Job Title

Manager –

- Pricing

Function

Commercial –

- Pricing &
- Revenue Assurance

Reports To

Head –

- Pricing &
- Revenue Assurance

Location

Head Office, Mumbai

Travel Required

25% þ 50% ☐ 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 setting 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 robust culture of recognition.

Position Overview

The Manager –

- Pricing is a key Commercial leadership role responsible for driving strategic pricing, revenue optimization, customer profitability, pricing governance and commercial analytics across Blue Dart.

Reporting to the Head –
- Pricing &
- Revenue Assurance, the role partners closely with Sales, Key Account Management, Finance, Operations, Product, Regional Commercial teams and DHL regional/global stakeholders to develop pricing solutions that balance market competitiveness, customer value, revenue growth and sustainable profitability.

The role also leads pricing analytics, General Price Increase governance, surcharge and value-added service realization, loss-making business interventions, strategic deal pricing, automation and pricing capability development.

Job Purpose

To build and execute disciplined, data-led pricing strategies that improve yield, customer profitability, revenue quality and contribution margins while enabling competitive and sustainable business growth.

The role will strengthen pricing governance, cost-to-serve and profitability analytics, strategic deal evaluation, market intelligence and pricing automation, while supporting faster and more consistent commercial decision-making across the organization.

Key Roles &

- Responsibilities:

- Partner with the Head –
- Pricing &
- Revenue Assurance to formulate and execute enterprise pricing strategies aligned with revenue, profitability and market growth objectives.
- Develop customer, product, segment and geography-specific pricing frameworks.
- Optimize yield, contribution margins, revenue realization and customer profitability.
- Assess pricing opportunities arising from market movements, customer behaviour and business performance.
- Support pricing strategy for new products, services and commercial propositions.
- Ensure pricing decisions balance competitiveness, volume growth and sustainable returns.
- Lead pricing evaluation for strategic, large and complex customer opportunities, renewals and retention cases.
- Develop customized pricing propositions based on volume, product mix, service requirements, competitive position and cost-to-serve.
- Partner with Sales and Key Account Management teams on commercially viable and competitive pricing solutions.
- Participate in key customer pricing discussions and commercial negotiations where required.
- Establish pricing guardrails, approval thresholds and exception-management frameworks.
- Ensure timely turnaround of strategic pricing proposals.
- Lead customer, product, segment and lane-level profitability analysis.
- Develop and strengthen cost-to-serve methodologies to support pricing decisions.
- Identify margin-dilutive and loss-making businesses and recommend appropriate pricing or commercial interventions.
- Assess operational and service cost drivers while developing pricing recommendations.
- Monitor post-implementation profitability to ensure intended commercial outcomes are achieved.
- Establish disciplined governance around pricing approvals,



exceptions and implementation.
- Monitor yield, discount levels, realization, contribution margins and revenue quality.
- Identify pricing anomalies, leakages and opportunities for corrective intervention.
- Partner with Revenue Assurance, Finance and Billing teams to strengthen pricing compliance and revenue realization.
- Ensure adherence to approved pricing policies, commercial thresholds and governance frameworks.
- Lead end-to-end planning, analytics and governance for the General Price Increase (GPI) process.
- Develop analytical recommendations and customer segmentation strategies to support differentiated GPI execution.
- Coordinate GPI reviews and submissions with Sales, Finance, Regional teams, SMT and relevant DHL stakeholders.
- Track implementation, exceptions and realized uplift against plan.
- Identify gaps and recommend corrective actions to maximize realization.
- Ensure timely and accurate system implementation in partnership with relevant teams. The original role explicitly carries end-to-end GPI governance and implementation responsibility.
- Lead pricing analytics and governance for surcharges and Value-Added Services (VAS).
- Monitor surcharge and VAS realization and compliance across customers and products.
- Identify opportunities to introduce, revise or optimize surcharge and VAS structures.
- Evaluate customer, product and lane-level opportunities for revenue enhancement.
- Partner with Finance, Billing, Sales and Operations on implementation.
- Monitor revenue realization and identify gaps, leakages and corrective actions.
- Identify and review low-margin and strategically loss-making business.
- Develop recommendations for repricing, service redesign, revised commercial terms or other corrective interventions.
- Partner with Sales and Finance teams to implement agreed pricing actions.
- Monitor post-intervention performance and profitability improvement.
- Provide management visibility on key risks, actions and outcomes.
- Monitor pricing trends and competitor movements across express, parcel, eCommerce logistics, freight, transportation and adjacent markets.
- Conduct regular competitive benchmarking across relevant customer segments and service offerings.
- Analyze customer price sensitivity and market price elasticity.
- Assess implications of competitive pricing movements on Blue Dart’s market position and profitability.
- Translate market intelligence into actionable commercial and pricing recommendations for leadership.
- Analyze large and complex datasets to identify trends, growth opportunities, profitability gaps and revenue leakages.
- Develop pricing scorecards, commercial dashboards, management reports and decision-support tools.
- Generate actionable insights for Commercial leadership and Senior Management.
- Apply advanced analytical techniques to strengthen customer segmentation, profitability modelling and pricing decision-making.
- Use tools such as Python, SQL, R Studio, Power BI, Tableau and Advanced Excel to improve analytical depth and scalability where appropriate.
- Strengthen data-driven decision-making across Commercial, Operations and Finance. The existing JD specifically includes Python, R Studio, SQL, Power BI/Tableau and Advanced Excel as analytical tools.
- Drive automation of pricing databases, dashboards, reports and recurring pricing processes.
- Reduce manual intervention and improve speed, accuracy and consistency of pricing analysis.
- Champion data governance and process standardization within the Pricing function.
- Partner with IT, Business Intelligence and Finance teams on system enhancements and automation initiatives.
- Explore predictive analytics, AI and advanced pricing technologies to improve pricing quality and decision support.
- Strengthen scalable pricing tools and workflows to support business growth.
- Act as a strategic pricing partner to Sales, Key Account Management, Product, Operations, Finance and Regional Commercial leadership.
- Influence commercial decisions through fact-based recommendations and clear articulation of financial impact.
- Support senior stakeholders on significant pricing, revenue and profitability decisions.
- Partner with DHL eCommerce Regional and Global Pricing teams on relevant pricing initiatives and governance requirements.
- Present pricing performance, risks, opportunities and recommendations to senior management.
- Lead, coach and develop the Pricing team and build strong analytical and commercial capability.
- Define team objectives and KPIs aligned to organizational priorities.
- Build capability in pricing methodologies, profitability analysis, financial modelling, commercial analytics and stakeholder management.
- Drive accountability, collaboration, innovation and continuous improvement.
- Build succession and talent capability within the Pricing function. The original JD envisages leadership of a 4–5 member pricing team and development of analytical capability across these tools.

Qualifications &

- Experience:

Education Level





- Bachelor’s degree in Engineering / Statistics / Economics / Mathematics / Finance / Commerce / Business Administration / Logistics / Supply Chain or related discipline.
- MBA / PGDM in Finance / Strategy / Marketing / Operations / Analytics / Supply Chain preferred. Additional certification or exposure in Pricing Analytics, Data Analytics, Python, SQL, R Studio, Power BI or Tableau preferred.

Experience Level

- 12–15 years of progressive experience in Pricing, Revenue Management, Commercial Finance, Strategic Pricing, Revenue Assurance, Business Analytics or Customer Profitability.
- Proven experience in strategic pricing, customer profitability, complex deal pricing, cost-to-serve and commercial decision support.
- Strong exposure to pricing governance, yield management, margin improvement and revenue optimization.
- Experience partnering with Sales, Finance, Operations and senior business stakeholders.
- Prior experience leading and developing pricing or commercial analytics teams.
- Experience in Express / Logistics / Parcel / eCommerce / Transportation / Freight / Supply Chain or other complex B2B service environments preferred.

Skills &

- Capabilities:

Technical Skills

- Strategic Pricing &
- Revenue Management
- Customer &
- Segment Profitability Analysis
- Cost-to-Serve &
- Commercial Modelling
- Yield &
- Contribution Margin Management
- Strategic Deal Pricing
- Pricing Governance &
- Exception Management
- General Price Increase Management
- Surcharge &
- Value-Added Services Pricing
- Revenue Assurance &
- Leakage Analysis
- Market Intelligence &
- Competitive Benchmarking
- Advanced Excel &
- Financial Modelling
- Python for Pricing &
- Business Analytics
- SQL &
- Database Analytics
- R Studio / Statistical Analytics
- Power BI / Tableau Dashboarding &
- Visualization
- Pricing Automation &
- Digital Transformation
- Data Governance &
- Analytical Storytelling

Behavioural Competencies

- Strategic &
- Commercial Thinking
- Financial Acumen
- Analytical Problem Solving
- Customer &
- Market Orientation
- Business Partnership
- Senior Stakeholder Management
- Influencing &
- Negotiation
- Results Orientation
- Decision Making
- Change &
- Transformation Leadership
- People Leadership &
- Development
- Cross-Functional Collaboration
- Continuous Improvement Mindset

Key Performance Indicators Sr. No.

Key Result Areas

Key Performance Indicators (KPIs) 1 Revenue &

- Yield

Yield improvement; revenue realization; quality of revenue

2

Profitability

Customer profitability and contribution margin improvement

3

Strategic Pricing

Quality and turnaround time of strategic / complex pricing proposals

4

GPI

GPI realization versus plan; implementation accuracy; exception management

5

Surcharge &

- VAS

Improvement in surcharge and VAS realization and compliance

6

Loss-Making Business

Reduction / improvement in below-threshold and loss-making business

7

Revenue Assurance

Identification and reduction of pricing-related revenue leakage

8

Pricing Governance

Compliance with pricing frameworks, approval thresholds and governance

9

Pricing Analytics

Quality, accuracy and business impact of pricing insights and analytics

10

Automation

Automation of pricing processes; reduction in manual effort and improvement in productivity

11

Customer &

- Market

Pricing competitiveness and profitable market participation

12

People

Team performance, capability development and succession readiness

Why join DHL 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 [email protected].

📌 Manager – Pricing, HQC (Mumbai)
🏢 Blue dart
📍 Mumbai