Key Account Manager II

Swiggy; Rajkot; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Swiggy in India seeks a seasoned Key Account Manager to own high-value restaurant partnerships in the assigned city. You will combine field presence with office analysis and executive relationship management to drive growth.

You will manage 30-40 accounts, build ROI models, conduct monthly reviews, and develop expansion opportunities across chains and independents. Strong Excel and multi-stakeholder negotiation skills are essential.

Qualifications

• 2–4 years in account management or enterprise sales.
• Track record in multi-stakeholder deals.
• MBA/PGDM preferred.
• Advanced Excel skills and dashboard/ROI modelling.

Responsibilities

• Own a portfolio of multi-outlet restaurants with significant revenue share.
• Manage executive relationships with franchise owners and regional managers.
• Provide consultative growth strategy for delivery times and order frequency.
• Conduct monthly field visits to key accounts for feedback and opportunities.
• Build detailed QBRs and ROI models for accounts.
• Develop pipeline for expansion into new locations/cuisine.

Skills

Key account management

B2B sales

Excel

Stakeholder management

Education

MBA/PGDM

Tools

Excel

Job description

Way of working - Office/Field : Employees will work full time from their office base location

About Swiggy

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

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

What We're Looking For

Experience & Background

• 2-4 years in account management, B2B sales, or enterprise sales (proven progression from SDR/AE to AE or AM role)
• Track record in managing multi-stakeholder deals
• Restaurant Business is a round-the-clock business; the role holder has to take ownership of the growth of the assigned portfolio of restaurant partner
• Advanced Excel skills: pivot tables, VLOOKUP, data visualization, forecasting. You should be able to build a dashboard for each RP, which can help you and the restaurant partner to keep track of their business with us
• MBAs/PGDMs would be preferred in any discipline
• Strong Industry Understanding: Since this is a mid-senior account management role, working knowledge of the restaurant ecosystem (unit economics, delivery margins, competitive landscape, aggregator dynamics) should be expected. Industry familiarity will significantly reduce ramp-up time and improve consultative quality.

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