Director - Sales, Grab for Business

4 days ago

Singapore Grab Full time

**Job 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.

**Get to know our 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 energised by the fact that we exist to make a change - have a societal impact in Southeast Asia.

Grab For Business (GFB) is the B2B SaaS 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 brands across the region and it is imperative that we drive efficient revenue channels within our organisation. To this end, we are looking for an incredibly resilient and capable regional sales leader in our Grab For Business team, who will be in charge of multiple teams across markets (Singapore, Malaysia, Philippines, Thailand and Vietnam).

**Get to know the Role**:

- You will report to the Regional Director - Grab For Business
- Manage all GFB revenue generating teams and own GMV targets for multiple sales channels and GFB B2B products in five markets (Singapore, Malaysia, Philippines, Thailand and Vietnam).

**The Day-to-Day Activities:
**People Leadership**:Work with the Regional Director to oversee all people management aspects for your teams, including building a highly motivated team, hiring / coaching / mentoring best-in-class performers, resource planning and career development. Provide a conducive and progressive team environment for growth and learning. Be a Role Model by ensuring a healthyworking culture for your team leads and members based on mutual respect, and by personally embodying and demonstrating all the Grab Way principles.

**Sales & Key Accounts Planning**:Ensure critical monthly / quarterly / annual milestones are consistently met or exceeded. Provide regular sales reports, forecasts and set clear performance metrics and be accountable for all sales & key accounts strategy across all your teams. Identify growth areas for existing and new B2B solutions. Implement a customer-centric based mode of working.

**Key Accounts Team | Sales Development**:

- Lead multiple sales managers from the front who manage high impact teams of Regional & Enterprise Key Account Managers across SG | MY | PH | TH | VN, focussed on a portfolio of top corporate and multinational clients.
- Ensure client success by empowering your sales managers and their teams to nurture and expand our working relationships with top corporate clients and decision makers. Enable the team to leverage customer, industry and data-backed insights to achieve excellence and close high value deals with speed.
- Ensure your sales managers and teams understand customer pain points, provide the right solutions and ensure a continuous process of up-selling and cross-selling Grab’s B2B solutions. Be extremely organised, and bring a high level of attention to detail and efficiency while working under tight deadlines and on multiple initiatives simultaneously.

**Inside Sales Team**
- Manage three Inside Sales teams (Manila | Bangkok | Ho Chi Minh) who cover the mid-market and SMB client segments for GFB solutions across SG | MY | PH | TH | VN.
- Lead Generation: Build, implement and continuously improve lead generation (online / offline) in your markets. Work collaboratively with cross-functional GTM and GFB B2B Marketing teams to lock down lead generation and sales pipelines for the team. Ensure Sales Development and Inside sales teams work on an always-on acquisition framework in lead nurturing.
- Pipeline Management: Own and oversee the Salesforce CRM pipeline for all new prospects and existing clients at every stage of the sales funnel. Setup and implement clear pipeline management guidelines for teams to diligently track qualified prospects, and analyse data to understand and forecast gross bookings value and sales potential on a monthly / quarterly basis while taking remedial steps as necessary.

**Stakeholder Management**:

- Build, develop and grow stakeholder relationships with senior GFB client stakeholders (Finance | Procurement | HR | General Admin etc.), Grab Country Vertical leaders, Grab Marketplace teams and Regional Grab teams on Mobility & Deliveries
- Partner with Grab product and country vertical teams on GFB / B2B specific services / fleet types / features

**Key OKR**
- GMV from all GFB product solutions and clients across SG | MY | PH | TH | VN

**Product Solutions**
- Grab For Business Portal (integrated

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