Head of Revenue, Grab for Business Malaysia

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 digitise businesses by simplifying 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 Malaysia.

To this end, we are looking for a strong Head of Revenue, Grab for Business Malaysia to drive strategic growth and gain market share across Grab’s business solutions, while successfully leading a diverse team who work across both Sales and Account Management, covering Enterprise, Mid-Market and SMB customers. 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, and a data-driven track record of solid revenue leadership and driving high business growth .

The Role:

• You will report to the Country Lead - Grab for Business, Malaysia

• Leadership & Performance: Lead, coach, mentor and hire (as applicable), a team of performers by implementing a customer-centric based mode of working. Proactively lead and coach the team in pipeline management, consultative selling and customer acquisition, strategic account planning to ensure performance objectives and ensure revenue targets are consistently met or exceeded. You will be accountable for the achievement of the team’s assigned revenue targets and overall business objectives. Be responsible for growing the business by identifying future sales growth areas for existing and new business solutions.

• Key Account Management: Nurture and expand Grab for Business’ relationship with top priority enterprise accounts and decision makers. Enable and coach your teams to leverage customer, industry and data-backed insights to achieve excellence and close quality deals with speed. Ensure you and your sales teams understand customer pain points, provide the right solutions and ensure a continuous process of up-selling and cross-selling Grab’s 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.

• Relationship Management: Build strong and long-lasting relationships with our customers through long term planning, handling objections, asking the right questions and understanding their pain points while resolving them. Establish a solid understanding of the competitive market to onboard and retain high-value consumers. Develop relationships with external key account contacts to ensure that Grab for Business receives continuous leads on potential new clients. Build and maintain healthy cross-functional relationships within the wider Grab organisation for the smooth functioning of the business.

• Lead Generation: Build, implement and continuously improve lead generation (online / offline) for Grab for Business in your country. Work collaboratively with cross-functional teams to lock down lead generation opportunities, marketing plans and business partnerships to ensure a healthy sales pipeline for the team. Ensure your sales teams are skilled in incorporating an always-on ‘hunting’ framework in identifying and pursuing leads across the market.

• Pipeline Management: Own and oversee the CRM based sales pipeline for all new prospects and customers at every stage of the sales funnel. Setup and implement clear guidelines for pipeline management for your teams to diligently track qualified prospects. Analyse pipeline data to understand and forecast revenue potential in your teams’ sales pipeline on a monthly / quarterly basis while taking remedial steps as necessary.

• Strategy & Data Analysis: Formulate and lead on strategy for your business’ top customers. With in-depth data analysis of the business (using CRM and other tools), drive and develop account specific growth strategies and approaches, solidifying Grab for Business’ position as a market maker. Present strategy roadmaps and account plans based upon data driven insights to senior leadership and your team to establish revenue goals and business plans that advance the accounts’ performance while also working on new initiatives.

• People Management: Work with the Country Lead to oversee people management aspects for the sales teams, including building a highly motivated team, hiring / coaching / mentoring / retaining best-in-class performers, resource planning, career development and providing guidance. 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.

The Qualifications:

• Education: Bachelor’s Degree (minimum) required. A Master’s degree is advantageous (not mandatory)

• Work Experience:

  • Candidates need to have at least 8-10 years of total sales / account management experience with at least 2 years managing a high performance team.

  • You should be a business manager who has (or is) built and led high performing sales / account management teams in fast paced companies across digital media, financial services, transport, technology or growth startups. Candidates with experience in successfully running business teams for high growth SaaS or online startups will also be considered.

• Demonstrable data driven sales ability with excellent communication skills (verbal, written), negotiation skills and presentation skills is a must.

• Must be able to adapt, learn and ramp up fast in an ever changing tech company with multiple evolving product verticals and priorities

• Strong interpersonal skills with an ability to effectively network within the industry and the overall Grab business. Direct connections to Finance / HR / Admin decision makers , other senior management and C-level executives across Malaysia will be advantageous.

• People skills:

  • Committed and highly collaborative leader who can coach / mentor their sales 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 business plan, 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, forecasting and business insights.