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.

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)

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

Growth Levers

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.

Mindset & Traits

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.

Why This Role Matters

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.