Key Account Manager

Job Description
Role Summary

The role holder is expected to onboard and build relationships with 70-80 partner accounts in the given territory to grow the Dine-out business and service offerings and generate 80-90 lacs Gross Merchandise Value (GMV) per month.
The exact number of partners and revenue targets will be based on the India 1 and India 2 markets and specific geographies assigned

Responsibilities

Account & Partner Relationship Management

Onboard new accounts by explaining the requirements to the partners and coordinating with internal stakeholders

Meet the existing partners periodically and ensure Restaurant Display Page(RDP) content is correct and image coverage is high

Make persuasive presentations on the benefits and goodness of Dine Out plans & promotions for month-on-month growth and ensure partners invest consistently.

Execute growth forward activities such as offer alignments, marketing operations alignments, etc. to ensure go live on events and activities as planned.

Resolve issues such as 'diner denied payout' and ensure seamless transactions for customers and partners at the restaurants

Prepare the growth plans for each account being managed and gather competitor action insights.

Data Interpretation & Business Performance Management:

Filter relevant data from the Restaurant facing dashboard and explain the key performance metrics to the partner

Seek necessary support or actions from the partner to ensure the right RDP view to enable conversions and grow the business.

Stay updated on the partner's investment in competition through observations at the point of sale, conversations with the partner and competition sales teams, delivery persons, etc.

Ensure partner investments are equal or higher than competition with respect to discounts, commissions, and advertisements by highlighting relevant inferences from the dashboard and explaining the gains/benefits to the partner.

Interaction with Stakeholders:
Interact with partner support (discount change, Restaurant Display page, etc.), sales operations (competition comparison data, or any ongoing festival data, etc.), and finance team ( reconciliation of payouts, queries on GST, etc, amount not credited to partner accounts, etc.).

Functional Competencies

Understand Dine Out offerings and gain clarity of growth levers.

Knowledge of basic metrics such as operating hours of restaurants , ADs revenue per order (Ads RPO) , Commission Revenue per order and its constituents such as Average Order Value (AOV)

Elements of data dashboards such as CMS/ PowerBi/Compass/Salesmate

Understanding of Conversion Funnel - Advanced Level Week Wise /Month Wise/Day Wise transactions across accounts , denial rates, supply metrics vs competition

Qualifications
Graduate with 1.5-4 year of field sales experience; Fluency in local language and working knowledge of English

Good working knowledge and experience of e-commerce activities and all online marketing channels

Confident, Pleasing, and a go-getter personality

Effective communication skills

Attitude & Aptitude for Sales

Should be a team player, working alongside people from all walks of life.

Analytical, good Excel skills.

The candidate has to be flexible, restaurant owners do not operate on 9-to-5 schedules

Leadership and Influencing skills: Identify, build, and use a wide network of contacts with people at all levels, internally and externally. Achieves a good result through a well-planned approach.

Initiative & Flexibility: Recognizes the need to adapt to change & implement appropriate solutions.

Be able to identify opportunities and recommend/influence change to increase the effectiveness and success of campaigns.

Creativity & Initiative: Demonstrate creativity & originality in your work and have the personal drive and initiative to bring about change and help drive the business forward.

Additional Information
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.

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.