Onboarding Manager

Role Overview

The Onboarding Manager (OBM) is tasked with enhancing, monetizing, and reinforcing the restaurant supply network within their designated city or region. This position focuses on boosting supply expansion, generating revenue through onboarding and listing fees, maintaining competitive parity, and ensuring strong early performance for newly onboarded partners. The OBM's work directly influences customer choices, conversion rates, revenue growth, and overall city business success.

Key Responsibilities

• Identify and address supply gaps compared to competitors across cities and zones to ensure Swiggy is the preferred platform for new or promising restaurants.
• Reduce supply inconsistencies across priority areas and accelerate restaurant activation to get partners live before competitors.
• Maintain robust availability and coverage in important localities and monitor supply depth indicators to rectify parity shortfalls.
• Collaborate with leadership to uphold marketplace competitiveness.
• Take ownership of onboarding revenue targets encompassing onboarding and listing fees, ensuring full fee collection during onboarding without leakage through disciplined negotiations and consistent follow-ups.
• Track revenue metrics at individual and team levels to improve conversion rates from leads to live, fee-paying partners.
• Identify and onboard high-value restaurants such as popular local brands, premium or niche cuisines, high-demand outlets, and competitive hubs; lead prioritized onboarding projects with quality catalog preparation and stakeholder alignment.
• Ensure newly onboarded outlets have strong launches and rapid scaling during the first 30 days by guaranteeing operational readiness, image and menu quality, slot coverage, and delivery activation.
• Drive extensive discount and deal programs for new restaurants to foster visibility and customer trials, while maintaining promotional coverage in early lifecycle stages.
• Utilize both organic growth tactics (catalog optimization, availability, ratings) and inorganic marketing tools (ads, promotions) to support early growth, with attentive monitoring of performance metrics for smooth transitions to account management.
• Reactivate inactive or churned restaurants in critical zones by addressing operational and contractual barriers and relaunching partners with compelling offers, aiming for continuous growth in reactivated supply contribution each month.
• Generate quality leads from market research, referrals, competitive intelligence, data analysis, and field insights; prioritize onboarding of high-revenue, high-visibility supply and lead structured city-level onboarding initiatives to improve supply quality, data accuracy, and monetization efficiency.
• Recruit, train, and manage onboarding executives, setting clear objectives on revenue, supply growth, discount coverage, competitive parity, and timely platform activation.
• Establish accountability through regular performance evaluations and pipeline reviews while designing scalable processes for efficient execution.

Experience and Skills Required

• 4 to 8 years of professional experience in sales, business development, operations, supply growth, or revenue generation roles.
• Demonstrated experience managing frontline or field teams effectively.
• Competence in working with dashboards, analyzing performance metrics, and tracking revenue.
• Strong negotiation capabilities and skills in monetizing supply.
• Ability to work independently in target-heavy, high-responsibility settings.

Preferred Mindset and Traits

• A revenue-focused approach complemented by a strong sense of ownership.
• Decisiveness and rapid execution aptitude.
• Comfort dealing with ambiguity and challenges encountered in the field.
• Heightened stakeholder management and understanding of competitive dynamics.
• Commitment to developing scalable and disciplined execution frameworks.
• Preference for staying connected closely with the market and active field engagement.

Role Significance

• This role holds direct responsibility for revenue results and city profit and loss.
• Ensures competitive positioning within the marketplace.
• Provides high visibility with city and regional management teams.
• Offers a growth-focused opportunity to scale supply within an agile and dynamic consumer internet sector.
• Delivers clear ownership with measurable outcomes and career progression.