Job Title

National Sales Head

Function

Commercial – Sales

Reports To

Chief Commercial Officer (CCO)

Location

Head Office – Mumbai

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 evaluation and contracting, planning and transition, delivery and execution, supported by differentiated logistics and supply-chain capabilities. We pride ourselves on innovation, digitalisation, service excellence and long-term customer partnerships that enable businesses to thrive in an increasingly dynamic logistics environment.

Blue Dart wholly owns Blue Dart Aviation Limited, India’s only scheduled air express cargo airline, and Concorde Air Logistics Limited.

Blue Dart Express Limited is part of the DHL Group’s DHL eCommerce division, leveraging the global logistics leader’s network across 220 countries and territories to provide comprehensive express and logistics solutions to customers.

We are proud to be consistently ranked among India’s Top 100 Excellent Places to Work, together with DHL Group’s Top Employer recognition. Being an Employer of Choice is integral to who we are, creating a workplace where people are valued, empowered and proud to be Blue Darters.

Position Overview:

The National Sales Head is a senior Commercial leadership role responsible for defining and driving Blue Dart’s Pan-India Field Sales strategy and execution, with accountability for profitable revenue growth, customer acquisition, market development, sales productivity and commercial excellence across regions.

Reporting directly to the Chief Commercial Officer, the role will provide functional leadership to the Regional Sales Heads through a dotted-line reporting structure, ensuring that national commercial priorities are translated into consistent regional and territory-level execution.

The role will establish the national Field Sales agenda, sales operating rhythm, performance standards, pipeline and forecasting discipline, customer acquisition priorities and productivity framework, while enabling Regional Sales Heads to execute effectively within their respective markets.

The role will work closely with National Accounts, Sales Development, Product Marketing & Strategy, Pricing & Revenue Assurance, Strategic Partnerships, Customer Success, Operations, Finance and other Commercial teams to ensure an integrated approach to customer growth and profitable revenue delivery.

Job Purpose:

To build and lead a high-performing, commercially disciplined and customer-focused Pan-India Field Sales organisation that consistently delivers profitable and sustainable growth across regions.

The role will create a common national Field Sales framework while enabling regional teams to respond effectively to local market opportunities.

The National Sales Head will drive profitable revenue growth, new customer acquisition, customer retention, wallet-share expansion, market penetration, product adoption, sales productivity, pipeline quality, forecast accuracy and commercial discipline across the Field Sales organisation.

Key Roles & Responsibilities:

Commercial Strategy & Business Growth

- Develop and execute the Pan-India Field Sales strategy in alignment with Blue Dart’s overall commercial strategy and business priorities.
- Translate national growth ambitions into actionable regional, territory, customer-segment and product-level sales plans.
- Own delivery of revenue, volume, yield, profitability and growth objectives for the Field Sales channel.
- Establish national priorities across customer acquisition, retention, wallet-share growth, product penetration and market development.
- Identify emerging growth opportunities across industries, geographies, customer segments and evolving logistics requirements.
- Work with Regional Sales Heads to develop market-specific plans while ensuring alignment to national priorities.
- Continuously assess competitor activity, customer behaviour, market trends and industry developments to recommend timely commercial interventions.
- Drive a balanced growth agenda across new business, existing customer growth, retention, profitable volume and revenue quality.
- Partner with the CCO on strategic commercial initiatives, national sales programs and business transformation priorities.

Customer & Key Account Management

- Build and strengthen senior-level relationships with key customers and decision makers across India.
- Provide leadership on strategically important customers, large opportunities, renewals and complex commercial engagements.
- Drive account growth strategies for high-value customers to improve retention, wallet share, product penetration and long-term customer value.
- Sponsor critical customer relationships and intervene in major escalations where required.
- Support Regional Sales Heads in significant commercial negotiations in collaboration with Pricing, Finance, Legal and Operations.




- Ensure customer propositions are commercially sustainable and operationally deliverable.
- Identify opportunities for cross-selling and upselling Blue Dart products, services and value-added solutions.
- Strengthen customer engagement to support retention, growth and long-term partnerships.

Financial & Commercial Management

- Deliver national Field Sales revenue, profitability, yield and growth targets in line with approved business plans.
- Monitor performance across regions, territories, products and customer segments and initiate corrective action where required.
- Drive disciplined pricing and commercial governance in partnership with Pricing & Revenue Assurance.
- Ensure sales growth is achieved with the right balance of volume, yield, customer profitability and revenue quality.
- Review customer and portfolio profitability and drive interventions for low-yield or structurally unprofitable business.
- Drive achievement of collection targets and strengthen receivables discipline in partnership with Finance and Regional Sales Heads.
- Monitor sales productivity, resource utilisation and return on commercial investment.
- Provide accurate and timely sales forecasts and performance visibility to the CCO.

Sales Operations & Commercial Excellence

- Lead execution of the national sales plan through Regional Sales Heads and the Pan-India Field Sales organisation.
- Establish a disciplined sales-management cadence covering pipeline, customer acquisition, conversion, revenue, profitability and productivity.
- Drive strong CRM adoption and ensure customer and opportunity information is accurate and actionable.
- Improve forecasting accuracy across regions and strengthen visibility of future revenue opportunities and risks.
- Monitor regional, branch and territory-level sales performance and ensure timely corrective action.
- Standardise critical sales processes, commercial governance and customer-management practices across regions.
- Drive sales productivity through improved territory management, customer prioritisation, analytics and digital tools.
- Ensure robust business reviews, dashboards and performance reporting to support decision-making.
- Identify opportunities to simplify sales processes and improve frontline effectiveness.

Cross-functional Collaboration

- Partner closely with Operations leadership to ensure sales commitments are operationally feasible and customer service levels are consistently achieved.
- Work with Pricing & Revenue Assurance to strengthen pricing discipline, yield, customer profitability and commercial governance.
- Collaborate with Finance on collections, customer profitability, forecasting and commercial performance.
- Partner with Customer Success to improve retention, customer experience and resolution of systemic service issues.
- Work with Product Marketing & Strategy and Product teams on product launches, customer propositions and market penetration.
- Collaborate with Sales Development on demand generation, prospecting and market activation initiatives.
- Work closely with National Accounts to ensure clear customer ownership and seamless management of customer opportunities.
- Engage with Strategic Partnerships where partner-led opportunities intersect with Field Sales.
- Partner with HR on sales capability, workforce planning, succession planning and employee engagement.
- Work with the CCO and Commercial leadership team to execute enterprise-wide commercial priorities.

People Leadership & Capability Building

- Provide visible leadership to the Pan-India Field Sales organisation, working through Regional Sales Heads and regional sales leadership teams.
- Set clear performance expectations and accountability for revenue, customer, productivity and people outcomes.
- Coach and develop Regional Sales Heads and strengthen leadership capability across the sales organisation.
- Build a performance-oriented culture through disciplined goal setting, regular reviews, performance management and recognition.
- Identify capability gaps and strengthen competencies in consultative selling, solution selling, new-business development, negotiation, account management and commercial acumen.
- Develop succession pipelines for critical sales leadership positions.
- Strengthen retention and engagement of high-performing sales talent.
- Foster an inclusive, collaborative, customer-centric and high-accountability culture.
- Champion compliance with Blue Dart’s Code of Conduct, Ethics, Competition Compliance, Information Security and all organisational policies.

Qualifications & Experience:

Education

- Graduate degree from a recognised university.
- MBA / Postgraduate qualification in Business Administration, Sales, Marketing, Strategy or a related discipline preferred.
- Executive education or certification in Sales Leadership, Strategic Account Management, General Management or Business Strategy will be an added advantage.

Experience

- 15–23 years of progressive experience in Sales,



Business Development or Commercial leadership, preferably within express logistics, courier, transportation, supply chain, eCommerce logistics or comparable B2B service businesses.
- Significant experience in leading large, geographically dispersed sales organisations across multiple regions.
- Proven track record of delivering sustainable revenue growth, customer acquisition, market expansion and profitable business growth.
- Robust experience of working through Regional / Zonal / senior sales leadership structures.
- Demonstrated experience in customer acquisition, account growth and retention across diverse B2B customer segments.
- Experience in managing large or complex commercial negotiations and senior customer relationships.
- Strong understanding of pricing, yield, customer profitability, receivables and commercial governance.
- Demonstrated capability in sales planning, forecasting, CRM, pipeline management and sales-force productivity.
- Experience working closely with Product, Pricing, National Accounts, Operations, Finance and Customer Service functions.
- Proven experience in sales capability building, organisation development and succession planning.

Skills & Capabilities:

Technical Competencies:

- National Sales Strategy & Execution
- Field Sales Leadership
- Customer Acquisition & Market Development
- Customer Retention & Wallet-Share Growth
- Revenue & Profitability Management
- Pricing, Yield & Customer Profitability
- Strategic Commercial Negotiation
- Territory & Coverage Management
- Sales Forecasting & Pipeline Management
- CRM & Sales Force Effectiveness
- Product & Solution Selling
- Commercial Governance
- Collections & Receivables Management
- Market & Competitive Intelligence
- Commercial Analytics & Data-led Decision Making
- Digital Sales Transformation

Behavioural Competencies:

- Strategic Thinking
- Customer Centricity
- Commercial Acumen
- Enterprise Leadership
- Growth Orientation
- Results & Accountability
- Influencing & Negotiation
- Data-driven Decision Making
- Cross-functional Collaboration
- Executive Stakeholder Management
- Coaching & People Development
- Change Leadership
- Inclusive Leadership
- Innovation & Continuous Improvement

Key Performance Indicators:

Key Result Areas

KPIs

Revenue Growth

Achievement of national Field Sales revenue, volume and growth targets

Profitability & Yield

Yield improvement, customer profitability, pricing discipline and quality of revenue

Customer Acquisition & Market Growth

New customer acquisition, new-business revenue, conversion and growth across priority segments / markets

Customer Retention & Wallet Share

Retention, wallet-share growth, product penetration and strategic account growth

Pipeline & Forecasting

Pipeline health, opportunity conversion and forecast accuracy

Regional Sales Performance

Achievement of agreed sales objectives across regions and timely closure of performance gaps

Sales Productivity & Commercial Excellence

Sales productivity, territory effectiveness, CRM adoption, sales ROI and adherence to sales governance

Collections

Achievement of collection targets and reduction in overdue / ageing receivables

Customer Experience

Customer retention, strategic customer engagement and resolution of major escalations

People Leadership

Leadership effectiveness, capability development, performance management, succession readiness, engagement and retention

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].

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📌 National Sales Head (Mumbai)
🏢 Dhl
📍 Mumbai