Cluster Manager

About Swiggy Dineout Team

Swiggy Dineout is creating India's most extensive dining out platform, serving over 100 million diners at more than 21,000 partner restaurants across 34 cities and expanding. We aim to enhance consumer convenience by enabling diners to explore diverse restaurant categories—ranging from quick service restaurants, cafes, casual and premium dining to fine dining—and offer substantial discounts on restaurant bills via seamless in-app payments. Our mission is to transform the dining out experience across India. Join us if you are passionate about food and eager to innovate the dining journey!

Role Overview

The Cluster Manager is responsible for managing the onboarding and account management functions with a hands-on approach. This role involves consistent interaction with top restaurant partners to understand their mindset, investment willingness, and growth objectives, facilitating business expansion. The incumbent will resolve partner queries, address objections, and support the frontline sales team in achieving targets. Regular performance reviews of the team and providing constructive feedback for improvement are essential parts of this role.

Key Responsibilities

• Engage with top restaurant partners to review Profit & Loss statements, identify performance gaps and opportunities, and assess revenue and investment potential.
• Establish and revise commercial agreements between accounts and Swiggy periodically or as necessitated.
• Provide actionable insights to partners to enable growth through activation of relevant business levers and metrics.
• Monitor competitor top accounts, gather competitive intelligence, and propose strategic counteractions.
• Track daily sales activities and field visits of sales points of contact (POCs).
• Analyze weekly account performance at portfolio and city levels to determine causes of growth or decline.
• Identify underperforming outlets on the platform and collaborate with sales POCs to devise and implement growth strategies.
• Monitor daily key performance indicators such as Advertisement Revenue per Order (Ads RPO) for assigned accounts.
• Communicate actionable plans to the team, setting clear timelines and execution parameters.
• Ensure implementation of initiatives to meet revenue targets including advertisements, RPO, and marketing activities by overseeing continual progress.
• Drive direct field engagement, define expectations clearly, and coach the team on effective practices.
• Coordinate with partner support for issues like discount modifications and restaurant display concerns, and work with sales operations for competitive data and festival-related promotions.
• Collaborate with finance for payout reconciliations, GST queries, and resolving partner account credit issues.

Required Knowledge & Skills

• Thorough understanding of Dineout platform offerings and growth levers.
• Familiarity with basic restaurant metrics, including operating hours, advertisement revenue per order, commission revenue per order, and components like Average Order Value (AOV).
• Proficient knowledge of partner application features and user interfaces.
• Experience with data analytics tools such as CMS, PowerBi, Compass, or Salesmate dashboards.
• Advanced comprehension of conversion funnels with detailed transaction tracking (weekly, monthly, daily), denial rates, and supply metrics compared to competitors.

Desired Candidate Profile

• Graduate with 4 to 6 years of experience in field sales.
• Fluent in the local language with good command of English.
• Sound experience and understanding of e-commerce operations and online marketing channels.
• Confident, personable, and proactive attitude.
• Strong communication and interpersonal skills.
• Sales mindset and passion for achieving targets.
• Team-oriented with ability to relate across diverse groups.
• Good analytical ability and proficiency in Excel.
• Flexibility to adapt to non-standard working hours due to restaurant operational timings.
• Leadership and influencing capabilities to build broad networks and achieve results through strategic planning.
• Initiative and adaptability in responding to change and identifying opportunities for improvement.
• Creativity and originality in work approach with a drive to propel business forward.

Additional Information

Work Location: Employees are required to be physically present at the office in their respective base locations throughout the workweek.

Equality Statement: We promote equal employment opportunities without discrimination based on race, color, religion, sex, disability, or any other legally protected characteristic.