Regional Sales Head

About DHL Blue Dart Express India:
At
Blue Dart
, we go beyond delivering shipments—we deliver trust, precision, and excellence. As India's most reliable express logistics provider, we empower commerce by reaching over 56,000+ locations across India and connecting to 220+ countries through our global DHL network. Backed by the strength of DHL Group, we bring together international standards with deep local expertise. Our dedicated Boeing freighter fleet, 12,000+ vehicles, and best-in-class service ensure time-definite delivery that businesses and customers count on every day.

We are proud to be consistently ranked among
India's Top 100 Great Places to Work
and recognized as part of the DHL Group's
Top Employer
certification across multiple regions. Being an
Employer of Choice
is not just a goal—it's a fundamental part of who we are. We are committed to creating a workplace where people feel valued, empowered, and proud to belong.

If you're looking to join a purpose-led, people-first organization that shapes India's supply chain with integrity and care—
Blue Dart is where you belong.
Position Overview:
The
Regional Sales Head
is responsible for delivering regional revenue growth through strategic planning, sales leadership, and effective channel management. This role drives sales across all product lines, strengthens key account relationships pan-India, supports market expansion efforts, and ensures alignment with financial and organizational objectives. The Regional Sales Head also plays a key role in people leadership and capability development of the regional sales team.

The Regional Sales Head works closely with the Vertical Heads, Product Managers, and National Accounts team to ensure alignment with commercial priorities. The role has a direct impact on regional P&L and is a key contributor to national sales planning and execution.

Job Purpose:
To lead regional sales operations and maximize revenue and market presence through strategic account development, effective team leadership, and high-impact sales processes. The role is pivotal in ensuring market penetration, managing national key accounts, enhancing sales capabilities, and maintaining strong customer relationships across the region.

Key Roles & Responsibilities:

• Regional Business Strategy & Planning
• Contribute to the development of short- and long-term revenue strategies aligned with overall business goals.
• Provide market insights to support strategic decisions and future growth planning.
• Collaborate with cross-functional teams to define product penetration and expansion plans.
• Analyze competitor landscape to identify differentiators and recommend new services.
• Revenue Growth & Market Development
• Drive top-line growth across all product categories, services, and sales channels within the region.
• Lead initiatives to expand into Tier 2 and Tier 3 cities and improve revenue contribution from SMEs.
• Ensure product yield optimization and continuous volume growth (pieces, tonnage).
• Spearhead the setup of "One-Retail" outlets to support last-mile customer access.
• Key Account & Channel Management
• Manage and grow revenue from assigned national key accounts across India.
• Lead strategic client engagement, retention, and satisfaction initiatives.
• Drive development and performance management of channel partners (RSPs, FCCs, OSCs, Consolidators).
• Ensure strong collaboration with Operations to deliver seamless service to key accounts.
• Sales Process & Performance Management
• Oversee the end-to-end sales lifecycle: lead generation, conversion, delivery, and feedback.
• Drive adherence to sales KPIs, improve sales ROI, and resolve operational escalations.
• Optimize sales processes and implement improvements for better efficiency and outcome.
• Support the telemarketing function and ensure generation of quality leads.
• Financial Oversight & Collections
• Assist in preparing the regional sales budget and ensure adherence to financial targets.
• Monitor account profitability and product-wise yields; initiate corrective measures where needed.
• Lead regional receivables management and ensure DSO and logic remittance targets are met.
• Sales Team Leadership & Capability Building
• Lead, motivate, and coach the regional sales team to meet performance goals.
• Identify, mentor, and upskill high-potential talent; drive structured development, succession planning, and career pathing within the regional sales team.
• Ensure right manpower planning and staffing as per regional requirements.
• Drive high engagement and retention among key sales performers.

Qualifications & Experience:
Education:

• Essential: Graduate in Business Administration, Marketing, or related fields
• Preferred: MBA or PGDM in Sales & Marketing

Experience:

• 10+ years in B2B sales, including 4+ years in regional or national leadership roles
• Exposure to logistics, express delivery, or allied services preferred
• Proven experience in key account management and P&L ownership

Skills & Capabilities:
Core Technical Skills:

• Strategic sales planning and execution
• Key account management and customer lifecycle value
• Channel partner development and performance management
• Financial acumen (revenue, profitability, receivables, etc.)
• Data-driven decision-making and use of CRM tools

Behavioural Competencies:

• Result-oriented with strong analytical skills
• Leadership and people management
• Strong communication and negotiation skills
• Stakeholder collaboration and influencing ability
• Resilience and adaptability in dynamic environments

Sr. No.
Key Result Areas
Key Performance Indicators
1

Growth in Regional Revenues

• % achievement of regional revenue targets
• Product/channel-wise growth
• Yield optimization

2

Timely Collections

• Reduction in overdue receivables (60/90/150+ days)
• Logic Remittance performance

3

Market Growth

• Revenue growth from assigned national key accounts
• Growth in industry-specific verticals and SMEs

4

Reach Expansion

• Number of Tier 2/3 city activations
• "One-Retail" outlet setups

5

Sales Productivity & Process Adherence

• Adherence to Sales KPIs
• Achievement of sales ROI targets