Location: Mumbai

Preferred Industry: Telecom / logistics / ecommerce / FMCG / large-format retail ecosystems

The role will lead:

- National retail and partner channel strategy

- Revenue and profitability growth

- Tier 1 / 2 / 3 retail expansion

- Franchisee and partner ecosystem governance

- Partner productivity and channel economics

- Customer experience and service quality governance

Highlighted points:

- Large-scale retail / partner / franchise networks

- Telecom / logistics / ecommerce / FMCG / large-format retail ecosystems

- Strong national revenue and P&L ownership

- Experience scaling distributed partner ecosystems and channel governance structures

Immediate joiner or candidates with 30 days NP preferred.

Urgent hiring for a big giant in Courier/Logistics/Supply chain industry, listed company

Job Purpose:

- To design and execute a high-impact, scalable retail and partner channel strategy that enhances market penetration, improves customer accessibility, and delivers sustainable revenue and margin growth through optimized partner economics, strong governance, and consistent service delivery standards.

Key Roles & Responsibilities:

Strategic Leadership & Market Expansion

- Define and implement a national Retail & Partner Channel strategy aligned with Blue Dart's commercial and growth objectives.

- Expand the retail and partner footprint across urban and emerging markets, driving deeper penetration in Tier 2 and - Tier 3 locations.

- Identify, onboard, and scale high-potential channel partners, including franchisees, aggregators, and strategic alliances.

- Drive innovation in retail formats including standalone outlets, co-branded stores, assisted service points, and digital- enabled access channels.

Revenue & Profitability Ownership

- Own national revenue, margin, and market share targets for retail and partner channels.

- Drive growth through structured pricing, incentive frameworks, and partner-led sales strategies.

- Continuously evaluate channel mix to maximize profitability and cost efficiency.

- Partner with Finance to ensure disciplined cost governance and improved cost-to-serve across channels.

Channel Economics & Partner Profitability

- Design and institutionalize partner ROI and unit economics frameworks across retail and franchise networks.

- Improve productivity metrics such as revenue per outlet, shipment throughput, and partner contribution margins.

- Drive optimization of partner commission structures, cost models, and performance-linked incentives.

- Ensure long-term sustainability and profitability of the partner ecosystem.

Customer Experience & Brand Standards

- Ensure consistent delivery of Blue Dart's service promise across all retail and partner touchpoints.

- Drive improvements in customer experience metrics including NPS, service quality, and complaint resolution timelines.

- Maintain strict adherence to brand guidelines, visual identity, and customer engagement standards across all outlets.

- Collaborate with Marketing and Product teams to enhance customer offerings and loyalty programs.

Channel Performance & Governance

- Establish robust governance frameworks for performance monitoring, compliance, and audit across all partner channels.

- Track and improve key metrics such as active partner ratio, outlet productivity, and partner retention.

- Drive structured review mechanisms to identify underperformance and implement corrective actions.

- Ensure compliance with contractual, financial, and operational standards across the network.

Cross-Functional Collaboration

- Work closely with Operations, Product, Marketing, and Technology teams to enable seamless service delivery and channel enablement.

- Support digitization of partner onboarding, performance tracking, and customer interaction processes.

- Drive rollout of technology solutions to enhance partner productivity and visibility.

Capability Building & Partner Development

- Build strong training and capability development frameworks for partner staff and frontline teams.

- Enhance partner engagement through structured communication, recognition, and support programs.

- Develop a high-performance culture across the retail and partner ecosystem.

Qualifications & Experience:

Education:

- Graduate degree in Business Administration, Sales, Marketing, or related field

- MBA or equivalent postgraduate qualification preferred (Tier 1 institutions such as IIMs / ISB preferred)

Experience:

- 15+ years of experience in retail, channel management, distribution, or commercial leadership roles

- Proven track record of managing large-scale, multi-region retail or partner networks

- Experience in logistics, e-commerce, telecom distribution, FMCG, or large-format retail preferred

- Demonstrated ownership of revenue, margins, and P&L delivery at a national or large regional level

- Experience managing extensive partner ecosystems (franchise, dealer, or distribution networks)

- Strong exposure to Tier 2 and Tier 3 market expansion and channel development

Skills & Capabilities:

Technical Skills:

- Channel Strategy & Network Expansion

- Partner Ecosystem Development & Governance

- Channel Economics & Unit-Level Profitability

- Sales Planning, Forecasting & Revenue Management

- Retail Operations & Franchise Management

- Data Analytics & Performance Management

Key Competencies:

- Strategic Thinking with Strong Execution Focus

- Leadership & Team Building at Scale

- Stakeholder Management & Negotiation Skills

- Data-Driven Decision Making

- Customer-Centric Mindset

- Continuous Improvement Orientation