Franchisee Development Manager – Domestic Air Cargo

Job Title : Franchisee Development Manager – Domestic Air Cargo

Location : Gurgaon

Department : Network Expansion & Franchise Operations

Reporting To : Head – Air Cargo / Business Development Head

Role Overview :

The Franchisee Development Manager – Domestic Air Cargo will play a strategic and hands-on role in expanding our air cargo network by identifying, evaluating, onboarding, and empowering franchise partners. This role will require market mapping, partner development, strategic onboarding, compliance setup, training delivery , and post-launch business support to drive mutual growth.

This position is best suited for someone with an entrepreneurial mindset, a deep understanding of logistics / franchise operations, and a passion for building long-term B2B partnerships.

Key Responsibilities :

• Conduct nationwide research to identify high-potential cities, airports, and industrial zones where air cargo demand is underserved.
• Develop a region-wise network expansion plan in alignment with volume projections, serviceability, and commercial targets.
• Benchmark competitor models, pricing, and presence to find strategic franchise locations.
• Launch outreach campaigns to attract new franchisees via digital platforms, industry networks, and regional events.
• Evaluate franchise inquiries based on capability, financials, local influence, infrastructure, and willingness to comply with air cargo regulations.
• Maintain a qualified funnel of franchise leads using CRM or ERP systems.
• Conduct background checks, site inspections, and infrastructure audits before partner finalization.
• Coordinate with internal legal / compliance teams to generate franchise codes, LOIs, and final agreements .
• Customize franchise agreement terms based on regional challenges while maintaining brand standards.
• Organize in-person or virtual onboarding sessions covering :
• Pickup / Delivery SOPs
• SLA expectations
• Airway Bill usage and booking system
• Packing & DGR handling guidelines
• Safety, security & customer service
• Provide franchisees with a comprehensive Franchisee Onboarding KIT (agreement copy, branding guide, handbook, stationery templates, operations checklist, escalation matrix, etc.).
• Support them in completing documentation such as GST, PAN, location photos, infrastructure details, and staff info.
• Work with newly onboarded partners to generate the first 30–60–90 day load ramp-up plan .
• Guide them to tap local customer, forwarders, manufacture, exporters, and eCommerce sellers for load development.
• Share regional marketing materials, co-branded campaigns, and digital promotion toolkits.
• Analyze and help optimize tonnage, yield per shipment, delivery success, and cost-effectiveness.
• Ensure smooth integration of billing processes including AWB issuance, POD submission, invoicing formats, and tax compliance.
• Track payment collections and coordinate with the finance team to manage outstanding payments.
• Issue No Dues Certificate (NDC) after clearing financial reconciliation.
• Use dashboards and MIS to monitor franchisee performance metrics :
• Load booked vs. target
• Service quality
• TAT adherence
• Customer feedback
• Revenue generation
• Conduct monthly business reviews with franchisees and offer corrective action plans when necessary.
• Build strong relationships to retain franchisees and scale their operations into multi-zone or multi-service models.
• Provide ongoing support through refresher training, joint sales visits, and escalation handling.
• Assist underperforming partners with restructuring or route re-allocation.

Key Performance Indicators (KPIs) :

KPI

Target %

Notes

Active Franchisees

98%

Actively contributing business (monthly)

Compliant Documentation (KYC / GST / Agreement / NDC)

100%

Mandatory for operations and audits

Timely Payment Compliance

99%

Regular billing and NDC submission

SOP / Operational Compliance

98%

Booking process, TAT, packaging, labeling

Zero Escalation Performance

98%

No customer complaints or SLA breaches

Required Qualifications :

Preferred Skills :

Show more

Show less

Skills Required

Franchise channel development, Air cargo handling, Express logistics, ERP systems