Company Description
Life at Grab
At Grab, every Grabber is guided by The Grab Way, which spells out our mission, how we believe we can achieve it, and our operating principles - the 4Hs: Heart, Hunger, Honour and Humility. These principles guide and help us make decisions as we work to create economic empowerment for the people of Southeast Asia.
Job Description
Get to know the Team:
As a member of Grab, not only will you bring your skill sets to drive your team forward, but you will also develop your untapped potential and be inspired by some of the most amazing minds in the industry. Our team consists of both young and experienced individuals who are tenacious, motivated, and energized by the fact that we exist to make a change - have a societal impact in Southeast Asia.
Grab For Business is the B2B team within Grab that helps to simplify business transportation, corporate food & package deliveries as well as related services for companies across Southeast Asia. We actively engage with top companies and top brands across the region, and it is imperative that we drive successful and sustainable growth in our organization. To this end, we are looking for a strong sales-oriented Sales Lead for our GrabGifts voucher business line to manage and grow an expanding portfolio in Thailand.
To perform this role well, the candidate needs to have strong communication skills, attention to detail, strong business acumen, ability to create and follow processes, and a track record of exceeding expectations.
Get To Know The Role
- You will report to the Regional Business Lead, GrabGifts
- Account Management:
- Key Accounts & Relationship Management (70%): Develop strong, deep, and long-lasting relationships with top Thailand corporate prospects and brands through long term planning, handling objections, asking the right questions and understanding their pain points while resolving them. Understanding of Grab overall business and ability to connect brands objectives with Grab business is key to succeed in this role. Establish a solid understanding of the GrabGifts product, its core value propositions and its ability to create bespoke solutions for our corporate clients of all sizes in Thailand. For some big accounts, a MBR (Monthly Business Review) or QBR (Quarterly Business Review) is required. Your key counterparts will be both internal and external brands. Internal party includes Demand/Promo planning and Marketing while external party would be Commercial, Business Development and HR functions
- New Logo Acquisition (30%): Identify, source, and acquire GrabGifts corporate clients in Thailand, across all industry verticals and segments. Strong sales acumen is a must. The Sales Lead must be able to prospect, build and maintain a strong pipeline of deals, and actively track performance against the given sales target. Work with cross-functional GrabGifts stakeholders to develop HR & Marketing solutions that best address corporate buyer needs while simultaneously meeting performance objectives
- Data Analysis & Insights: With in-depth data analysis of your target market, pipeline and business (using Salesforce CRM, LinkedIn Sales Navigator and other sales tools), drive and develop account specific growth strategies and approaches, solidifying GrabGifts position as a category leader. Present deal reviews and pipeline forecasts based upon data driven insights to ensure a healthy pipeline and align with business goals
- Sales Discipline: Uphold a high level of sales discipline by making effective use of Salesforce CRM and other internal trackers. Adhere strictly to the sales Standard Operating Procedures (SOPs) to ensure a consistent and efficient sales process. This includes keeping detailed records of all client interactions, maintaining accurate sales forecasts, and regularly updating deal statuses in the CRM
Qualifications
- Minimum of 3-5 years of key account management experience including category management and B2B sales experience within a fast-paced and highly competitive environment (direct client-facing role) in Thailand, such as eCommerce, HR Tech, Marketing, Ads / Adtech, Gifting or Media solutions. The successful candidate should have a decent understanding of business development
- Proven track record as a solid sales performer in exceeding sales targets.
- Ambitious, self-driven and highly motivated individual who can work well in a startup VUCA (Volatile, Uncertain, Complex, Ambiguous) environment.
- Must be able to work independently most of the time and think strategically when approaching tasks.
- Strong interpersonal skills and able to effectively network with clients and within the Grab business.
- Coachable attitude. Should be willing and able to learn about GrabGifts and Grab For Business solutions, Grab's multiple services, processes, and stakeholders very fast.
- Communication: Strong and effective communicator in English with good presentation and speaking skills who can verbally and visually articulate their point of view clearly and succinctly.
- Should have a deep desire to excel and develop a career in a high-growth technology company like Grab. Should have demonstrated integrity and respect in the performance of their duties.
- Proficiency in using CRM tools (E.g. Salesforce)
- Comfortable with data analysis (MS Office, Google Docs / Sheets / Slides)
Additional Information
Our Commitment
We are committed to building diverse teams and creating an inclusive workplace that enables all Grabbers to perform at their best, regardless of nationality, ethnicity, religion, age, gender identity or sexual orientation, and other attributes that make each Grabber unique.
