Senior Associate, SMB Large Opportunity Management

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 Team

Grab B2B is the B2B SaaS team within Grab that helps to simplify business transportation, corporate food and package deliveries and related services for companies across Southeast Asia. We are looking for an Account Manager in our Grab B2B team to grow an expanding portfolio of top Indonesian corporate clients.

Get to Know the Role

You will acquire and manage Top SMB Large Account from multi industries (FMCG, manufacturing, and Technology) portfolios, using client, industry, and data insights to upsell and cross-sell platform products, aiming to achieve revenue goals and exceed client expectations. You will report to the Mid Market and SMB Manager. You will be based in the Jakarta office.

The Critical Tasks You Will Perform

• Acquire and manage top accounts across multiple industries, including FMCG, manufacturing, and Technology.
• Grow SMB Large Accounts into Mid-Market or Enterprise segments.
• Oversee a multi-industry account portfolio, using insights to deepen relationships across our client's organization and lead upsell and cross-sell opportunities.
• Build a deals pipeline while tracking performance against sales targets to achieve revenue goals.
• Identify and address client needs and challenges with appropriate solutions.
• Develop an understanding of Grab's B2B products, services, and business solutions to position them to clients.

Data Analysis:

• Use data to generate insights, build account plans, and perform analysis using Salesforce CRM.
• Design and implement growth strategies tailored to specific accounts.
• Set revenue targets and develop business plans to achieve them.
• Support new programs and launches to strengthen Grab B2B's position as a market leader.

What Essential Skills You Will Need

• Bachelor's degree in Business, Management, or a related field.
• Minimum 4+ years of experience in B2B sales within Software/IT/SaaS/ Professional Service or a corporate environment, in a direct client-facing role.
• Proficient in English, Bahasa Indonesia, and Mandarin as you will work with partners of respective markets.
• Clear articulation in conveying ideas and recommendations, both verbally and through written documents and presentations.
• Track record in generating sales, driving customer success, and managing accounts to achieve and exceed sales targets.
• Experience working in a VUCA (Volatile, Uncertain, Complex, Ambiguous) startup environment.
• Stay up to date with industry trends and about Grab B2B platform, products, processes, and stakeholders.
• Proficiency in Salesforce CRM, data analysis, and productivity suites and Google Workspace.

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.