Cluster Manager - Sales

About the Team -

Swiggy Dineout is building India’s largest dining out platform that processes more than 100M diners for its

partner restaurants across its network for 21000 restaurants in 34 cities and growing. We are striving to

augment our consumer promise of enabling unparalleled convenience by helping diners explore

restaurants across all categories - from QSRs, cafes, casual dining, premium, fine dining and more and

offer the widest range of offers on restaurant bills through easy payments on the app. We are on a

mission to change the way India dines out. If you are a foodie and equally passionate to redefine the

experience of dining out, join our team to be a part of the Swiggy ride!

Dineout is present in 34 cities across India and we have partnerships with more than 21,000 restaurant

partners where users can save up to 40% on their dining bills when they pay their restaurant bills using

the dine out feature on the Swiggy app.

Role Summary -

The role holder is expected to oversee the onboarding and account management activities of the team on the ground regularly. Meet top accounts consistently to understand partner mindset, investment appetite, growth goals to grow the business. Resolve queries and objections posed by the partners and support the front line in meeting their targets. Review Team performance periodically, provide inputs and timely feedback for course correction.

Account & Partner Relationship Management

• Discuss the P & L of the top restaurant partners to enable them see performance

opportunities/misses; analyze revenue expectations and investment capability.

• Structure the commercial understanding between the account and Swiggy for existing and new

accounts and propose revisions/changes seasonally or when agreed upon.

• Articulate insights that can help partners in taking necessary corrective actions for growth by activating the right growth metrics/levers
• Meet the competitor's top accounts to gather insights on competitor actions and propose counter measure

Data Interpretation & Performance Management

• Track Daily Salesmate / Physical Meetings done by each sales POC
• Track Weekly performance of Account Growth / Degrowth at portfolio /city level and RCA the reasons of it
• Tack performance of Low Counter Share Outlets on the platform & Build plans along with sales poc to grow them to desired levels
• Track Daily Performance wrt key metrics such as Ads RPO for their accounts

Team Management

• Present the plan of action to the team with timelines and key parameters for execution.
• Ensure the team Implements the initiatives to meet the individual revenue line items on the P & L dvertisements, RPO targets, marketing activities etc. by monitoring progress constantly.
• Ensure direct field engagement and engage the team to communicate expectations and coach them on best practices. 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)

• Knowledge of the partner app features and user interface.
• 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

Desired Skill

• Graduate with 4-6 years 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.