Blue Dart
Website:
bluedart.com
Company:
https://www.linkedin.com/company/bluedart
Seniority: Mid-Senior level
Industries: Transportation, Logistics, Supply Chain and Storage
Job details:
Job Title
Manager – Cross Border
Function
Commercial – Cross Border
Reports To
Regional Manager – Cross Border
Location
Delhi
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.
Position Overview:
The Manager – Cross Border is responsible for driving business development, customer acquisition and revenue growth for Blue Dart's Cross Border product within the assigned territory or market cluster. Reporting to the Regional Manager – Cross Border, the role is responsible for expanding the Cross Border customer base, increasing product adoption, developing strategic customer relationships and executing regional business plans to achieve commercial objectives.
The role works closely with Commercial Sales, Operations, Customer Service, Finance and Product teams to deliver a seamless customer experience while contributing to the growth of Blue Dart's Cross Border business.
Job Purpose:
To drive the growth of Blue Dart's Cross Border business across assigned territories by acquiring new customers, expanding existing customer business, increasing product adoption and delivering sustainable revenue growth while ensuring commercial compliance and superior customer experience.
Key Roles & Responsibilities:
Business Development & Revenue Growth
- Drive Cross Border revenue growth across the assigned territory in line with regional business targets.
- Identify, acquire and develop new Cross Border business opportunities across SME, Corporate and Enterprise customers.
- Build and maintain a robust sales pipeline to achieve revenue and customer acquisition targets.
- Increase wallet share within existing customers through Cross Border product penetration.
- Execute regional sales plans to maximize market coverage and business growth.
Customer Acquisition & Market Development
- Identify high-potential export clusters, industries and business segments within the assigned territory.
- Develop customer acquisition plans to expand Blue Dart's Cross Border presence.
- Conduct customer meetings, presentations and solution discussions to generate new business.
- Monitor competitor activities and market trends to identify business opportunities.
- Support regional market expansion initiatives as directed by the Regional Manager – Cross Border.
Customer Relationship Management
- Build and maintain strong relationships with exporters, key customers and business partners.
- Understand customer logistics requirements and recommend appropriate Cross Border solutions.
- Ensure smooth customer onboarding and implementation.
- Drive customer retention and business growth through proactive account management.
- Resolve customer issues in coordination with Customer Service and Operations teams.
Product Promotion & Commercial Execution
- Promote awareness and adoption of Blue Dart's Cross Border product across the assigned territory.
- Execute regional product launch and commercialization plans.
- Conduct customer education sessions and product presentations.
- Support marketing campaigns and lead generation initiatives.
- Ensure adherence to pricing guidelines and commercial policies.
Cross Functional Coordination
- Work closely with Operations to ensure smooth shipment execution.
- Coordinate with Customer Service to deliver superior customer experience.
- Liaise with Finance on customer onboarding, billing and commercial approvals.
- Partner with Product teams to provide market feedback and customer insights.
- Coordinate with Regional Commercial teams to ensure achievement of business objectives.
Sales Planning & Reporting
- Maintain an active sales pipeline and forecast business opportunities.
- Track territory performance against revenue and customer acquisition targets.
- Ensure timely updating of CRM and sales reports.
- Prepare periodic business reviews and market intelligence reports.
- Recommend actions to improve territory performance.
Commercial Governance
- Ensure compliance with commercial policies, pricing guidelines and approval processes.
- Maintain accurate customer documentation and sales records.
- Monitor sales conversion and pipeline effectiveness.
- Support implementation of business processes and reporting standards.
Stakeholder Management
- Work closely with Regional Commercial teams to drive Cross Border business growth.
- Build relationships with exporters, trade associations and industry bodies.
- Represent Blue Dart at customer meetings, trade events and business development forums.
- Collaborate effectively with internal stakeholders to ensure successful customer delivery.
Qualifications & Experience:
Education:
- Bachelor's Degree in Business Administration, Commerce, Marketing, Logistics, Supply Chain, International Business or a related discipline.
- MBA in Marketing, International Business, Logistics or Supply Chain Management preferred.
Experience:
- 5–8 years of experience in International Logistics, Express Distribution, Freight Forwarding, Cross Border Commerce, Supply Chain or B2B Commercial Sales.
- Proven track record in business development, customer acquisition and territory sales management.
- Experience in managing SME, Corporate and Enterprise customers.
- Exposure to export logistics, international shipping or freight forwarding will be an added advantage.
- Experience working in a matrix organization with cross-functional stakeholders.
- Knowledge of CRM tools and sales reporting systems.
Skills & Capabilities:
Technical Skills:
- Cross Border & International Logistics
- Business Development
- Territory Sales Management
- Customer Acquisition
- Key Account Management
- Commercial Negotiation
- Market Development
- Sales Planning & Pipeline Management
- CRM & Sales Analytics
- Export Documentation (preferred)
- Commercial Acumen
Key Competencies:
- Customer Centricity
- Commercial Orientation
- Business Acumen
- Relationship Building
- Result Orientation
- Negotiation & Influencing Skills
- Collaboration
- Ownership & Accountability
- Planning & Execution
- Problem Solving
- Adaptability
- Continuous Improvement
Key Performance Indicators:
KRAs
KPIs
Revenue Growth
Achievement of assigned Cross Border revenue target
Customer Acquisition
Number of new Cross Border customers acquired
Existing Customer Growth
Revenue growth and wallet share from existing customers
Product Penetration
Increase in Cross Border product adoption across assigned territory
Sales Pipeline
Pipeline generation, conversion ratio and opportunity management
Market Development
Development of new export markets, industry clusters and customer segments
Customer Experience
Customer retention, service quality and issue resolution
Commercial Compliance
Adherence to pricing guidelines, CRM discipline and sales governance
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