- *Job Description: Onboarding Manager (OBM) Role Overview \-**
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.
- *1\. 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.
- *2\. 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.
- *3\. 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.
- *4\. Early Lifecycle Growth \& Discount Intensity (First 30 Days)**
OBMs are responsible for ensuring newly onboarded outlets launch strong and scale fast.
- *Hygiene \& Input Metrics**
- Ensure operational readiness and availability
- Ensure high image coverage and strong menu quality
- Ensure optimal slot coverage and delivery area activation
- *Discount \& Deal Intensity**
- 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
- *Reactivation \& Supply Recovery**
- 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
- *Lead Sourcing \& Strategic Onboarding Projects**
* 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
- *Team Leadership \& Performance Management**
- 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
- *What We’re Looking For Experience \& Skills**
- 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.