Job Description

Job Title: National Accounts Manager / Senior National Accounts Manager E-Retail & FashionFunction: Commercial E-Retail & Fashion
RCS Grade: I / J
Reports To: Vertical Head E-Retail & Fashion
Location: DelhiAbout Blue Dart Express IndiaBlue Dart Express India, a leader in the logistics and express delivery sector, is part of the DHL Group. We provide reliable, time-sensitive delivery solutions to over 37,000+ locations across the country. Our robust domestic network and unmatched infrastructure position Blue Dart as a critical player in Indias logistics industry. We take pride in innovation, service excellence, and building a high-performance workforce that drives sustainable business growth.
Our E-Retail & Fashion vertical delivers tailored logistics solutions to the growing e-commerce and fashion sectors, enabling seamless last-mile deliveries and exceptional customer experiences.Position OverviewThe National Accounts Manager / Senior National Accounts Manager E-Retail & Fashion will be responsible for managing strategic key accounts in the e-commerce and fashion segments, developing customized logistics solutions, and driving revenue growth through strong client relationships. This role will focus on expanding market share, optimizing supply chain efficiencies, and enhancing customer experience through innovative logistics and distribution models.The incumbent will work closely with operations, technology, and finance teams to ensure seamless execution of logistics solutions, drive contract negotiations, and strengthen partnerships with leading brands in the Indian e-commerce and fashion landscape.Job PurposeThe role focuses on developing and managing key strategic accounts, driving revenue growth, and enhancing Blue Darts leadership in the E-Retail & Fashion vertical by providing customized logistics and supply chain solutions tailored to client needs.Key ResponsibilitiesKey Account Management & Business Growth

• Develop and maintain long-term strategic partnerships with key clients in the e-commerce and fashion industry.
• Drive revenue growth by expanding wallet share, cross-selling, and introducing new logistics solutions.
• Collaborate with operations and technology teams to optimize supply chain models, ensuring seamless logistics execution.

Logistics & Supply Chain Optimization

• Work closely with clients to identify pain points in logistics operations and provide tailored solutions to improve service levels.
• Implement innovative last-mile delivery solutions, reverse logistics strategies, and warehouse integration for e-commerce clients.
• Ensure high service levels, monitor SLAs, and optimize lead times to enhance customer experience.

Contract Management & Negotiations

• Lead contract discussions and pricing negotiations, ensuring profitable partnerships and long-term value creation.
• Conduct commercial modelling, cost-benefit analysis, and pricing strategy reviews for strategic accounts.
• Work with finance and legal teams to ensure all agreements, service levels, and compliance requirements are met.

Market Intelligence & Competitive Benchmarking

• Stay updated on e-commerce and fashion industry trends, emerging logistics technologies, and competitor strategies.
• Conduct competitive analysis to identify opportunities for Blue Dart to enhance its value proposition.
• Provide insights to the leadership team on market dynamics, industry shifts, and new business opportunities.

Stakeholder Collaboration & Execution

• Work cross-functionally with operations, IT, sales, and customer service teams to ensure seamless execution of logistics solutions.
• Partner with technology teams to drive automation, real-time tracking, and AI-driven logistics enhancements.
• Ensure internal alignment on client expectations, service standards, and strategic growth initiatives.

Qualifications & ExperienceEducation

• Essential: MBA/PGDM in Sales, Marketing, Supply Chain, or Business Management.
• Preferred: Certification in Logistics Strategy, Key Account Management, or Supply Chain Analytics.

Experience

• Overall: 812 years of experience in key account management, sales, or commercial roles, preferably in logistics, e-commerce, or retail industries.
• Proven track record in developing strategic client relationships, driving revenue growth, and managing large-scale supply chain solutions.
• Experience in handling contract negotiations, pricing strategies, and operational alignment for large enterprise clients.

Technical Skills & CompetenciesCore Technical Skills

• Expertise in e-commerce logistics, last-mile delivery models, and omnichannel fulfilment strategies.
• Strong understanding of contract negotiation, pricing structures, and supply chain analytics.
• Experience in data analytics, demand forecasting, and competitive benchmarking for logistics solutions.

Behavioural Competencies

• Strategic Thinking: Ability to align logistics solutions with client business goals and industry trends.
• Stakeholder Management: Strong interpersonal skills to collaborate with cross-functional teams and external partners.
• Execution Excellence: Ability to manage large-scale client accounts, ensuring high service levels and continuous process improvements.
• Negotiation & Problem-Solving: Skilled in contract discussions, pricing decisions, and resolving operational challenges proactively.

Key Performance Indicators (KPIs)S. No.Key Result AreasKey Performance Indicators (KPIs)1Revenue GrowthIncrease in revenue contribution from strategic accounts2Customer RetentionImprovement in contract renewals and account retention rate3Service Level PerformanceReduction in transit times, SLA adherence, and service quality improvement4Logistics OptimizationCost savings and operational efficiencies achieved through process enhancements5Market ExpansionOnboarding new clients and expanding wallet share with existing customers

DHL