Get to know our Team:
As a member of Grab, not only will you bring your skillsets 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 and related services for companies across Southeast Asia. We actively engage with a wide network of companies across the region and want to ensure that Grab’s business solutions contribute to the growth and success of all companies in the Thailand.
To this end, we are looking for a strong Head - Grab for Business, Thailand to drive strategic growth and gain market share across Grab’s business solutions, while successfully leading a diverse team who work in Sales, Account Management and Operations. To perform this role well the candidate will need to have strong communication skills, attention to detail, the ability to create and follow processes, and a track record of solid leadership and driving high business growth .
Get to know the Role:
- You will report to the Regional General Manager - Grab for Business
- Leadership & Performance: Lead, coach, mentor a high achieving group of Sales, Account Management and Operations teams by implementing a customer-centric based mode of working. Own country growth plans to ensure performance objectives, revenue targets, and critical milestones for weekly / monthly / quarterly / annual periods are consistently met or exceeded. Provide regular reporting and forecasting to management and set up robust performance metrics for your teams. You will be accountable for the achievement of the overall team’s assigned quarterly revenue targets and P&L objectives.
- Strategic Management: Be responsible for growing the business 10X by building, communicating and implementing a process-driven strategic roadmap for Grab for Business in your country. Analyse future potential growth areas for existing and new business solutions and study target market segments in depth to ensure no opportunity for high revenue growth is left untapped. Be fully aligned on Grab’s overall company growth plans regionally and in-country, and empower teams to execute your plans in support of quarterly regional targets.
- Brand Ambassador: Be the face of Grab for Business Thailand and at the forefront of representing Grab for Business at all C-suite events. Maintain strong relationships at executive levels with all corporate customers and partners. Leverage existing strong networks and new contacts to build brand awareness, educate the industry about our business solutions and close Enterprise deals effectively and SMB deals at scale. Build and maintain healthy cross-functional relationships within the wider Grab organisation for the smooth functioning of the business.
- People Management: Oversee all people management aspects including building a highly motivated team, hiring / coaching / mentoring / retaining best-in-class performers, resource planning, career development and providing guidance for your Team Leads. Provide a conducive and progressive team environment for growth and learning. Be a Role Model by ensuring a healthy working culture based on mutual respect and by personally embodying and demonstrating Grab principles.
- Client Success: Nurture and expand the company’s relationship with top priority enterprise accounts and decision makers. Enable your team to leverage customer, industry and data-backed insights to achieve excellence and surpass customer expectations. Ensure you and your team understand customer pain points, provide the right solutions and ensure a continuous process of up-selling and cross-selling Grab business solutions. Be extremely organized, and bring a high level of attention to detail and efficiency while working under tight deadlines and on multiple initiatives simultaneously.
- Data-Driven Planning: With in-depth data analysis of the business (using CRM and other tools), present strategy road-maps based upon data driven business insights to senior leadership and your team, establish revenue goals and drive revenue performance while also working on new initiatives.
The day-to-day activities:
- Be extremely organized, and bring a high level of attention to detail and efficiency while working under tight deadlines and on multiple initiatives, teams simultaneously.
- Externally - Nurture and expand the company’s relationship with top priority enterprise accounts and decision makers
- Internally - Good interpersonal skills to be able to work in a collaborative environment with other external teams
- Manage P&L
- Responsible for regional quarterly targets
- Role Model by consistently demonstrating Grab principles in building a highly performing team with expertise to deliver exceptional client value.
- Assist in budgeting, mentoring, appraising, and managing team of pre-sales, sales and post-sales teams.
- Exhibit leadership by proactively sourcing opportunities to share best practices and lessons learned across peers and colleagues internally; actively coaches peers at the most senior levels
The must haves:
- Education: Bachelor’s Degree required + MBA degree (preferred)
- Work Experience: Mature leadership profile with 10-12 years of leadership experience in sales / business teams in fast paced B2B companies in financial services, technology, telco, media or digital sectors with proven capabilities in building and leading high performing teams OR
- 8-10 years of deep business experience in growth stage startups (E.g. SaaS) driving hyper-growth transformational growth plans while successfully leading teams OR
- 8-10 years of Management Consulting strategy experience leading teams while delivering transformational growth for large companies.
- Demonstrable strategic thinking ability with excellent communication skills (verbal, written) and presentation skills is a must.
- Strong interpersonal skills with an ability to effectively network within the industry and the overall Grab business. A wide network of corporate contacts at the senior management level across large companies in Thailand is necessary. Direct connections to Finance / HR decision makers (C-level) will be advantageous.
People skills:
- Committed and highly collaborative leader who can coach / mentor their team while successfully establishing a healthy working culture based on Grab principles.
- Ability to effectively manage and motivate a team to focus on the overall strategic roadmap, achieve near-term business KPIs and ensure client success.
Ambitious, self-driven and highly motivated individual who can work well in a startup VUCA (Volatile, Uncertain, Complex, Ambiguous) environment. Should have a deep desire to excel and develop a career in a fast growing tech company. Should have demonstrated integrity and respect in the performance of their duties.
Proficiency in customer experience tools (CRM tools, reporting dashboards)
Excellent in data analysis (MS Office, Google Docs / Sheets / Slides), pipeline management and forecasting
