Key Account Manager I

Swiggy; Chennai District; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Swiggy is seeking a Key Account Manager in Chennai to own a portfolio of high-value restaurant partners, including multi-outlet chains, combining field presence with data-driven analysis to drive ROI and growth.

You will mentor the Sales Manager tier, manage city-wide targets, and conduct monthly account visits to optimize delivery performance and collaboration with partners.

Qualifications

• Strong Excel skills including pivot tables and VLOOKUP.
• Ability to build dashboards and analyze data to drive decisions.
• Experience with B2B sales and managing a pipeline is preferred.

Responsibilities

• Own a portfolio of multi-outlet restaurants: manage 30-40 accounts (60-80 in metro cities).
• Executive relationship management with franchise owners, regional managers, and operational heads.
• Provide consultative strategy to improve growth: delivery times, order frequency, cross-location consistency.
• Field visits with data: monthly account visits to understand operations and surface opportunities.
• Build detailed business reviews (QBRs) and growth strategies across cuisine and benchmarks.
• Develop pipeline: identify expansion opportunities with existing accounts for new locations/products.
• Excel-focused: prepare ROI models and executive presentations for C-level review.
• Attend 60–70 in-person meetings with restaurant partners each month.

Skills

Excel

Pivot tables

VLOOKUP

Dashboards

Data analysis

Education

Postgraduate in marketing or sales

Job description

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.

Job Description

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 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

Qualifications

Experience & Background

• 0-2 years in B2B sales, field sales, or business development (preferably in FMCG, food/beverage, or hotel industry)
• Track record of meeting or exceeding targets and managing your own pipeline
• Restaurant Business is a round-the-clock business; the role holder has to take ownership of the growth of the assigned portfolio of restaurant partners.
• Comfort with data, especially Excel—you should be able to build pivot tables, use VLOOKUP, and create dashboards without help
• Post - Graduated preferably in marketing or sales

Additional Information

"We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regards to race, color, religion, sex, disability status, or any other characteristic protected by the law"

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, disability status, or any other characteristic protected by the law.