Head – Partner Channel & Retail, HQC

Key Roles & Responsibilities

Strategic Leadership & Market Expansion

• Define and implement a national Retail & Partner Channel strategy aligned with Blue Dart's 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 Dart's 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

Key Performance Indicators (KPIs)

Why Join Blue Dart

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:
. Great Place to Work® 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 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 [Confidential Information]

#Li-eBD