Role : KEY ACCOUNT MANAGER
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, current 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.

📌 Key Account Manager I (India)
🏢 Swiggy
📍 India