We are building up our SMB sales team to on board SMBs onto self –served portal. This team will have to scale up outreach to SMB and prepare on boarding materials to facilitate scalable on-boarding processes. This team will also have to be involved in SMB sales initiatives to drive more awareness of the product to drive SMBs’ adoption.
Differentiating factors:
- Client facing experience working in B2B teams especially selling to SMBs segment
- Good industry connections and strong relationship management skills to build rapport with clients at all management levels
- Familiarity with sales cycle and decision making for SMB segment
- Direct experience selling SAAS solutions in a scalable manner to SMBs
- Direct experience strategizing outreach initiatives/partnerships to SMBs to drive sales
KEY RESPONSIBILITIES
- Support the Head of Sales to drive sales for SMB segment accounts. Strategize, execute and track aggressive sales plan to achieve quarterly targets.
- Comfortable with sales process optimisation for SMB accounts from on-boarding to engagement. Familiar with SMB sales funnel, strategic sales planning with data analysis.
- Be at the forefront of driving sales and awareness of Grab for Business solution for SMB segment via scalable outreach and on-boarding initiatives.
- Run effective marketing programs and partnerships to increase SMEs’ adoption of Grab for Business via a self-served model from efficient on-boarding processes to optimisation of active accounts
- Represent Grab to manage all aspects of the sales process for any mid-sized accounts including strategizing, prospecting, managing and closing sales opportunities. Provide effective live product demonstrations and adopt a consultative sales approach to drive Grab for Business adoption in companies
- Develop and manage relationships in the SMB accounts segment focusing on Yangon-based customers. Direct connections to Finance and HR decision makers will be an advantage.
- Be extremely organized, and bring a high level of attention to detail and efficiency while working under tight deadlines and on multiple initiatives simultaneously.
- Practice effective, excellent communication with management, customers and support staff.
- Keep abreast of competition, competitive issues and products
- Nurture and expand the company’s relationship with top priority accounts, partners and decision makers.
- Meet quarterly revenue targets
QUALIFICATIONS, CERTIFICATIONS AND EXPERIENCE
- Prior working in B2B, SMB sales teams in hyper-growth start-ups is a plus
- Direct sales experience selling to Finance / HR decision makers will be advantageous
- Previous Sales Methodology training preferred.
- Experience in similar SMB sales roles
- At least 2+ years of experience in B2B sales or business development
- Bachelor's level degree required
- Experience in sales strategy pipeline building and sales methodology training required.
- Experience in fostering partnerships and executing sales initiatives to effectively reach SMB segment in Myanmar
- Successful track-record in selling solutions to SMB segment from lead to close. Consistently over-achieved sales targets in previous sales roles.
- Excellent people skills and experience establishing, maintaining and leveraging on relationship to strategically market Grab for Business to SMB
- Demonstrated ability to see through full sales cycle from creating pipeline of sales leads, managing sales activities to clients’ management to ensure pre to post- sales clients’ satisfaction
- Familiarity with creating scalable on-boarding playbooks and initiatives to on-board SMBs onto SAAS services/platforms
- Strong verbal and written communication skills.
- Ability to work in a fast paced, team environment.
- Familiarity with salesforce and CRM tools
- Strong computer skills, including CRM, Microsoft Word, PowerPoint and Excel, Google apps/docs.
