Are you an experienced channel management professional looking for a leadership role in India’s leading express parcel service provider? DTDC Express Limited is seeking a dynamic and results-oriented Zonal Channel Manager for the North region to spearhead our channel management strategies and drive business growth. This is an exciting opportunity to join a transforming organization and make a significant impact on our expanding network.
About DTDC Express Limited: Pioneers in Parcel Delivery
DTDC Express Limited stands as a pioneer in the Indian express parcel industry, renowned for its extensive network and innovative franchising model. Established in 1990 and headquartered in Bengaluru, DTDC boasts a workforce of over 35,000 and a widespread presence with 7 Zonal offices, 20 Regional Offices, and over 522 operating facilities across India. Our strategic partnership with Europe’s DPD group, backed by Le Groupe La Poste, further amplifies our global reach, providing comprehensive end-to-end solutions across domestic and international markets.
We are proud to be ISO 9001:2015 certified by DNV, a testament to our commitment to quality and operational excellence. Handling over 12 million shipments monthly and servicing over 10,000+ Pin codes through 10,500+ franchisees, DTDC’s market leadership is consistently recognized through prestigious awards, including the National Award for Exemplary Position at the CII Scale Awards 2016.
The Role: Leading Channel Management Transformation
The express and logistics industry in India is undergoing rapid evolution, driven by technological advancements and changing customer expectations. DTDC Express is proactively transforming to not only adapt to these changes but to solidify our position as the preferred courier service provider. As Zonal Channel Manager, you will be at the forefront of this transformation, leading our Channel Management department in the North zone and driving our business and service objectives.
This leadership role is crucial to DTDC’s success. You will be responsible for developing and implementing channel strategies aligned with our long-term business objectives. Your key focus will be on:
- Building and Maintaining a Strong Channel Partner Network: Cultivating robust, disciplined, and high-quality branded Channel Partners across the North zone.
- Driving Channel Business Development: Implementing strategies to achieve desired service levels from Channel Partners across all product groups, in line with DTDC’s corporate strategies.
- Go-to-Market (GTM) Strategy & Execution: Developing and executing effective GTM strategies specific to the channel, ensuring successful market penetration and growth.
- Channel Marketing and Communication: Leading channel-related marketing initiatives and establishing clear and consistent communication channels with partners.
- Overall Channel Partner Development: Fostering the growth and success of our channel partners through training, support, and strategic initiatives.
Key Responsibilities of the Zonal Channel Manager
As Zonal Channel Manager, your responsibilities will span across strategy, execution, collaboration, marketing, communication, and administration:
Strategy & Execution:
- Budgeting and Target Achievement: Develop and manage the zonal channel sales budget, driving sales and collection target achievements effectively.
- Value Proposition and Margin Optimization: Orient channel strategies towards differentiated value propositions that command higher margins and enhance customer retention within the channel partner network.
- Policy Implementation and Compliance: Frame and implement company policies for the Channel Partner Network, ensuring corporate compliance and effective execution of corporate policies within the Channel Department.
- Strategic Partner Relationships: Maintain close strategic associations with key senior channel partners of zonal and regional significance, fostering strong and mutually beneficial relationships.
Collaboration:
- Service Level Compliance: Partner closely with Operations to ensure 100% Service Level Compliance from Channel Partners across all DTDC products, adhering to all service parameters.
- Win-Win Partner Relationships: Cultivate and maintain win-win relationships with channel partners, ensuring mutual growth and success.
- Training and Development: Plan and design training and development programs for the Channel Team, Channel Partners, and their employees, in collaboration with the Learning and Development Department, enhancing skills and knowledge across the network.
- Cross-functional Partnerships: Collaborate effectively with support departments including IT, Accounts & Finance, and Operations, as well as senior management, to meet channel partner performance objectives and business expectations.
Marketing and Communication:
- New Product Development: Actively participate in the new product development process, identifying unmet market needs and contributing to the creation of differentiated solutions that empower Channel Partners to expand their business.
- Brand Management: Manage the DTDC brand within the Channel Partner network, setting and implementing branding guidelines for partner premises and ensuring consistent brand representation through branded materials for staff.
- Communication Plan Development: Develop and execute a consistent and effective communication plan to keep Channel Partners informed about the latest network developments, policy updates, and procedures, ensuring smooth information flow and alignment.
- Marketing Material Development: Drive the marketing team to develop impactful and targeted marketing materials specifically for channel partners, emphasizing differentiated value creation propositions to support their business growth.
Administrative:
- Channel Network Expansion: Drive the strategic expansion of DTDC’s Channel Network by appointing new channel partners, strategically replacing underperforming partners, and introducing innovative concepts and products to existing partners. This expansion should align with business growth and service enhancement objectives, with a strong focus on enhancing brand visibility across the zone.
- Performance Review and Monitoring: Conduct periodic reviews of the Channel Team’s performance to measure progress against business growth and service performance objectives, ensuring accountability and continuous improvement.
Skills and Experience Required
To excel in this role, you should possess:
- Extensive Experience: 8-15 years of experience in organizations with large distribution footprints and channel-led business models, with at least 3 years in a managerial channel management role.
- Industry Background: Preferably experience in Express / Courier / Logistics / FMCG industry / Telecom & Pharma industry. Franchise experience is also valuable.
- Functional Expertise: Proven experience in channels, sales, marketing, and customer service.
- IT Skills: Tech-savvy with a strong understanding of IT enablement services. Proficient in MS Office suite, particularly PowerPoint and Excel for reporting and presentations.
- Analytical and Soft Skills:
- Strong analytical skills to interpret sales and service performance data and develop actionable strategies.
- Financial acumen with a working knowledge of cost, cost margins, and bottom-line impact.
- Excellent written, communication, and public presentation skills.
- Well-versed in marketing and advertising principles and practices.
Key Leadership Attributes
- Analyzing & Diagnosing: Ability to effectively assess problems, understand their impact, and drive timely and positive resolutions with appropriate resource allocation.
- Strategic Thinking & Planning: Demonstrate a clear understanding of organizational goals and strategies to develop and execute action plans aligned with DTDC’s business strategy.
- Collaboration & Team Leadership: Foster cooperation and teamwork, effectively leading teams to develop and implement team goals collaboratively.
- Accelerating Change: Ability to structure and implement approaches to guide teams and organizations through transitions from current to future states effectively.
Qualifications
- Educational Background: A Bachelor’s degree is essential. A Master’s degree in Business Administration (MBA) or related field would be a significant advantage.
- Years of Experience: Minimum 9+ years of relevant experience in channel management and related functions.
Join DTDC Express and Shape the Future of Logistics
This Zonal Channel Manager position offers a unique opportunity to lead and shape DTDC’s channel network in North India. If you are a strategic thinker with a passion for channel development and a proven track record in the logistics or related industries, we encourage you to apply. Be a part of DTDC’s transformation journey and contribute to our continued success as an industry leader.
