Regional Key Accounts Manager, Grab for Business

5 months ago

Petaling Jaya, Malaysia Grab Full time

**Job 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.

**Get to know 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 team within Grab that helps to simplify business transportation, corporate food & package deliveries 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 and sustainable growth in our organization. To this end, we are looking for a strong sales-oriented Key Accounts Manager for our GrabGifts voucher business line to manage and grow an expanding portfolio in Malaysia.

**Get to know the Role**:

- You will report to the Regional Manager - B2B Sales, GrabGifts
- **New Logo Acquisition**:Identify, source, and acquire GrabGifts corporate clients in Malaysia, across all industry verticals and segments. Strong sales acumen is a must. The Key Accounts Manager must be able to prospect, build and maintain a strong pipeline of deals, and actively track performance against the given sales target. Work with cross-functional GrabGifts stakeholders to develop HR & Marketing solutions that best address corporate buyer needs while simultaneously meeting performance objectives.
- **Key Accounts & Relationship Management**:Develop strong, deep, and long-lasting relationships with top Malaysian corporate prospects and brands through long term planning, handling objections, asking the right questions and understanding their pain points while resolving them. Establish a solid understanding of the GrabGifts product, its core value propositions and its ability to create bespoke solutions for our corporate clients of all sizes in Malaysia. Build and maintain deep relationships within the HR and Marketing departments of your corporate clients for potential upselling opportunities.
- **Data Analysis & Insights**:With in-depth data analysis of your target market, pipeline and business (using Salesforce CRM, LinkedIn Sales Navigator and other sales tools), drive and develop account specific growth strategies and approaches, solidifying GrabGifts’ position as a category leader. Present deal reviews and pipeline forecasts based upon data driven insights to ensure a healthy pipeline and align with business goals.

**The day-to-day activities**:

- Hunting and Prospecting
- Closing deals
- lead nurturing to convert the client
- Managing client relationship
- Upselling
- 6.Working with cross functional stake holders to provide a seamless experience to client

**The must haves**:

- Bachelor’s Degree
- Minimum of 4-6 years of B2B sales experience within a fast-paced and highly competitive B2B environment (direct client facing role) in Malaysia, such as HR Tech, Marketing, Ads / Adtech, Gifting or Media solutions.
- Proven track record as a solid sales performer in exceeding sales targets.
- Ambitious, self-driven and highly motivated individual who can work well in a startup VUCA (Volatile, Uncertain, Complex, Ambiguous) environment.
- Must be able to work independently most of the time and think strategically when approaching tasks.
- Strong interpersonal skills and able to effectively network with clients and within the Grab business.
- Coachable attitude. Should be willing and able to learn about GrabGifts and Grab For Business solutions, Grab’s multiple services, processes, and stakeholders very fast.
- Communication: Strong and effective communicator with good presentation and speaking skills who can verbally and visually articulate their point of view clearly and succinctly.
- Should have a deep desire to excel and develop a career in a high-growth technology company like Grab. Should have demonstrated integrity and respect in the performance of their duties.
- Proficiency in using CRM tools (E.g. Salesforce)
- Comfortable with data analysis (MS Office, Google Docs / Sheets / Slides)

**Our Commitment**

We recognize that with these individual attributes come different workplace challenges, and we will work with Grabbers to address them in our journey towards creating inclusion at Grab for all Grabbers.

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