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Sovereign’s Capital
Sovereign’s Capital

Associate, Regional Sales Ops & Analytics, Grab For Business



Sales & Business Development, Operations, Data Science
Petaling Jaya, Selangor, Malaysia
Posted on Tuesday, June 11, 2024

Company Description

Life at Grab

At Grab, every Grabber is guided by The Grab Way, which spells out our mission, how we believe we can achieve it, and our operating principles - the 4Hs: Heart, Hunger, Honour and Humility. These principles guide and help us make decisions as we work to create economic empowerment for the people of Southeast Asia.

Job Description

Our Team:

As a member of Grab, not only will you bring your skill sets 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 SaaS team within Grab that helps to simplify business transportation, corporate food & package deliveries, corporate gifting as well as related services for companies across Southeast Asia. We actively engage with top companies and top brands across the region and it is imperative that we drive successful Salesforce CRM practices within our organisation. To this end, we are looking for a hands-on and operationally resilient Associate to manage and grow an expanding portfolio of regional Salesforce CRM responsibilities.

To perform this role well, the candidate needs to have strong communication skills, attention to detail, ability to create and follow processes, and a track record of exceeding expectations.

This role is based in Kuala Lumpur, Malaysia.

The Role:

  • You will report to the Regional Manager - Sales Ops, CRM & Analytics and be part of the regional Grab for Business team, assisting in building up Grab’s B2B business.
  • You will work with multiple cross functional teams including but not limited to Grab for Business management team, Sales and Key Accounts, Channel Partners team, Commercial Operations, Regional & Country Finance, FP&A, Grab Support etc.:

Sales Operations

  • Strategic Initiative Development: Investigate, devise, and execute strategic initiatives aimed at enhancing commercial performance, constructing robust analytics frameworks, and boosting sales efficiency within the business.
  • Customer Journey Optimization: Design and implement efficient lead generation processes for Grab For Business products and Grab services, concentrating on vital stages of the customer journey. Regularly optimize these processes for maximization of potential leads and conversion rates.
  • Lead Generation Management: Construct, administer, and elevate B2B lead generation channels, propelling the business growth. Take end-to-end charge of Sales Operations and Go-To-Market projects, from conceptualization to the successful achievement of objectives.
  • Cross-Functional Team Collaboration: Cooperate with multiple departments such as Marketing, Demand Generation, and the Sales team, delivering clear, actionable business insights. Formulate sales strategies rooted in data analytics, steering overall Gross Merchandise Volume (GMV) and revenue growth.

Business Analytics

  • Database Management and Analytics: Secure, monitor, illustrate, and troubleshoot database-related processes involving both primary and secondary data sources. This includes managing extensive datasets and carrying out in-depth analysis valuable to the Grab For Business Organization.
  • Reporting and Tracking: Deliver crucial business assistance by formulating impactful reports and creating tracking dashboards for business teams across all Grab markets.
  • System Utilization for Insight Generation: Actively use systems like Salesforce CRM, Salesforce Pardot, SQL, and Power BI to derive meaningful insights, providing recommendations to the sales & commercial teams based on the data extracted.
  • CRM System Data Export: Manage the export of tracking data to the CRM system for comprehensive lead tracking and analysis.
  • Statistical Analysis for Ad Hoc Projects: Implement statistical analysis for individual, case-by-case projects to furnish valuable data to marketing and sales decision-makers.
  • Analytical Insight Development: Build actionable insights through rigorous analysis to provide guidance on key strategic decisions.
  • Data Quality Assessment: Collaborate with the data quality team to discover opportunities to record and monitor data, ensuring consistent reporting across systems.
  • Inter-department Collaboration: Work closely with the Marketing team to generate comprehensive channel reports for further distribution and analysis.


The Must-Have requirements:

  • Education: Bachelor’s Degree (Quantitative Majors preferred, e.g. Engineering, Science)
  • Work Experience: 2-4 years of hands-on, technical and operational experience working in a business Analytics or Sales Operations roles for a B2B, SaaS, tech startup or established company.
  • Proficiency in SQL: The candidate should have a strong understanding of SQL Query fundamentals and be able to retrieve information from relevant databases to guide decision-making. Experience with SQL for data analysis is also important.
  • Project Management Skills: The candidate should have a solid understanding of project management tools and skills. They should be able to prioritize tasks efficiently and manage end-to-end GTM strategy for Business Profile product and feature related launches, and growth initiatives.
  • Analytical Thinking: The candidate should have strong analytical thinking skills, with the ability to perform impact sizing for each request (product/non-product) and to focus on achieving business priority.
  • Communication: Strong and effective communicator with good presentation and speaking skills who can verbally and visually articulate their point of view clearly and succinctly.
  • Ability to work independently and move rapidly with self-driven initiatives that increase the operational efficiency of the business.
  • Ambitious, self-driven and highly motivated individual who can work well in a startup VUCA (Volatile, Uncertain, Complex, Ambiguous) environment. Should have demonstrated integrity and respect in the performance of their duties.

The Good-to-Have requirements:

  • Proven experience in market analysis and market sizing is essential. This involves obtaining and interpreting relevant data, drawing insights and creating detailed reports explaining findings to stakeholders.
  • Experience in handling digital/virtual products, particularly in the digital voucher business would be an added advantage. This not only entails managing the existing digital voucher portfolio but strategizing on how to expand and/or diversify the portfolio.

Additional Information

Our Commitment

We are committed to building diverse teams and creating an inclusive workplace that enables all Grabbers to perform at their best, regardless of nationality, ethnicity, religion, age, gender identity or sexual orientation and other attributes that make each Grabber unique.

If you are passionate about security, automation, and driving secure DevOps practices, we encourage you to apply for this exciting opportunity to make a significant impact on our organization's security posture and software development processes.