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.
