Associate, Account Management – Omni

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.

Get to Know the Role

This is a strategic role focused on engineering the Go-to-Market (GTM) strategy for Grab's Omnicommerce business. You will move beyond day-to-day account management to design the sales planning frameworks that drive our offline-to-online (O2O) ecosystem (Dine Out, Reservations, Loyalty).

You will act as the bridge between high-level business strategy and on-the-ground sales execution, ensuring our sales channels have the right plans, playbooks, and targets to win key F&B merchants.

The Critical Tasks You Will Perform

1. Sales Channel GTM Strategy:

• The GTM Roadmap involves developing and refining the Go-to-Market strategy for O2O solutions. This strategy defines who we sell to, through segmentation, what we sell, via our value proposition, and how we sell it, through our sales motion.
• Launch Planning: Lead the commercial planning for new product features or initiatives, ensuring the sales team is primed for execution before launch.

2. Account Planning & Joint Business Planning (JBP):

• JBP Frameworks: Design standardized Joint Business Planning templates and tools that allow the sales team to build long-term, strategic partnerships with top-tier merchants.
• Strategic Account Mapping: Support the sales team in mapping out complex merchant organizations to identify key decision-makers and growth opportunities beyond standard transactional deals.
• Targeting & Segmentation: Use data to sharpen merchant targeting, prioritizing high-value opportunities for the sales team to pursue.

3. Sales Enablement & Effectiveness:

• Playbook Development: Transform complex strategies into "Sales Playbooks" and pitch narratives. Ensure the sales team is equipped with the right messaging, objection handling, and value calculators.
• Process Improvement: Identify bottlenecks in the end-to-end sales process (from lead to activation) and implement structural improvements to reduce friction and increase sales velocity.
• Performance Tracking: Collaborate with Sales Ops to track the efficacy of GTM plans, monitoring key metrics (Pipeline Velocity, Win Rates, JBP adoption) and adjusting strategies accordingly.

What Essential Skills You Will Need

• Minimum 2–3 years of experience in Sales Planning, GTM Strategy, Commercial Strategy, or Business Development (F&B or Tech industry preferred).
• Experience building business plans, sales pipelines, or commercial frameworks.
• Break down complex business goals into executable sales plans.
• Understanding of sales funnels, account segmentation, and territory planning.
• Expert in creating the "sales story"—building pitch decks and internal strategy documents.
• Align Marketing, Product, and Sales leadership on a unified GTM plan.
• Analytical & Visionary: You don't just execute; you look at the data to decide what needs to be executed next.
• Process-Oriented: You enjoy building systems and tools that make the sales team more efficient.
• Readiness to define the future of Grab's O2O business.

 

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.