Key Account Manager I

Swiggy; India; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Swiggy is seeking a Key Account Manager to own a portfolio of high-value restaurant partners within an assigned Indian city. You will blend field presence with office-based analysis and executive relationship management to drive growth, ROI, and strategy across 2-10 outlets per account.

Ideal candidates have 2–5 years in B2B sales, excel data skills (pivot tables, VLOOKUP), and strong relationship management. The role involves frequent in-person meetings and monthly QBRs to present growth plans.

Qualifications

• 2-5 years in B2B sales, field sales, or business development
• Track record of meeting or exceeding targets and managing your own pipeline
• Restaurant business is a round-the-clock business; owns growth of portfolio
• Comfort with data, especially Excel—you should be able to build pivot tables, use VLOOKUP, and create dashboards
• Post-Graduated preferably in marketing or sales

Responsibilities

• Own a portfolio of multi-outlet restaurants: 30-40 high-value accounts, 2-10 outlets each
• Executive relationship management with franchise owners, regional managers, and heads
• Provide consultative strategy for growth across delivery times, order frequency, and cross-location consistency
• Field visits with data collection, feedback, and adoption troubleshooting
• Build detailed business reviews (QBR) and progress using cuisine benchmarks and growth strategies
• Identify expansion opportunities with existing accounts (new locations, new products)
• Create executive presentations, ROI models, and monthly/quarterly business reviews for C-level stakeholders
• Conduct 60-70 in-person restaurant partner meetings per month

Skills

B2B sales

Relationship management

Data analysis

Negotiation

Education

Post-Graduate in Marketing or Sales

Tools

Excel

Pivot tables

VLOOKUP

Job description

Job Description:

Company 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

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 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:

• 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.

• Team: Sales
• BusinessUnit: Food Marketplace
• Department.: India 1