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

Our Regional Managed Enterprise team leads partnerships and accelerates growth with Grab's largest regional merchants, clients, and agencies. We are critical to Grab's vision of becoming Southeast Asia's super app by being indispensable partners to our most strategic regional accounts. Our focus is on driving business and commercial growth across the entire OneGrab ecosystem. We develop business strategies that allow us to serve our largest strategic partners, believing in creating mutually beneficial collaborations that enhance their business offerings and positively improves customers' lives.

Get to Know the Role

As the Regional Head of Enterprise Accounts (F&B and FMCG), you will be the strategic architect for Grab’s most significant merchant and brand partnerships across eight markets. This role requires an inside-out understanding of the food and consumer goods industries, with a specific focus on navigating complex Franchisee and Franchisor relationships. You will lead a high performing team to drive commercial growth (GMV) across the OneGrab ecosystem, including the evolution of GrabAds and the push into digital groceries through GrabMart 3.0.

This is a fully onsite role, at Grab Singapore's One-North office and will report to the Regional Head of GrabAds and Enterprise

The Critical Tasks You Will Perform

1. Strategic Partnership, GMV and Ecosystem Growth

• Executive Deal Making: Provide the strategic brainpower for the sourcing, negotiation, and execution of large-scale regional commercial partnerships with QSR and FMCG giants.
• Incubate Growth: Identify and nurture the next wave of strategic regional accounts, ensuring long-term sustainable growth and integration into the GrabMart 3.0 ecosystem.
• Long Range Planning: Partner with our Regional Vertical General Managers (Deliveries & eCommerce, Corporate Finance & Strategy teams as well our Product Teams on long-term planning of regional strategic account priorities, goals, and resource allocation.

2. Team Leadership and Talent Development

• Team Leadership: Transform, lead, and inspire a hybrid-matrix organization: providing high-touch, hands-on leadership to your direct team of Regional Key Account Managers (KAMs) while providing executive guidance to enterprise-level sales professionals across eight markets. You will be responsible for shaping the "profile of the future" and ensuring the right people are in the right seats.
• Talent Cultivation and Culture Building: Foster a culture of growth by providing regular, incisive feedback, coaching/mentorship and professional development opportunities to continually elevate sales talent. Cultivate a culture of excellence and high performance necessary to consistently outperform market benchmarks and deliver long-term value to our regional partners.
• Sales Rigor: Lead from the front and the back to establish operational discipline through best practices, standardized processes, and effective weekly sales cadence working closely with Sales Operations & Ad Operations.
• JBP Excellence: Guide your team through the end to end Joint Business Planning (JBP) process, ensuring that regional commitments effectively cascade to local operations.

3. Public Presence and Industry Representation

• Industry Thought Leadership: Represent Grab as a senior expert in the F&B and FMCG space at major regional industry events, Keynotes, and Panel Discussions.
• Strategic Narrative: Develop and champion compelling market narratives that position Grab as an indispensable partner for the digital transformation of traditional retail and the QSR (Quick Service Restaurant) businesses.
• 4. Operational Excellence and Accountability
• Forecasting and Reporting: Manage JBP progress and pipeline accuracy to ensure all regional account activities align with company strategy and revenue targets.
• Accountability Framework: Establish and oversee the processes required to ensure that JBP commitments are met across all cross-functional departments within and outside of Grab.
• ROI and Insight: Oversee initiatives to measure and demonstrate the ROI of Grab’s products, specifically how they drive growth for our merchants and FMCG brands.

5. Cross Functional Orchestration

• Enable Integrated Solutions: Lead core projects by partnering with Operations, Product, and Marketing teams to sync on strategy and ensure product features meet the needs of large F&B/FMCG partners.
• Stakeholder Management: Navigate internal and external business relationships with a collaborative mindset, ensuring smooth implementation of complex, multi-product deals.

Qualifications

What Essential Skills You Will Need

1. Industry Experience and Expertise

• Senior Level Industry Mastery: 15 plus years of relevant experience dealing with major brands, with a mandatory deep understanding of both the QSR and FMCG sectors.
• Franchise Navigation: Direct experience and technical knowledge of the inner workings of Franchisee and Franchisor relationships, including how to align incentives and manage multi-layered negotiations.
• E-commerce Proficiency: Strong background in E-commerce or digital retail platforms is highly valued, particularly in the context of grocery (GrabMart) and digital merchant growth.
• Market (Grocery) Knowledge: Direct experience operating within Southeast Asian markets and an understanding of the regional nuances in the food and consumer goods landscape.

2. Strategic Leadership & Stakeholder Management

• Consultative Selling: Mastery of consultative selling techniques, with a proven ability to build trust and lead negotiations with C-level executives.
• Executive Presence: Strong ability to build and maintain strategic relationships and lead negotiations with C suite stakeholders with confidence and poise.
• Stakeholder Orchestration: Skilled at managing cross functional coordination between Product, Marketing, and Business Owners in a high growth, matrixed environment.

3. Operational Agility & Versatility

• Operational Agility: Proven experience managing high-throughput environments and navigating unstructured situations by adjusting plans as market conditions change.
• Athlete's Mentality: A versatile leader who can pivot between technical product discussions with engineers and high-level strategic planning with CEOs.
• Adaptability: A player coach mentality, with the ability to pivot strategies based on product shifts or market volatility.

4. People Leadership & Intercultural EQ

• Managing Diverse Teams: Proven capability to lead and manage high performing, culturally diverse sales teams across multiple geographic markets.
• High in-market EQ: Be able to work in deeply cross-cultural environments in SE Asia to mentor and add value to our local market teams. At the Grab regional level we work for our markets not the other way around!

5. Communication and Influence

• Elite Presentation Skills: Exceptional ability to craft and deliver world class presentations that simplify complex ecosystem offerings into clear, persuasive messages.
• External Advocacy: Experience and comfort in high visibility public speaking roles, including the ability to influence diverse audiences at major industry forums.

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 enables diverse Grabbers to grow and perform at their best. As an equal opportunity employer, we consider all candidates fairly and equally regardless of nationality, ethnicity, religion, age, gender identity, sexual orientation, family commitments, physical and mental impairments or disabilities, and other attributes that make them unique.