PROZO - Senior Director/Assistant Vice President - Commercials - Courier-Side Partnerships

THE PERSON WERE LOOKING FOR:
A commercially sharp, relationship-driven leader who understands the courier partner ecosystem inside out not from a dashboard, but from years of sitting across the table from courier CXOs, commercial heads, and operations directors. Someone who can walk into a negotiation with Delhivery, Xpressbees, or BlueDart and leave with better rates, deeper serviceability, and a stronger partnership than existed before.

This role is the supply-side backbone of Prozos D2C freight aggregation play: you own every courier relationship, every commercial deal, every new service integration, and every lane-level solution that flows through Prozos network of 30+ courier partners.
ROLE PURPOSE:
- Lead the entire supply-side commercial and partnership engine for Prozos D2C freight business unit.

- Own courier partner relationships end-to-end from initial onboarding to rate negotiation, from new
service integration (SDD, NDD, hyperlocal, air express, heavy & bulky) to lane-specific problem-solving, from commercial solutioning for specific clients to building deeper camp and hub support on the courier side.

- You are the bridge between Prozos aggregation platform and the courier ecosystem that powers it.

- Your mandate: make Prozo the most commercially competitive and operationally reliable freight aggregator for every courier partner to work with.
KEY RESPONSIBILITY AREAS:

1. Courier Commercial Negotiations & Rate Management:
- Own the master rate card across all 30+ courier partners negotiate base rates, zone-wise rates, weight-slab pricing, RTO charges, COD handling fees, and special service premiums (SDD/NDD, air express, heavy & bulky).
- Drive periodic rate renegotiations (quarterly or as volume thresholds are met) with data-backed position papers prepared in collaboration with the Analytics team. Target: industry-best rates at every volume tier.
- Build commercial models for volume commitments, minimum guarantee arrangements, and incentive-linked rate structures that align courier partner economics with Prozos growth trajectory.
- Monitor competitive rate benchmarks what Shiprocket, ClickPost, NimbusPost, and direct shippers are paying and ensure Prozos commercial position is always in the top quartile.
2. Client-Specific Commercial Solutioning:
- Work with the KAM team to build custom courier solutions for high-value brands dedicated courier lanes, brand-specific SLAs, priority pickup windows, branded tracking pages, or special handling requirements.
- Design and price client-specific freight solutions that maintain Prozos margin targets while meeting the clients service requirements. Every custom deal must pass a margin viability check before commitment.
- Act as the commercial bridge between client demands (from the demand side) and courier capabilities (from the supply side). When a brand says we need same-day delivery in Tier 2 cities, you figure out which courier partner can deliver it, at what cost, and under what SLA.
3. New Courier Onboarding & Service Integration:
- Identify, evaluate, and onboard new courier partners to expand Prozos serviceability network new geographies, new service types, niche couriers for specific verticals (pharma, heavy goods, perishables).
- Own the integration process: coordinate with ProShip engineering to integrate new courier APIs (booking, tracking, weight reconciliation, COD settlement, label generation) into the Prozo platform.
- Evaluate courier partners on a structured scorecard: serviceability coverage, pricing competitiveness, delivery performance (delivery %, RTO %, attempt rate), COD remittance cycle, claims settlement TAT, and technology readiness.
- Build a courier partner pipeline continuously scan the market for emerging courier players,
regional specialists, and niche service providers that can strengthen Prozos offering.
4. Courier Performance Governance & SLA Management:
- Own the courier performance governance framework: set SLA benchmarks for every courier partner (delivery %, pickup %, RTO %, COD remittance TAT, claims settlement TAT), track performance weekly, and trigger escalations for persistent underperformance.
- Conduct quarterly business reviews (QBRs) with each major courier partner performance review, commercial review, capacity planning, and joint roadmap for the next quarter.
- Build and maintain the courier allocation input layer for PACE (Prozos Automated Courier Allocation Engine) ensure the allocation logic reflects the latest commercial terms, performance data, and serviceability maps.
- Resolve courier-side operational issues at a strategic level: persistent lane failures, hub capacity constraints, camp support gaps, weight dispute patterns, and RTO hotspot analysis.
5. New Capability & Service Line Development:
- Drive the adoption of new courier capabilities into Prozos ecosystem: weight reconciliation APIs, real-time tracking enhancements, automated NDR workflows, digital proof-of-delivery, e-POD integrations, branded tracking, and return-to-origin automation.
- Identify and negotiate green channel partnerships with quick commerce platforms (Zepto, Blinkit, Swiggy Instamart) through courier partner networks where applicable.
- Build the supply-side playbook for new service lines as the D2C freight vertical expands: SDD/NDD, hyperlocal, air express, heavy & bulky, sample shipments, and cross-border.
- Lead pilot programmes for new courier partnerships or new service types from pilot design to performance evaluation to scale-up decision.
6. Camp & Hub Support Development:
- Work with courier partners to establish and optimise camp operations co-located with or near Prozos fulfilment centres improving pickup TAT, reducing first-mile handoff delays, and enabling same-day dispatch cutoffs.
- Negotiate dedicated camp support, vehicle allocation, and manpower deployment from courier partners based on Prozos volume commitments at specific locations.
- Coordinate with Prozos warehouse operations team to align courier pickup schedules, manifest cutoff times, and packaging requirements with courier partner capabilities.
KEY PERFORMANCE INDICATORS:
- Rate competitiveness: Prozos effective rate vs. market benchmark (target: top-quartile positioning across all major couriers and zones)
- Courier SLA compliance: delivery %, pickup %, RTO %, COD remittance cycle across all partners
- Commercial savings: measurable cost reduction through renegotiations, volume commitments, and courier mix optimisation.
- New courier onboarding: count of new partners onboarded, serviceability expansion (new pin codes, new service types).
- Integration completeness: % of courier partner capabilities fully integrated into ProShip (APIs, tracking, weight recon, settlement).
- Client solution TAT: turnaround time on custom commercial solutioning requests from KA team (target: < 48 hours).
- QBR cadence and quality: 100% of top-10 courier partners covered every quarter with documented action items.