT |
6 | Channel Governance | Audit compliance adherence to operational and brand standards |
7 | Cost Efficiency | Reduction in channel cost-to-serve optimized partner economics |
Why Join Blue Dart
When you join us, youre not just taking a job-youre becoming part of a purpose-led movement thats reshaping the future of logistics across India and the world. At Blue Dart, we dont just deliver parcels-we deliver excellence, innovation, and opportunity every day.
Heres what makes us stand out:
. Great Place to Workregistered 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 Indias 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 thats 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]
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Important dates & deadlines?
Application Deadline
24 Jun 26, 02:13 PM IST
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