Head of Merchants, GrabFood VN

Get to know our Team:

Grab is Southeast Asia's leading ride-hailing platform. We solve critical transportation challenges and make transport freedom a reality for 620 million people in Southeast Asia. Grab began as a taxi-hailing app in 2012, but has extended its product platform to include private car services (GrabCar), motorcycle taxis (GrabBike) and last mile delivery (GrabExpress). Grab is focused on pioneering new commuting alternatives and for drivers and passengers with an emphasis on speed, safety and reliability. The Company currently offers services in Singapore, Indonesia, Philippines, Malaysia, Thailand and Vietnam.

We believe in developing mutually beneficial collaborations with corporate partners to enhance their business offering and impact the lives of customers.

Get to know the Role:
 

• We are looking for a strong Head of Merchants, GrabFood Vietnam, to drive strategic growth and accelerate the merchant acquisition, operations and growth efforts across Vietnam, while successfully leading a diverse team.

• To perform this role well the candidate will need to have strong communication skills, attention to detail, the ability to create and follow sales & pipeline management processes, a track record of solid sales leadership and driving high business growth & operations. 

• Food as a business vertical, is the #1 priority for Grab right now. With multiple possibilities around F&B ecosystem, GrabFood will disrupt the way we think, discover, order & pay for our food. We're only more than 1 year in and are growing at a breathtaking pace!! This a rare opportunity to join the pioneer team of leaders of a hyper-fast growing business and play a significant part in shaping the future of GrabFood Vietnam (and the food industry itself)

The day-to-day activities:
 

• Sales Leadership: Lead, coach and mentor a high achieving group of sales teams by implementing a customer-centric based mode of working. Own sales quotas to ensure revenue targets and critical milestones for monthly / quarterly / annual periods are consistently met or exceeded. Provide regular sales reports and forecasts and set clear performance metrics for your teams.

• Sales Strategy: you will be the owner of the sales strategy, both for acquisition and growth and accountable for all sales planning and achievement of the overall sales team’s assigned revenue targets. Be responsible for growing the business by identifying future sales growth areas for existing and new partner merchants.

• Pipeline Management: Own and oversee the sales pipeline for all new prospects and merchants at every stage of the sales funnel. Setup and implement clear guidelines for pipeline management for your teams to diligently track qualified prospects.

• Merchant Success: Nurture and expand GrabFood relationship with top priority merchant accounts and decision makers. Ensure you and your sales teams understand merchant pain points and provide the right 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.

• Account Management: Lead the functional P&L for Account Management by actively managing partnerships with key accounts, being their P.O.C. for GrabFood. Sustain and grow the partner relationships & translate it into growth in GMV & Revenue. Take ownership for Order, GMV, Revenue growth & NPS of GrabFood merchants in Vietnam 

• Operations Management: Develop a framework & operationalization strategy, proactively scope and manage multiple projects; takes accountability for project outcomes, ensures team delivers on project KPIs, & keeps others informed of progress

• Effectively drives key insights and scales processes across region; uses analytical skills to project, generate, and prioritize

• Communicate to senior regional ops leaders on projects/priorities; able to organize and lead effective meetings, collect and provides actionable feedback & communicate priorities and goals effectively

The must haves:

• Candidates need to have at least 8-10 years of experience as a sales manager building and leading high performing sales teams in fast paced B2B companies. Candidates with experience in successfully running business teams for high growth startups will also be considered

• Experience managing people managers preferred

• Strong interpersonal skills with an ability to effectively network within the industry and the overall Grab business. Direct connections to senior management and C-level executives across Vietnam will be advantageous

• Demonstrable sales planning based thinking ability with excellent communication skills (verbal, written) and presentation skills is a must.