Franchisee Development Manager

Job Title: Franchisee Development Manager Domestic Air Cargo

Location: Gurgaon

Department: Network Expansion & Franchise Operations

Reporting To: Head Air Cargo/ Business Development Head

Role Overview:

The Franchisee Development Manager Domestic Air Cargo will play a strategic and hands-on role in expanding our air cargo network by identifying, evaluating, onboarding, and empowering franchise partners. This role will require market mapping, partner development, strategic onboarding, compliance setup, training delivery, and post-launch business support to drive mutual growth.

This position is best suited for someone with an entrepreneurial mindset, a deep understanding of logistics/franchise operations, and a passion for building long-term B2B partnerships.

Key Responsibilities:

• Conduct nationwide research to identify high-potential cities, airports, and industrial zones where air cargo demand is underserved.
• Develop a region-wise network expansion plan in alignment with volume projections, serviceability, and commercial targets.
• Benchmark competitor models, pricing, and presence to find strategic franchise locations.
• Launch outreach campaigns to attract new franchisees via digital platforms, industry networks, and regional events.
• Evaluate franchise inquiries based on capability, financials, local influence, infrastructure, and willingness to comply with air cargo regulations.
• Maintain a qualified funnel of franchise leads using CRM or ERP systems.
• Conduct background checks, site inspections, and infrastructure audits before partner finalization.
• Coordinate with internal legal/compliance teams to generate franchise codes, LOIs, and final agreements.
• Customize franchise agreement terms based on regional challenges while maintaining brand standards.

• Organize in-person or virtual onboarding sessions covering:

• Pickup/Delivery SOPs

• SLA expectations
• Airway Bill usage and booking system
• Packing & DGR handling guidelines

• Safety, security & customer service

• Provide franchisees with a comprehensive Franchisee Onboarding KIT (agreement copy, branding guide, handbook, stationery templates, operations checklist, escalation matrix, etc.).

• Support them in completing documentation such as GST, PAN, location photos, infrastructure details, and staff info.
• Work with newly onboarded partners to generate the first 30–60–90 day load ramp-up plan.
• Guide them to tap local customer, forwarders, manufacture, exporters, and eCommerce sellers for load development.
• Share regional marketing materials, co-branded campaigns, and digital promotion toolkits.
• Analyze and help optimize tonnage, yield per shipment, delivery success, and cost-effectiveness.
• Ensure smooth integration of billing processes including AWB issuance, POD submission, invoicing formats, and tax compliance.
• Track payment collections and coordinate with the finance team to manage outstanding payments.
• Issue No Dues Certificate (NDC) after clearing financial reconciliation.

• Use dashboards and MIS to monitor franchisee performance metrics:

• Load booked vs. target

• Service quality
• TAT adherence
• Customer feedback

• Revenue generation

• Conduct monthly business reviews with franchisees and offer corrective action plans when necessary.

• Build strong relationships to retain franchisees and scale their operations into multi-zone or multi-service models.
• Provide ongoing support through refresher training, joint sales visits, and escalation handling.
• Assist underperforming partners with restructuring or route re-allocation.

Key Performance Indicators (KPIs):

• No. of New Franchisees Appointed (Monthly/Quarterly)
• Network Coverage 99% across Tier 1–3 Cities
• Load Generation from Franchisees (in tons/month)
• Time-to-Onboard (from lead to operational launch)
• % Active & Compliant Franchisees
• Collection Efficiency / NDC Turnaround Time

No customer complaints or SLA breaches

Required Qualifications:

• Graduate/Postgraduate in Business Administration, Supply Chain, or Logistics.
• Minimum 3–5 years' experience in franchise/channel development, preferably in logistics, air express, courier.

Preferred Skills:

• Knowledge of air cargo handling and express logistics
• Excellent communication, negotiation, and interpersonal skills
• Strong analytical and planning abilities
• Regional language proficiency is a plus
• Willingness to travel extensively (up to 60–70% of the time)