Head of Merchants (Sales & AM)

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 Thailand

The must haves:

• Bachelor’s Degree (minimum) required. A Master’s degree is advantageous

• Work Experience:

  • 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

• Demonstrable sales planning based 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. Direct connections to senior management and C-level executives across Thailand

• will be advantageous.

• People skills:

  • Committed and highly collaborative leader who can coach / mentor their sales & AM 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 sales planning roadmap, pipeline management and high velocity sales to close multiple customer deals while ensuring 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

• Experience working with SFDC (Salesforce Dot Com) will be a plus