Senior Associate, Key Account Management (Mid Market)
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 engage with top companies and top brands and it's imperative that we promote successful key account management in our organisation. We are looking for a Key Account Manager in our Grab B2B team to grow an expanding portfolio of top Indonesian corporate clients.
Get to Know the Role
You'll manage a portfolio of top Mid-Market accounts, including businesses within conglomerate groups. You'll use client, industry, and data insights to identify opportunities to grow partnerships and introduce relevant platform solutions. You'll also develop new prospects, maintain a healthy sales pipeline, and monitor performance against business objectives. Working with cross-functional partners, you'll help create solutions that meet consumer needs and support business growth.
You'll report to the SMB & Mid-Market Manager and be based in the Jakarta office.
The Critical Tasks You Will Perform
- Acquire and manage Top Mid Market Accounts portfolios (part of conglomerate group)
- Oversee Top Mid Market Accounts portfolios (part of conglomerate group), using insights to foster relationship within the broader client's organization to increase upselling and cross-sell opportunities
- Build a deals pipeline while tracking performance against sales targets to achieve revenue goals.
- Identify and address client needs and pain points with appropriate solutions.
- Develop an understanding of Grab's B2B products, services, and business solutions to position them to clients.
- Use data and Salesforce insights to build account growth plans, set revenue goals, and support programs that strengthen Grab B2B's market position.
What Essential Skills You Will Need
- Min. 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.
- You are a well-articulated person who can verbally and visually explain your point of view in both Bahasa Indonesia and English; proficiency in Mandarin would be an added value.
- Proficiency in Salesforce CRM, data analysis, and productivity suites and Google Workspace
- Experience generating sales, clients success and key accounts performer in achieving and even exceeding 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.
- Have a deep desire to excel and develop a career in a high-growth tech startup. Have demonstrated integrity and respect in the performance of their responsibilities.
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.
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.
Meet the Sales team
Our sales team is the driving force that catapults our growth and expands our footprint across Southeast Asia. Every day, we're out in the field, negotiating impactful deals, fostering partnerships, and bringing our innovative services to a wider audience.
Being part of the Merchant Acquisition Team is deeply rewarding as it enables me to propose solutions to challenges encountered by businesses. Additionally, we consistently gather feedback from merchants to enhance our services and better align with their requirements.
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At Grab, each day as a Key Account Lead promises a rich canvas of learning and blooming. In aiming to serve our merchants better, we discover new facets of our potential each day.
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The Application Process
What can you expect when you apply for a role at Grab? Here’s what our hiring process looks like.
Step 1: Apply.
We have a range of open roles from Marketing to Engineering and everything in between. Find the one that’s best for you and show us why you’re our next teammate.
Step 2: Getting to know you.
Next, you’ll have a video or phone interview with one of our recruiters to chat about you, the role, and your past work experiences.
Step 3: Testing, testing… 123.
Some roles might require assessments and/or a technical competency interview. For other roles, there might be an additional interview – speak with your recruiter for application details.
Step 4: Is it a culture match?
Finally, we’ll find out how we fit together, if your career vision aligns with our mission, how you embody the 4 H's, and your working style and personality.
