Way of working - Office/Field : Employees will work full time from their office base location
About Swiggy:
Swiggy is India’s leading on-demand delivery platform with a tech-first approach to logistics and a solution-first approach to consumer demands. With a presence in 500+ cities across India, partnerships with hundreds of thousands of restaurants, an employee base of over 5000, a 2 lakh+ strong independent fleet of Delivery Executives, we deliver unparalleled convenience driven by continuous innovation. Built on the back of robust ML technology and fuelled by terabytes of data processed every day, Swiggy offers a fast, seamless and reliable delivery experience for millions of customers across India. From starting out as a hyperlocal food delivery service in 2014, to becoming India’s leading on-demand convenience platform today, our capabilities result not only in lightning-fast delivery for customers, but also in a productive and fulfilling experience for our employees.
Overview
A Key Account Manager owns high-value restaurant partners within an assigned city, typically chains, established multi-outlet restaurants, and growing independents expanding to multiple locations. These accounts are more complex: they involve negotiations with multiple stakeholders, larger deal sizes, custom solutions, and deeper engagement around ROI and strategy. You combine field presence with office-based analysis and executive relationship management. Success requires both relationship skills and the analytical ability to build customized business cases. You mentor the Sales Manager tier and own a portion of the city-wide targets.
Key Responsibilities
Own a portfolio of multi-outlet restaurants: Manage 30-40 high-value
accounts(60 to 80 in case of Indianext cities), each with 2-10 outlets. These accounts represent 40-60% of city revenue
Executive relationship management: Build relationships with franchise
owners, regional managers, and operational heads. You are often dealing with decision-makers, not individual restaurant managers
Consultative strategy: Move beyond product features. Help restaurants think
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about their growth strategy across, e.g., optimizing delivery times, increasing
order frequency, and cross-location consistency
Field presence with data: Conduct monthly visits to key accounts to
understand operations, gather feedback, troubleshoot adoption barriers, and surface new opportunities
Advanced analytics: Build detailed business reviews (QBR) for accounts.
Analyze their performance across cuisine, compare against benchmarks, and present growth strategies
Pipeline development: Identify expansion opportunities with existing
accounts (new locations, new products/cuisine). Turn your relationship into revenue growth
Excel excellence: Build executive presentations, ROI models for pitches,
and monthly and quarterly business reviews with charts and trend analysis. Your spreadsheets must be presentation-ready for C-level stakeholders
60 to 70 in-person restaurant partner meetings in a month
Experience & Background:
2-4 years in account management, B2B sales, or enterprise sales (proven
progression from SDR/AE to AE or AM role)
Track record in managing multi-stakeholder deals
Restaurant Business is a round-the-clock business; the role holder has to
take ownership of the growth of the assigned portfolio of restaurant partner
Advanced Excel skills: pivot tables, VLOOKUP, data visualization,
forecasting. You should be able to build a dashboard for each RP, which can help you and the restaurant partner to keep track of their business with us
MBAs/PGDMs would be preferred in any discipline
Strong Industry Understanding: Since this is a mid-senior account
management role, working knowledge of the restaurant ecosystem (unit economics, delivery margins, competitive landscape, aggregator dynamics) should be expected. Industry familiarity will significantly reduce ramp-up time and improve consultative quality.
"We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regards to race, colour, religion, sex, disability status, or any other characteristic protected by the law"
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