Job Title

Associate Territory Manager- ATA SALES

Function

Sales

Reports To

Regional Sales Head

Location

Assigned Territory / Region

Travel Required

25% 50% þ 75%

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 ATA Sales role is responsible for driving Airport-to-Airport (ATA) cargo sales within the assigned territory by developing business from cargo agents, freight forwarders, co-loaders, interliners and other relevant channel partners.

The role focuses on generating profitable ATA revenue by identifying available market loads, converting business opportunities, maintaining competitive yields and supporting optimum utilization of available air capacity.

The role owns territory-level ATA sales execution including prospecting, customer acquisition, relationship management, quotation and commercial follow-up, revenue growth, yield management, collections and DSO control.

The position requires extensive market engagement and approximately 50% travel across the assigned territory to develop new business, strengthen existing relationships and continuously identify cargo opportunities.

The role works closely with the Regional Sales Head, Regional Load Planners, Aviation / Network, Pricing, Finance, Customer Service and Operations teams to ensure commercial opportunities are aligned with available capacity and network requirements.

Job Purpose:

To drive profitable Airport-to-Airport cargo revenue within the assigned territory by developing and managing relationships with cargo agents, freight forwarders, co-loaders and other channel partners, while ensuring competitive yields, strong customer retention, disciplined collections and optimum utilization of available air capacity.

Key Roles & Responsibilities:

ATA Sales & Revenue Management

- Own achievement of ATA revenue, volume and yield targets for the assigned territory.
- Develop and execute territory-level ATA sales plans aligned with regional business priorities.
- Identify high-yield cargo opportunities across available Blue Dart air network capacity.
- Monitor customer-wise, sector-wise and route-wise ATA revenue performance.
- Track performance against targets and initiate timely corrective actions for revenue gaps.
- Maintain focus on profitable revenue growth and quality of business acquired.

New Business Development

- Identify and develop prospective cargo agents, freight forwarders, co-loaders, interliners and other relevant channel partners.
- Build a structured prospect pipeline through market mapping, references, networking and regular field visits.
- Assess prospective customers based on cargo potential, route requirements, shipment profile, frequency, weight and yield.
- Prepare and submit quotations in the prescribed format.
- Follow up consistently with prospects and convert qualified opportunities into active customers.
- Ensure timely activation and stabilization of recent accounts.

Channel & Customer Relationship Management

- Develop and maintain strong relationships with cargo agents, freight forwarders, interliners and co-loaders.
- Maintain regular engagement with key decision-makers and commercial stakeholders.
- Understand customer cargo flows, key sectors, seasonal requirements and service expectations.
- Regularly review customer revenue, volume, yield and route utilization.
- Identify declining accounts and implement recovery plans to revive business.
- Strengthen customer retention through proactive engagement and issue resolution.





Air Capacity & Load Development

- Identify cargo opportunities that can improve utilization of available air capacity.
- Work closely with Regional Load Planners to understand available capacity by sector and flight.
- Source suitable loads for sectors where capacity is underutilized.
- Support load balancing by developing business across relevant origin-destination combinations.
- Provide advance visibility of large, recurring or seasonal cargo opportunities.
- Coordinate with Aviation / Network teams where required for significant or special cargo movements.

Pricing, Yield & Commercial Management

- Analyse prospective customer potential and commercial viability before submitting quotations.
- Understand prevailing market rates, competitor pricing and route-specific commercial dynamics.
- Coordinate with Pricing and relevant stakeholders for rate approvals and special commercial requirements.
- Maintain focus on yield while balancing market competitiveness and capacity utilization.
- Monitor realized yield against agreed rates and identify adverse trends.
- Ensure adherence to approved pricing, discount and commercial governance requirements.

Existing Customer Development

- Track revenue and volume performance of existing ATA customers.
- Identify opportunities to increase frequency, route penetration, weight and overall share of wallet.
- Explore additional sectors and cargo opportunities with existing customers.
- Proactively engage customers where revenue or volume is declining.
- Develop account-specific plans to retain and grow strategically important customers.
- Support regional initiatives for customer development and product penetration.

Collections & DSO Management

- Ensure timely collection of outstanding receivables from assigned ATA customers.
- Maintain DSO within defined targets.
- Follow up regularly on current and overdue outstanding amounts.
- Work closely with Finance / Credit Control teams to resolve reconciliation, billing and payment-related issues.
- Monitor ageing and identify customers requiring focused collection intervention.
- Support recovery of old outstanding amounts through structured follow-up.

Market Intelligence & Territory Development

- Maintain strong understanding of the ATA cargo market within the assigned territory.
- Track competitor pricing, capacity, service propositions and market activity.
- Identify cargo-generating clusters, freight markets and emerging customer opportunities.
- Monitor changes in customer requirements, trade flows and competitive dynamics.
- Provide structured market intelligence to the Regional Sales Head.
- Support development of territory-specific ATA growth opportunities.

Sales Pipeline, CRM & Governance

- Ensure timely and accurate updation of prospects, opportunities and customer interactions in Saffire / prescribed CRM systems.
- Maintain adequate pipeline coverage against future revenue targets.
- Track opportunity stages, expected volumes, yields and closure timelines.
- Provide accurate sales forecasts and visibility of major opportunities and risks.
- Participate in periodic territory and regional sales reviews.
- Ensure adherence to sales processes, commercial approvals and documentation requirements.

Cross-functional Collaboration

- Work closely with the Regional Sales Head, Regional Load Planners, Aviation / Network, Pricing, Finance, Operations and Customer Service teams.
- Ensure customer commitments are aligned with available network capacity and operational feasibility.
- Coordinate on significant cargo movements, customer requirements and service exceptions.
- Support timely resolution of issues impacting customer retention or revenue.
- Provide customer and market inputs to support network and capacity decisions.

Qualifications & Experience:

- Education: Bachelor’s degree in Business Administration, Commerce, Marketing, Logistics, Supply Chain or related discipline; MBA / PGDM in Marketing / Sales desirable.
- Experience: Typically, 4–8 years of relevant experience in air cargo sales, freight forwarding, express logistics, aviation logistics or B2B logistics sales.




- Experience in Airport-to-Airport cargo sales or air freight sales strongly preferred.
- Strong understanding of cargo agents, freight forwarders, co-loaders and air freight intermediaries.
- Experience in customer acquisition, account development and commercial negotiation.
- Understanding of air cargo routes, capacity, weight, yield and pricing dynamics.
- Exposure to revenue, yield and profitability management.
- Experience handling collections and DSO within a customer portfolio.
- Strong field-sales orientation and willingness to travel extensively across the assigned territory.
- Experience using CRM / sales automation systems and sales MIS.
- Preferred Industries: Air Cargo, Express Logistics, Freight Forwarding, Aviation Logistics, Courier, 3PL, Transportation and Supply Chain.

Skills & Capabilities:

Technical Competencies:

- Airport-to-Airport Cargo Sales
- Air Freight Sales
- Territory Sales Management
- Cargo Agent / Freight Forwarder Development
- Customer Acquisition
- Channel Relationship Management
- Air Capacity & Load Development
- Revenue & Yield Management
- Pricing & Commercial Negotiation
- Cargo Potential Assessment
- Sales Pipeline Management
- Collections & DSO Management
- CRM / Saffire Management
- Sales Forecasting & MIS
- Market & Competitor Analysis
- Data Analysis and Data-led Sales Governance

Behavioural Competencies:

- Customer Orientation
- Commercial Acumen
- Result Orientation
- Negotiation & Influencing
- Relationship Management
- Market Orientation
- Ownership & Accountability
- Communication & Presentation
- Analytical Thinking
- Problem Solving
- Collaboration
- Execution Discipline

Key Performance Indicators: Sr. No.

Key Result Areas

Key Performance Indicators (KPIs)

1

ATA Revenue Achievement

% achievement against ATA revenue targets for the territory

2

New Business Acquisition

New ATA customers acquired and incremental revenue generated

3

ATA Volume Growth

Growth in chargeable weight / tonnage and shipment volume from assigned customers

4

Yield Management

Yield achievement against target and quality of revenue generated

5

Capacity Utilization Support

Contribution of sourced ATA loads towards improved utilization of available air capacity

6

Existing Customer Growth & Retention

Revenue growth, share-of-wallet improvement and retention of ATA customers

7

Collections & DSO

DSO performance, collection efficiency and overdue recovery

8

Sales Pipeline & Conversion

Pipeline coverage, opportunity conversion and forecast accuracy

9

CRM & Market Coverage Discipline

Timely Saffire / CRM updates, customer coverage and quality of market intelligence

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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