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 Regional Grab for Business Team Lead (in charge of Thailand Market)
- Strategic Partnerships: Identify, manage, structure and leverage on partnerships to drive reach to SMEs
- Strategic Marketing / Growth Planning: Identify, manage, structure and leverage on marketing campaigns to drive reach to SMEs. Work closely and coordinate marketing projects with our Grab marketing teams to execute and track campaign effectiveness.
- Telesales Management: Be at the forefront of driving sales and awareness of Grab’s B2B solutions to larger SMEs. You will manage and build a team of highly performing telesales executives to convert SME leads into clients. You will need to set sales cadence, discipline and train these telesales executives into effective sales representatives.
- Represent Grab (if required) to manage all aspects of the sales process for all companies and partners including prospecting, managing and closing sales opportunities. Provide effective live product demonstrations and adopt a consultative sales approach to drive adoption, usage and campaign budget spend.
- 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 Grab for Business solutions to service your customers better and align with their campaign and media objectives. Build and maintain healthy cross-functional relationships within the wider Grab organisation for the smooth functioning of the business.
- Team Collaboration | Communication: Work closely with your manager and other stakeholders to forecast revenue activity, pipeline building strategies and revenue tracking in our CRM systems. Work with product teams on providing effective customer feedback, facilitate new launches and introduce new products to interested customers. Be extremely organized, and bring a high level of attention to detail and efficiency while working under tight deadlines and on multiple initiatives simultaneously. Practice effective, excellent communication with management, customers and support staff. Keep track of the SME landscape, competition for B2B solutions.
The must haves:
- Education: Bachelor’s Degree
- Work Experience: Minimum of 3-5 years in SME sales and marketing roles. Experience in managing a high performing tele-sales team to drive high conversion rates in the SME segment.
- Demonstrated ability to create or manage channel partners, marketing campaigns or develop strategies to target SMEs at scale to grow the business.
- Candidates should have an understanding of the SME segment in Thailand, major potential competitors and an ability to quickly learn and ramp up on new online & offline solutions we may develop to upsell to the SME segment.
- A suitable candidate will have an impressive track record in meeting and even exceeding sales targets. Having a well-established network within the SME industry in Thailand will be a boost to ramping up fast.
- Excellent people skills and experience establishing, maintaining and leveraging on relationships and professional networks (inside and outside Grab) to strategically position, pitch and enable adoption of Grab for Business for key customers.
- Communication: Strong and effective communicator with good verbal, presentation and written skills who can verbally and visually articulate their point of view clearly and succinctly.
- 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 high growth tech company. Should have demonstrated integrity and respect in the performance of their duties.
- Proficiency in customer experience tools (CRM tools, reporting dashboards)
- Good computer skills and comfortable with data analysis (MS Office, Excel, PowerPoint, Google Docs / Sheets / Slides)
