Company Description

About Grab and Our Workplace

Grab is Southeast Asia's leading superapp. From getting your favourite meals delivered to helping you manage your finances and getting around town hassle-free, we've got your back with everything. In Grab, purpose gives us joy and habits build excellence, while harnessing the power of Technology and AI to deliver the mission of driving Southeast Asia forward by economically empowering everyone, with heart, hunger, honour, and humility.

Job Description

Get to Know the Team

Grab B2B, the B2B SaaS team within Grab, simplifies business transportation, corporate food & package deliveries, and digital payment, for companies across Southeast Asia. We engage with top companies and brands, focusing on successful key account management.

Get to Know the Role

You will manage the E-commerce industry and lead Grab's growth in one of the leading sectors, directly shaping how millions of Indonesians shop and pay online. You will focus on top e-commerce platforms (Tokopedia, Shopee, Lazada, Blibli) and other digital service providers that pertain to GrabExpress (logistics) and OVO (payments/loyalty integration) for end customers, in addition to other departments within Grab (Transport, Food, and Mart) for clients' employees. You deliver revenue growth Year-on-year, onboarding new logos, and expanding wallet share within existing accounts. Using client, industry, and other data insights, you will upsell and cross-selling platform products, aiming to achieve revenue goals and exceed client expectations. You will report to the E-commerce Lead and will be based in the Jakarta office.

The Critical Tasks You Will Perform

• You will oversee a portfolio of leading E-commerce accounts, using insights to foster relationships within the broader client's organization to increase upselling and cross-sell opportunities.
• Create and sustain a pipeline of deals while monitoring performance against sales targets to reach revenue goals.
• Negotiate commercial terms, Service level agreements, and partnership agreements
• Cultivate and nurture enduring relationships with a necessary focus on E-commerce clients.
• Identify and address client needs and challenges, and implement growth strategies.
• Gain a comprehensive understanding of Grab B2B products and business solutions.
• Use data and draw insights to present account plans and perform data analysis using Salesforce CRM.
• Set revenue targets and develop business plans.
• Contribute to new programs and launch to strengthen Grab B2B's position as a market leader.

Qualifications

What Essential Skills You Will Need

• You will have 5+ years of experience working in Sales/AM/KAM with or in E-Commerce, Fintech, or Logistics, with a focus on B2B Sales (preferred).
• Experience with the E-commerce ecosystem (marketplaces, enablers, sellers) and payment landscape (wallets, BNPL, loyalty).
• Co-create marketing and bundle programs with clients (e.g., 11.11 campaigns).
• Ability to build and maintain strategic relationships.
• Experience generating sales, client success, and main accounts performance in achieving and even exceeding sales targets.
• You are someone who can excel in a startup environment characterized by VUCA (Volatile, Uncertain, Complex, and Ambiguous) conditions.
• Experienced in working with different people of multiple backgrounds to build a good network with clients and within the Grab business.
• Willing to self-improve and to learn about the Grab B2B platform, Grab's multiple products, processes, and stakeholders.
• You are a well-articulated person who can concisely express your point of view both verbally and visually.
• Have demonstrated integrity and respect in the performance of their responsibilities.
• Proficiency in using Salesforce CRM, data analysis, and Google Workspace.

Additional Information

Life at Grab

We care about your well-being at Grab, here are some of the global benefits we offer:

• We have your back with Term Life Insurance and comprehensive Medical Insurance.
• With GrabFlex, create a benefits package that suits your needs and aspirations.
• Celebrate moments that matter in life with loved ones through Parental and Birthday leave, and give back to your communities through Love-all-Serve-all (LASA) volunteering leave
• We have a confidential Grabber Assistance Programme to guide and uplift you and your loved ones through life's challenges.
• Balancing personal commitments and life's demands are made easier with our FlexWork arrangements such as differentiated hours

What We Stand For At Grab

We are committed to building an inclusive and equitable workplace that provides equal opportunity for Grabbers to grow and perform at their best. We consider all candidates fairly and equally regardless of nationality, ethnicity, race, religion, age, gender, family commitments, physical and mental impairments or disabilities, and other attributes that make them unique.