Head of Sales, Grab for Business Thailand

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 Thailand.

To this end, we are looking for a strong Head of Sales, 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 both Enterprise and SMB Sales. 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 .

Get to know the Role:

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

• Sales Leadership: Lead, coach and mentor a high achieving group of Enterprise and SMB 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. You will be accountable for all sales planning (new customers) and achievement of the overall sales team’s assigned quarterly revenue targets. Be responsible for growing the business by identifying future sales growth areas for existing and new business solutions.

• 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.

• 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.

• Client Success: Nurture and expand Grab for Business’ relationship with top priority enterprise accounts and decision makers. Enable your sales team 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.

The must haves:

• 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 experience as a sales manager building and leading high performing sales teams in fast paced B2B companies across financial services, transport, logistics, technology, telco, media or digital sectors. Candidates with experience in successfully running business teams for high growth startups will also be considered.

• 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 Finance / HR decision makers and other senior management and C-level executives across Thailand 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 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