Key Account Manager I

Work Arrangement

Employees will be required to work full-time from their designated office location.

About Swiggy

Swiggy is India's premier on-demand delivery platform, driven by a technology-first strategy for logistics and a consumer-centric approach to meeting demand. Operating in over 500 cities across India, the company partners with hundreds of thousands of restaurants and employs more than 5,000 personnel, supported by a fleet exceeding 200,000 independent delivery executives. Swiggy leverages robust machine learning technology and processes vast amounts of data daily to provide a rapid, seamless, and dependable delivery service for millions of customers. Starting in 2014 as a local food delivery provider, Swiggy has expanded to become the leading convenience platform in India, offering both lightning-fast delivery and a rewarding work environment for its staff.

Role Overview

The Key Account Manager will manage high-value restaurant partners within a designated city, focusing on chains, well-established multi-outlet restaurants, and growing independent eateries expanding to multiple locations. This role demands handling complex accounts involving multiple stakeholders, sizable deals, tailored solutions, and in-depth engagement relating to return on investment and strategic planning. Responsibilities include a balance of field visits, office-based data analysis, and executive relationship management. Mentoring responsibilities for the Sales Manager tier are also part of the role, alongside accountability for a segment of the city-wide sales targets.

Primary Responsibilities

• Manage a portfolio of 30-40 key multi-outlet restaurant accounts (60-80 in certain cities), each having 2-10 outlets, contributing approximately 40-60% of the city's revenue.
• Develop and maintain executive-level relationships with franchise owners, regional managers, and operational heads, often engaging with decision-makers rather than individual restaurant managers.
• Provide consultative strategies that help restaurants optimize aspects such as delivery times, increase order frequency, and maintain consistency across locations.
• Conduct monthly field visits to significant accounts to understand operations, obtain feedback, resolve adoption challenges, and identify new business opportunities.
• Utilize advanced analytical skills to prepare Quarterly Business Reviews (QBRs) by examining account performance across cuisines, benchmarking, and suggesting growth strategies.
• Identify expansion possibilities within existing accounts, including new locations and product or cuisine additions, thereby driving revenue growth.
• Create executive-ready presentations, ROI models, and detailed monthly and quarterly business reviews featuring charts and trend analyses, ensuring documentation suits C-level stakeholder requirements.
• Participate in 60 to 70 in-person meetings with restaurant partners monthly.

Qualifications & Experience

• 2 to 4 years of experience in account management, B2B sales, or enterprise sales, with demonstrated career progression from roles like Sales Development Representative or Account Executive to Account Manager.
• Proven ability to manage deals involving multiple stakeholders.
• Complete ownership over the growth of the assigned restaurant partner portfolio, acknowledging the restaurant industry's continuous, round-the-clock nature.
• Expert-level proficiency in Excel, including pivot tables, VLOOKUP, data visualization, and forecasting, enabling the creation of dashboards to help track business performance jointly with restaurant partners.
• Preferred possession of an MBA or PGDM in any discipline.
• Strong understanding of the restaurant industry, covering aspects such as unit economics, delivery margins, competitive dynamics, and aggregator market behavior, facilitating quicker ramp-up and enhanced consultative quality.

Equal Opportunity Statement

Swiggy is committed to providing equal employment opportunities to all qualified individuals without discrimination based on race, color, religion, gender, disability, or other legally protected factors.