Key Account Manager I

Swiggy; Kolkata District; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Swiggy is looking for a seasoned Key Account Manager to own a portfolio of high-value restaurant partners in Kolkata. You will blend field presence with data-driven analysis to optimize growth, negotiate with franchise owners, regional managers, and heads of operations, and drive ROI-focused strategies across multiple locations.

You will conduct monthly account reviews, build detailed business cases, and present growth plans to senior leadership.

Qualifications

• 2-5 years in B2B sales, field sales, or business development (preferably 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.

Responsibilities

• Own a portfolio of multi-outlet restaurants: Manage 30-40 high-value accounts (60 to 80 in Indian metros cities), each with 2-10 outlets.
• Executive relationship management: Build relationships with franchise owners, regional managers, and operational heads.
• Consultative strategy: Advise restaurants on growth strategy across delivery times, 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 and compare performance against benchmarks to present growth strategies.
• Pipeline development: Identify expansion opportunities with existing accounts (new locations, new products/cuisine).
• Excel excellence: Create executive presentations, ROI models, and monthly/quarterly business reviews for C-level stakeholders.
• 60 to 70 in-person restaurant partner meetings in a month

Skills

Relationship management

Data analytics

Excel

Presentation skills

Education

Postgraduate in marketing or sales

Tools

Excel

Job description

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