1. Role Overview

The Head Driver Acquisition & Supply Growth will be responsible for developing and executing Green SM's driver acquisition and supply growth strategy to support business expansion, fleet utilisation and operational requirements across multiple cities. The role will lead end-to-end driver acquisition, including sourcing strategy, channel development, driver onboarding, supply mobilization, managed fleet partnerships and driver reactivation.

The incumbent will be responsible for building a scalable and diversified driver supply ecosystem through a combination of direct acquisition, external vendors, fleet partners, on-ground acquisition teams and digital sourcing channels.

The role will also drive driver retention, supply efficiency, acquisition cost optimisation and operational excellence, ensuring consistent availability of active drivers against business and fleet deployment targets.

1. Key Responsibilities

Driver Acquisition & Supply Growth Strategy

- Develop and execute the overall driver acquisition strategy aligned with business growth, fleet expansion and city-level operational requirements.
- Drive driver acquisition targets across existing and new markets through multiple sourcing channels.
- Develop city-specific supply growth plans based on market potential, driver availability, fleet requirements and competitive dynamics.
- Establish weekly, monthly and quarterly acquisition targets and ensure effective execution.
- Identify opportunities to expand driver supply through new acquisition channels and partnerships.

Multi-Channel Driver Sourcing & Acquisition

- Build and scale a diversified driver acquisition ecosystem comprising direct acquisition, external vendors, fleet operators, referral programmes, on-ground teams and virtual acquisition channels.
- Identify, onboard and manage external sourcing partners and fleet vendors to ensure consistent driver supply.
- Develop channel-specific acquisition strategies to improve sourcing productivity, conversion and cost efficiency.
- Drive acquisition of new drivers as well as reactivation of inactive and churned drivers.
- Monitor channel performance and optimise sourcing mix based on cost, quality and fulfilment.

Driver Supply Operations & Fleet Partnerships

- Lead managed-supply operations in collaboration with fleet owners, vendors and strategic partners.
- Ensure adequate availability of active drivers against vehicle deployment and business demand.
- Build effective coordination mechanisms between driver acquisition, fleet operations and city operations teams.
- Identify supply constraints and develop interventions to improve driver availability and fleet utilisation.




- Establish performance benchmarks and operating mechanisms for acquisition partners and supply teams.

Driver Retention & Resurrection

- Develop and implement driver churn prevention strategies to improve driver retention and reduce dependency on fresh acquisitions.
- Drive structured driver reactivation and win-back programmes for inactive and churned drivers.
- Identify key drivers of attrition through data analysis, driver feedback and operational insights.
- Work with operations and customer experience teams to address driver pain points and improve the overall driver journey.
- Develop targeted engagement, communication and education initiatives to improve driver activation and long-term retention.

City Expansion & Market Development

- Partner with business leadership to develop supply mobilisation plans for new city launches and market expansion.
- Evaluate city-level supply potential, competitive landscape, local driver ecosystems and sourcing opportunities.
- Build relationships with local fleet operators, driver communities, transport associations and other relevant stakeholders.
- Develop scalable acquisition frameworks that can be replicated across multiple cities.
- Work closely with public policy and regulatory teams to support necessary operational registrations, permits and local market requirements.

Team Leadership & Operational Management

- Build, lead and manage central and city-level driver acquisition and supply operations teams.
- Establish clear performance objectives, productivity benchmarks and accountability mechanisms.
- Lead and develop acquisition managers, account managers, vendor management teams and on-ground sourcing personnel.
- Drive team productivity, engagement and operational efficiency.
- Establish structured review mechanisms to monitor acquisition performance and resolve execution bottlenecks.

Business Analytics, Cost Optimisation & Performance Management

- Develop robust MIS, dashboards and reporting mechanisms to track driver acquisition and supply performance.
- Monitor key metrics including acquisition cost, conversion rates, active supply, fulfilment, utilisation, churn and driver retention.
- Drive cost optimisation through sourcing channel rationalisation, vendor-mix optimisation and improved resource allocation.
- Partner with Finance and Business teams for supply forecasting,



budgeting and cost planning.
- Present periodic business reviews and actionable insights to senior management.

1. Key Performance Indicators

The incumbent will be measured on:
1. Driver acquisition against monthly and quarterly targets.
2. Growth in active driver supply and vehicle availability.
3. Cost per driver acquisition and channel-wise acquisition efficiency.
4. Driver onboarding and activation conversion rates.
5. Driver resurrection and win-back numbers.
6. Driver churn and retention rates.
7. Managed-supply and external vendor channel performance.
8. Fleet utilisation and supply fulfilment.
9. Acquisition team productivity and operational efficiency.
10. Successful supply mobilisation for recent city launches.

11. Desired Candidate Profile

Educational Qualification

- Bachelor's degree in Business Administration, Engineering, Operations, Management or a related discipline.
- MBA / PGDM would be an added advantage.

Professional Experience

- 1015 years of overall professional experience, preferably in mobility, ride-hailing, transportation, fleet management, logistics or other supply-intensive businesses.
- Significant experience in driver acquisition, supply growth, workforce mobilisation or large-scale partner acquisition.
- Proven experience in managing multiple sourcing channels, external vendors, fleet partners and on-ground acquisition operations.
- Experience in managing multi-city operations and driving large-scale supply expansion.
- Prior experience leading large teams comprising acquisition managers, account managers and operational support personnel.

1. Essential Skills & Competencies

- Strong understanding of the mobility, transportation and driver supply ecosystem.
- Expertise in driver acquisition and multi-channel sourcing strategies.
- Strong vendor, fleet partner and stakeholder management capabilities.
- Experience in driver retention, churn management and reactivation programmes.
- Strong business planning, forecasting and cost optimisation skills.
- Data-driven approach to business performance and decision-making.
- Ability to manage large teams and geographically distributed operations.
- Strong execution capabilities in fast-paced, high-growth environments.

1. Preferred Industry Background

Candidates from the following sectors would be preferred:
- Ride-hailing and mobility platforms.
- Electric vehicle (EV) fleet and transportation companies.
- Fleet management and vehicle leasing businesses.
- Logistics and last-mile delivery companies.
- Commercial transportation and aggregator businesses.
- Large-scale gig workforce and partner acquisition operations.

📌 Head of Driver Acquisition (Bengaluru)
🏢 Green Sm
📍 Bengaluru