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Regional Lead Sales Ops & Analytics, Grab For Business



Sales & Business Development, Operations, Data Science
Petaling Jaya, Selangor, Malaysia
Posted on Tuesday, June 11, 2024

Company 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.

Job Description

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 SaaS team within Grab that helps to simplify business transportation, corporate food & package deliveries, corporate gifting 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 Salesforce CRM practices within our organisation. To this end, we are looking for a hands-on and operationally resilient Associate to manage and grow an expanding portfolio of regional Salesforce CRM responsibilities.

To perform this role well, the candidate needs to have strong communication skills, attention to detail, ability to create and follow processes, and a track record of exceeding expectations.

This role is based in Kuala Lumpur, Malaysia.

The Role:

  • You will report to the Regional Manager - Sales Ops, CRM & Analytics and be part of the regional Grab for Business team, assisting in building up Grab’s B2B business.
  • You will work with multiple cross functional teams including but not limited to Grab for Business management team, Sales and Key Accounts, Channel Partners team, Commercial Operations, Regional & Country Finance, FP&A, Grab Support etc.

Sales Operations

  • Strategic Leadership: Identify and drive strategic initiatives that significantly improve commercial performance, create strong analytical frameworks, and augment sales efficiency.
  • Customer Journey Mastery: Lead the design and implementation of efficient lead generation processes, focusing on distinct stages of the customer journey. Oversee the optimization of these processes for lead and conversion rate maximization.
  • Lead Generation Expertise: Develop, manage, and upscale B2B lead generation channels, powering business growth. Supervise Sales Operations and Go-To-Market projects from inception to successful outcome.
  • Cross-Functional Team Collaboration: Lead collaboration with several teams, delivering insights for informed business decisions. Develop data-driven sales strategies to boost GMV and revenue.

Business Analytics

  • Database Management: Oversee the acquisition, monitoring, visualization, and troubleshooting of database-related processes. Manage extensive datasets, and direct in-depth analysis to derive valuable insights.
  • Reporting and Tracking: Ensure impactful reporting and creation of tracking dashboards for business teams, providing essential business support. Propose improvements to current reporting structure.
  • Insight Generation: Advise on the best use of systems like Salesforce CRM, Salesforce Pardot, SQL, and Power BI to identify critical insights and make recommendations to sales & commercial teams.
  • CRM Mastery: Guide the export of tracking data to the CRM system for comprehensive lead tracking and results interpretation.
  • Statistical Analysis Leadership: Drive statistical analysis for ad hoc projects, providing invaluable data to decision-makers.
  • Insights Development: Lead the creation of actionable insights through rigorous analysis, driving key strategic decisions.
  • Data Quality: Collaborate with the data quality team to uncover opportunities to record and track data, maintaining reporting consistency across systems.
  • Inter-department Collaboration: Partner with the Marketing team to generate comprehensive channel reports for thorough distribution and analysis.


The Must-Have requirements:

  • Education: Advanced Degree (Quantitative Majors preferred, e.g. Engineering, Science)
  • Work Experience: Minimum of 5 years of hands-on experience in business Analytics or Sales Operations roles for a B2B, SaaS, or tech company.
  • Advanced SQL Proficiency: Strong understanding of SQL Query fundamentals and profound experience with SQL for data analysis.
  • Strong Project Management Skills: Advanced knowledge in project management tools and skills with a proven record of managing complex projects.
  • Analytical Thinking: Possess strong analytical thinking skills, prioritize requests based on business impact, focusing on achieving business priority.
  • Communication: Exceptional communication with impressive presentation and speaking skills. Ability to impart thoughts clearly and succinctly.
  • Independent Work: Ability to drive initiatives that improve operational efficiency.
  • Personality: Highly motivated, self-driven individual adept at thriving in a startup VUCA environment. Should have demonstrated integrity and respect.

The Good-to-Have requirements:

  • Experience in market analysis and market sizing, interpreting data to draw insights and create detailed reports.
  • Experience in handling digital/virtual products with a focus on digital voucher / digital SaaS Platform business.
  • Leadership experience in a team setting with a focus on team management and development.

Additional Information

Our Commitment

We are committed to building diverse teams and creating an inclusive workplace that enables all Grabbers to perform at their best, regardless of nationality, ethnicity, religion, age, gender identity or sexual orientation and other attributes that make each Grabber unique.

If you are passionate about security, automation, and driving secure DevOps practices, we encourage you to apply for this exciting opportunity to make a significant impact on our organization's security posture and software development processes.