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Key Account Management (Grab for Business - Mid Market)



Sales & Business Development
Jakarta, Indonesia
Posted on Friday, July 5, 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.


  • POSITIVE & COLLABORATIVE ENVIRONMENT. Grabbers thrive in a corporate culture that values every team member's contribution towards our goal of improving lives.

  • ROCKET FUEL FOR CAREERS. Grabbers experience hyper professional growth and all the challenges that entails. Grow your skills while working to solve real issues across the region.

  • FUN & DEDICATED FAMILY. Grabbers work hard and play hard. Our teams grow as one as they overcome challenges and have fun along the way.

Get to know 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 B2B is the B2B SaaS team within Grab that helps to simplify business transportation, corporate food & package deliveries as well as related services for companies across Southeast Asia. We actively engage with top companies and top brands and it's imperative that we drive successful key account management in our organisation. To this end, we are looking for a strong Key Account Manager in our Grab B2B team to manage and nurture a portfolio of top Indonesian corporate clients.

To perform this role well, the candidate needs to have solid analytical skills with attention to detail, good communication and interpersonal skill, and persistence to make things happen

Job Description

Get to know the Role:

  • This role is based in Jakarta, Indonesia.
  • You will report to the Mid Market Leader
  • Key Account Management: Own a top account portfolio of Indonesia corporate clients and leverage client, industry and data-backed insights to successfully upsell and cross-sell our platform products to achieve revenue goals and outserve our clients. Strong sales acumen is a must. The individual must be able to prospect, build and maintain a strong pipeline of deals, and actively track performance against the given sales target. Work with cross-functional stakeholders to develop solutions that best address consumer needs while simultaneously meeting performance objectives.
  • Relationship Management: Build strong, deep and long-lasting relationships with our top Indonesia corporate enterprise/conglomerate clients and top brands through long term planning, handling objections, asking the right questions and understanding their pain points while resolving them. Establish a solid understanding of the Grab B2B product and Grab’s business solutions to service your clients better. Build and maintain relationships within the wider client organisation for potential upselling opportunities.
  • Data Analysis & Insights: With in-depth data analysis of your portfolio, pipeline and business (using Salesforce CRM), drive and develop account specific growth strategies and approaches, solidifying Grab B2B’ position as a market leader. Present account plans based upon data driven insights to establish revenue goals and business plans that advance the client’s performance while also working on new initiatives and launches.


The Must-Haves:

  • Bachelor’s Degree with 2 to 5 years of key account management (B2B) experience within a fast-paced and highly competitive B2B, SaaS, media, enterprise or corporate environment (direct client facing role).
  • Proven track record as a solid sales and key accounts performer in achieving and even exceeding, sales targets.
  • Ambitious, self-driven and highly motivated individual who can work well in a startup VUCA (Volatile, Uncertain, Complex, Ambiguous) environment.
  • Must be able to work independently most of the time and think strategically when approaching tasks.
  • Strong interpersonal skills with an ability to effectively network with clients and within the overall Grab business.
  • Coachable attitude. Should be willing and able to learn about the Grab B2B platform, Grab’s multiple products, processes and stakeholders very fast.
  • Communication: Strong and effective communicator with good presentation and speaking skills who can verbally and visually articulate their point of view clearly and succinctly.
  • Should have a deep desire to excel and develop a career in a high-growth tech startup. Should have demonstrated integrity and respect in the performance of their duties.
  • Proficiency in using Salesforce CRM
  • Comfortable with data analysis (MS Office, Google Docs / Sheets / Slides)