Onboarding Manager
Swiggy
As an Onboarding Manager (OBM), you will be responsible for expanding, monetizing, and strengthening the restaurant supply ecosystem across your assigned city or region.
You will drive supply growth, revenue realization (onboarding & listing fees), competitive parity, discount intensity, and early lifecycle performance for newly onboarded partners. This role sits at the intersection of supply expansion, monetization, marketplace competitiveness, and execution excellence, directly impacting customer choice, conversion, revenue, and city-level business growth.
Key Responsibilities
- Supply Growth, Competitive Parity & First-Mover Advantage
- Identify and close supply gaps versus competition at city and zone levels.
- Ensure Swiggy is the first platform of choice for newly opened or high-potential restaurants.
- Minimize supply disparity versus competition across priority zones.
- Drive faster go-live timelines to ensure restaurants are live on Swiggy before competitors.
- Maintain strong availability and coverage across key localities.
- Track supply depth metrics and implement corrective actions where parity gaps exist.
- Collaborate with city and regional leadership to maintain marketplace competitiveness.
- Revenue-Led Onboarding & Monetization
- Own and deliver onboarding revenue targets including:
- Onboarding fee realization
- Listing fee realization
- Ensure revenue realization happens at the time of onboarding without leakage.
- Drive disciplined negotiation and structured follow-ups to maximize fee collection.
- Monitor revenue metrics at individual and team levels.
- Improve conversion rates from lead → signed → fee realized → live.
- High-Priority & Strategic Onboarding
- Identify and onboard high-impact restaurants, including:
- Popular local brands
- Premium and niche cuisine brands
- High-demand, high-visibility outlets
- Competitive strongholds
- Lead structured onboarding projects for priority categories.
- Ensure high-quality catalog setup at launch.
- Drive stakeholder alignment for faster closures.
- Early Lifecycle Growth & Discount Intensity (First 30 Days)
Hygiene & Input Metrics
- Ensure operational readiness and availability
- Ensure high image coverage and strong menu quality
- Ensure optimal slot coverage and delivery area activation
- Drive high discounting coverage for newly onboarded outlets
- Ensure sourcing of strong, market-winning deals within the first month of onboarding.
- Build aggressive early lifecycle offers to drive visibility and trial
- Maintain high coverage of promotional constructs in the first 30 days
- Enable organic levers (catalog optimization, availability, ratings)
- Activate inorganic levers (ads, promotions, visibility tools)
- Track early performance metrics and ensure structured handover to Account Management
- Reactivate churned or inactive restaurants in priority areas
- Work cross-functionally to remove operational or contractual bottlenecks
- Reintroduce reactivated partners with strong relaunch constructs
- Drive month-on-month improvements in reactivated supply contribution
- Source high-quality leads via:
- Market scans
- Referrals
- Competitive intelligence
- Data-driven insights
- Local field intelligence
- Build smarter prioritization frameworks to onboard high-revenue, high-visibility supply first
- Lead structured city-level onboarding projects
- Improve supply quality, data accuracy, and monetization efficiency
- Hire, coach, and manage onboarding executives
- Drive team targets across
- Revenue realization
- Supply growth
- Discount coverage
- Competitive parity
- First-platform go-live
- Build accountability around input and output metrics
- Conduct regular performance reviews and pipeline audits
- Develop scalable processes for execution excellence
- 4–8 years of experience in sales, business development, operations, supply growth, or revenue roles.
- Proven experience managing frontline or field teams.
- Strong ability to work with dashboards, performance metrics, and revenue tracking.
- Strong negotiation and monetization skills.
- Ability to operate in high-ownership, target-driven environments.
- Revenue-first, ownership mindset.
- Bias for action and speed of execution.
- Comfort operating in ambiguity and on-ground challenges.
- Strong stakeholder and competitive awareness.
- Passion for building scalable, disciplined execution frameworks.
- Willingness to stay close to the market and spend time in the field.
- Direct impact on revenue realization and city P&L.
- Direct ownership of marketplace competitiveness.
- High visibility with city and regional leadership.
- Opportunity to build and scale supply in one of the most dynamic consumer internet ecosystems.
- Clear ownership, measurable outcomes, and strong growth trajectory.