DHL—Head – Product Strategy, Growth & Marketing, HQC

Job description

Description: Job Title Head – Product Strategy, Growth & Marketing Function Commercial Reports To Chief Commercial Officer Location Mumbai, India Travel Required 25% þ 50% ☐ 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 across evaluation and contracting, planning and transition, delivery and execution, and specific service capabilities. We pride ourselves on innovation, digitalization, service excellence, and creating long-term partnerships with our clients, enabling businesses to thrive in the fast-paced logistics environment and ever-evolving supply-chains. It wholly-owns India’s only scheduled air cargo airline, Blue Dart Aviation Limited, since May 1994, and the Concorde Air Logistics Limited, a transport, storage, and communications business, since May 2004. Blue Dart Express Limited is a part of the DHL Group's DHL eCommerce division, leveraging this global logistics leader’s network across 220 countries and territories to provide comprehensive express and logistics solutions to our clients. Our robust network and unmatched infrastructure have positioned the Blue Dart brand as a key India-grown logistics player with an unmatched and phenomenal global outreach rooted in the DHL brand of its majority shareholder. We are proud to be consistently ranked among India’s Top 100 Great Places to Work, combining it with DHL Group’s Top Employer certification. Being an Employer of Choice is not just a goal; it’s a fundamental part of who we are, committed to creating a workplace where people are valued, empowered, and wear the sobriquet “Blue Darter” with honour. If you are looking to join a purpose-led, people-first, company that shapes India’s supply-chains with integrity and safety, Blue Dart is where you belong. Blue Dart offers competitive compensation and comprehensive benefits, access to cross-functional, succession planning and global career paths, and strong culture of recognition. Position Overview: The Head – Product Strategy, Growth & Marketing will lead Blue Dart’s integrated Product Strategy, Marketing & Communications, Digital/Performance Marketing and Inside Sales agenda, bringing these capabilities together under a single commercial leadership mandate. The role will be accountable for identifying and building new growth opportunities, developing differentiated products and customer propositions, strengthening Blue Dart’s brand and market positioning, accelerating digital demand generation and driving effective go-to-market execution. The incumbent will combine business strategy, product innovation, customer and market insights, digital growth, brand building and commercial execution to create sustainable revenue growth and strengthen Blue Dart’s competitive position. The role will work closely with Sales, Operations, Customer Service, Technology, Finance and regional/global DHL teams to translate market opportunities into scalable products, customer propositions and measurable commercial outcomes. Job Purpose: To drive Blue Dart’s next phase of profitable growth by integrating Product Strategy, Growth, Marketing, Digital Demand Generation and Inside Sales into a cohesive commercial agenda. The role will build differentiated products and services, strengthen market positioning, accelerate customer acquisition, improve commercial effectiveness and create future-ready growth platforms aligned with evolving customer and market needs. Key Roles & Responsibilities: Strategic Growth & Commercial Strategy • Define and execute the long-term Product Strategy, Growth and Marketing agenda aligned with Blue Dart’s business priorities. • Identify new growth opportunities, customer segments, service opportunities and emerging business models. • Translate customer, market and competitor insights into actionable commercial priorities. • Build strategic business cases for new products, propositions and growth investments. • Partner with the CCO and Commercial leadership team on strategic initiatives aimed at accelerating revenue, profitability and market share. • Monitor emerging trends across logistics, eCommerce, digital commerce and adjacent sectors to identify future growth opportunities. Product Strategy & Innovation • Lead the development and enhancement of existing and new products, ensuring market relevance, scalability and profitability. • Identify customer pain points and develop differentiated logistics solutions across B2B, B2C, SME, eCommerce and emerging customer segments. • Drive innovation across areas such as time-definite solutions, same-day services, specialized logistics, first/last-mile solutions and digital offerings. • Establish disciplined product lifecycle management covering concept development, business case, pilot, launch, scale and performance review. • Partner with Sales, Operations, Technology and Customer Service to launch, test and scale new products successfully. • Ensure product propositions balance customer relevance, operational feasibility and sustainable economics. Growth, Go-to-Market & Revenue Acceleration • Develop integrated go-to-market strategies for products, customer segments and market opportunities. • Partner with Sales to translate product propositions into compelling customer solutions and revenue opportunities. • Drive demand generation and lead-generation programs across digital and traditional channels. • Lead the Inside Sales / Digital Sales agenda to create scalable channels for customer acquisition and conversion. • Establish funnel governance from lead generation through conversion and track measurable revenue contribution. • Drive sales enablement through customer propositions, campaigns, competitive intelligence and product narratives. • Identify opportunities to improve conversion, customer acquisition and revenue productivity through data-led interventions. Brand Management, Marketing & Communications • Own Blue Dart’s brand strategy and ensure consistent positioning across customer segments and channels. • Develop integrated marketing programs that strengthen brand leadership, customer engagement and business growth. • Lead Marketing Communications, PR, digital content, campaigns, events, partnerships and thought leadership initiatives. • Ensure consistency of brand positioning across all customer touchpoints and communication platforms. • Strengthen Blue Dart’s positioning across B2B, B2C, SME, eCommerce and emerging growth segments. • Ensure marketing investments are linked to measurable business outcomes and customer impact. Digital & Performance Marketing • Build and execute a digital-first customer acquisition and engagement strategy. • Lead performance marketing, SEO/SEM, CRM, lifecycle campaigns and digital customer journeys. • Use analytics, AI and customer intelligence to improve targeting, personalization, conversion and marketing ROI. • Develop integrated digital campaigns connecting product propositions, performance marketing and Inside Sales. • Drive continuous experimentation and optimization across digital acquisition and conversion funnels. • Establish clear metrics for cost of acquisition, qualified lead generation, conversion and digitally originated revenue. Customer & Market Intelligence • Establish structured customer, competitor and market intelligence capabilities. • Monitor industry trends, changing customer needs, competitive moves and emerging opportunities. • Translate customer and market insights into product propositions, positioning and commercial priorities. • Conduct customer research, feedback analysis and pilot programs to continuously refine products and services. • Benchmark Blue Dart’s customer propositions, service offerings and commercial capabilities against relevant market players. • Identify opportunities to improve customer experience and strengthen differentiation. Commercial Economics, Pricing & Profitability • Partner with Pricing, Finance and Sales to ensure products and growth initiatives deliver sustainable commercial economics. • Develop business and commercial models for new propositions and services. • Assess customer willingness-to-pay, competitor positioning, cost-to-serve and profitability when developing propositions. • Monitor revenue, margin and return on investment from major products and growth initiatives. • Recommend portfolio and proposition interventions to improve profitability and sustainable growth. • Provide strategic inputs into pricing architecture while partnering with the dedicated Pricing function for execution and governance. Digital Product & Technology Enablement • Identify technology-led opportunities to improve customer experience and commercial effectiveness. • Partner with Technology and Operations to strengthen digital customer journeys, visibility solutions and automated commercial processes. • Leverage AI, analytics and emerging technologies to improve customer insights, personalization, product development and decision-making. • Drive commercialization and adoption of relevant digital capabilities. • Partner with regional and global DHL teams to leverage relevant platforms, capabilities and best practices. Stakeholder Collaboration & Governance • Partner closely with Sales, Operations, Customer Service, Finance, Technology, Pricing and other functions to ensure end-to-end execution. • Work with regional and global DHL stakeholders to align strategic initiatives and adopt relevant global practices. • Establish a structured governance cadence for Product Strategy, Growth and Marketing initiatives. • Ensure strong linkage between strategy, product design, customer proposition, GTM and operational capability. • Act as the commercial SME for Product Strategy, Growth and Marketing in key internal and external forums. Leadership & Organization Capability • Lead Product Strategy, Marketing & Communications, Digital/Performance Marketing and Inside Sales teams. • Build leadership capability and specialist expertise across product, growth, digital and marketing disciplines. • Create an integrated operating rhythm across product development, marketing campaigns, digital acquisition and Sales. • Build a high-performance culture combining strategic thinking, analytical rigor, customer orientation and execution agility. • Develop succession and capability pipelines across the function. • Manage relevant agency, consulting, technology and external partnerships. Qualifications & Experience: Education: • Essential: MBA/PGDM in Business Strategy, Marketing, General Management or related discipline. • Bachelor’s degree in Engineering, Technology, Economics, Commerce or equivalent desirable. • Relevant certifications in Product Management, Digital Transformation, Growth, Marketing or Strategy desirable. Experience: • Overall: 15–18 years of progressive experience across a combination of Product Strategy, Business/Growth Strategy, Marketing, Digital Commerce, GTM or Commercial leadership. • Demonstrated experience in building and scaling new products, customer propositions or businesses. • Strong exposure to commercial economics, customer segmentation, GTM, digital growth and business performance. • Experience leading multiple teams/functions and influencing senior cross-functional stakeholders. • Experience in logistics, eCommerce, digital platforms, consumer technology, B2B services or other large-scale service businesses preferred. • Exposure to both B2B and B2C customer environments desirable. • Proven ability to operate across strategy and execution, with a strong track record of converting ideas into measurable business outcomes. Skills & Capabilities: Technical Competencies: • Business and Growth Strategy • Product Strategy & Product Lifecycle Management • Commercial Strategy & Business Modelling • Go-to-Market Strategy • Brand & Marketing Strategy • Digital & Performance Marketing • Inside Sales / Digital Sales Management • Customer Segmentation & Market Intelligence • Demand Generation & Funnel Management • Revenue & Profitability Analytics • Competitive Benchmarking • Customer Experience Strategy • Digital Transformation, AI & Analytics • Data Analysis and Data-led Governance Behavioural Competencies: • Strategic and commercial thinking • Growth orientation and entrepreneurial mindset • Strong execution orientation • Customer centricity • Innovation and digital-first thinking • Financial and analytical acumen • Leadership and talent development • Cross-functional influence • Stakeholder management • High EQ and ability to operate across diverse stakeholders • Ability to operate effectively in ambiguity and at pace • Problem solving and decision making Key Performance Indicators: Sr. No. Key Result Areas Key Performance Indicators (KPIs) 1 Revenue & Growth Incremental revenue and growth delivered through new products, propositions and growth initiatives 2 Product Portfolio New products/enhancements launched, adoption, revenue contribution and profitability 3 Go-to-Market Effectiveness GTM success, qualified pipeline generated, conversion and speed-to-scale 4 Digital / Inside Sales Qualified leads, conversion %, digitally originated revenue and acquisition productivity 5 Marketing Effectiveness Marketing ROI, demand generation, cost of acquisition and campaign effectiveness 6 Brand & Market Position Brand health, consideration, competitive positioning and share of voice 7 Customer Experience NPS / customer satisfaction and improvement in priority customer journeys 8 Profitability Product margins, business-case realization and return on growth investments 9 Digital Innovation Adoption and measurable commercial impact of digital / AI-led capabilities 10 Market Expansion Revenue/customers from new segments, propositions and growth markets 11 Strategic Execution Key strategic initiatives delivered against agreed timelines, business case and benefits 12 People & Capability Team effectiveness, succession, capability building and employee engagement 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 bdjobs@bluedart.com. #Li-eBD Skills: product strategy, go-to-market strategy, digital marketing, brand management, performance marketing, inside sales management, go-to-market execution, market intelligence, customer segmentation, revenue analysis, commercial modeling, pricing strategy, portfolio management, competitive benchmarking, digital transformation, data analysis, customer experience strategy, stakeholder management, cross-functional leadership, team building, succession planning, talent development, customer research, campaign management, event planning, pr management