Head of BD and Partnerships, Singapore

THE TEAM:

The Enterprise team (Strategic Partnerships & Grab for Business) within Grab Singapore builds and grows strategic partnerships with our top customers in Singapore, working across a range of marketplace solutions within the Grab ecosystem. This team also provides B2B platform solutions (Grab for Business) across business transport, multi-purpose vouchers, O2O ads & media and key account management to large and medium companies in Singapore, with an overall objective to help digitise their businesses and increase operational efficiency. We actively engage with a wide network of companies and want to ensure that Grab’s solutions contribute to the growth and success of our micro-entrepreneur partners and the continued benefit of all our customers in Singapore.

To this end, we are looking for a strong Head of Enterprise, Singapore to drive strategic partnerships and gain market share amongst Singapore’s top companies for Grab’s business solutions, while successfully leading a diverse team who work in Enterprise Partnerships, Key Account Management and Operations.

THE ROLE:

You will report to the Country Head, Grab Singapore and be part of the Country Leadership team to assist in running all of Grab Singapore’s business and operations.

PEOPLE MANAGEMENT

• Oversee all people management aspects including managing 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.

LEADERSHIP | REVENUE PERFORMANCE

• Generate, lead and manage strategic partnerships, top merchant partner acquisition, special projects and new business launches & expansion to ensure Grab Singapore achieves its business objectives.

• Lead, coach, mentor and guide a high performing group of Enterprise Partnerships, Key Account Management and Operations teams by implementing a customer-centric based mode of working.

• Own, plan for and drive the team’s quarterly and annual revenue targets for Grab for Business solutions and the associated reporting P&L for the Enterprise team.

• Support the Regional Business Development and Regional Grab for Business teams in their OKRs.

STRATEGIC ROADMAP | ENTERPRISE CUSTOMERS | PARTNERSHIPS

• Build, communicate and implement a process and data-driven strategic roadmap for the Enterprise landscape (Partnerships & Grab for Business). Analyse and identify future potential growth areas for existing and new business solutions and opportunities for new partnerships and revenue streams.

• Enhance business value & revenue streams from existing top accounts and partnerships, while building and maintaining a healthy pipeline of new partnerships and Enterprise top customer leads.

• Structure deals, build relationships, lead and close negotiations, build the business case for new or renewed deals with strategic partners and potentially coordinate across multiple Grab departments. You are expected to independently and amicably handle all partnership disputes.

• Be extremely organized, and bring a high level of attention to detail and efficiency while working under tight deadlines and on multiple initiatives simultaneously.

KEY ACCOUNT MANAGEMENT

• Nurture and expand the company’s relationship with top priority enterprise accounts and decision makers. Enable your team to leverage customer, industry, CRM and data-backed insights to achieve excellence and surpass customer expectations for Grab for Business solutions.

• 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’s B2B solutions.

SPECIAL PROJECTS | NEW BUSINESS

• Conduct market sizing, consumer & market research to launch Grab’s new B2C and B2B products. Independently manage a project P&L, operations and project team.

REQUIRED QUALIFICATIONS:

• Bachelor’s Degree (University) required

• Excellent command of written and spoken English.

• Effective strategic planning, presentation skills and execution, business modelling and data analysis (MS Office, Google Docs / Sheets / Slides). Project management experience is a plus.

• Excellent in advanced negotiations, problem solving and analytical abilities, C-level sales consulting, pipeline management and forecasting.

• Proficiency in CRM tools like SalesForce and related reporting dashboards.

• Mature profile with at least 10-12 years of experience in Business Development / Key Account Management / Strategic Partnerships / Management Consulting roles with minimum 2-3 years of experience leading high performing teams.

• Experience in fast paced sectors such as management consulting, technology, digital media and / or high growth startups driving transformational growth.

• People skills & attributes:

  • Interpersonal skills to effectively network within the company and customer hierarchy.

  • Empathetic nature with an acute ability to understand what partners want from Grab.

  • Strong conflict resolution skills to manage both internal and external stakeholders.

  • 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.

  • 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.