Key Account Manager I

Swiggy; Delhi; On-site; INR 1,200,000 - 2,100,000; Full time

Job summary

Swiggy is India’s leading on-demand delivery platform, seeking a Key Account Manager to own high-value restaurant partners in a major city. You will blend field presence with office analysis, managing complex accounts, and driving ROI through customized strategies.

This role requires relationship finesse and strong Excel-based analytics. You will mentor the Sales Manager tier and contribute to city-wide targets while negotiating with franchise owners and regional managers.

Qualifications

• 2-5 years in B2B sales or business development, preferably in FMCG/food/beverage or hospitality.
• Track record of meeting or exceeding targets and managing your own pipeline.
• Restaurant/foodservice partnerships require ownership and growth of assigned portfolio.

Responsibilities

• Own a portfolio of multi-outlet restaurants with 30-40 high-value accounts (60-80 in Indianext cities).
• Build executive relationships with franchise owners and regional heads.
• Provide consultative strategy to grow partners through delivery times, order frequency, and cross-location consistency.
• Conduct monthly field visits to key accounts to gather feedback and uncover opportunities.
• Prepare detailed business reviews (QBR) and growth strategies with data analysis.
• Identify expansion opportunities (new locations/products) to drive revenue growth.
• Create executive presentations and ROI models for pitches and reviews.
• Conduct 60-70 in-person meetings per month with restaurant partners.

Skills

B2B sales

Relationship building

Negotiation

Education

Post-Graduate in Marketing or Sales

Tools

Excel

Pivot tables

VLOOKUP

Dashboards

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.

Overview

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

Experience & Background

• 2-5 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

Visit our tech blogs to learn more about some the challenges we deal with: https://medium.com/swiggy-bytes

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.