Job Description

Company DescriptionLife at GrabAt 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.Get to know our team:Sales Enablement empowers Grabbers by offering tools and resources to build the fundamentals that help them successfully navigate their ever-evolving OneGrab Journey. In 2023, the team developed and launched multiple initiatives that supported various teams and departments within Grab. With \xe2\x80\x9cDriving Sales Excellence,\xe2\x80\x9d the Sales Enablement team\'s vision translates into the following:

• Drive: revolutionize the approach to enable a salesforce
• Sales Excellence: best-in-class and certified sales force that engages with content, tools, training, and technology, and drives growth for Grab

Get to know the role:We are looking to hire a leader for the Center of Sales Excellence and continue to grow the success of the programs launched by the Sales Enablement team to support the broader #OneGrab Ecosystem. As part of the regional Sales Enablement team, this role will work across verticals to drive sales excellence across GrabAds, MEX, GFB, GS, Self Serve, and others such as our newly launched Financial Products. This role will align closely with the leadership across all markets to make sure different needs are met. The Leader will be responsible for skill development and assessments across all of Grab\'s markets, implementing consultative selling (Value Sales Framework), and enhancing customer relationships, focusing on education, equipping, and enabling.The ideal candidate will possess a unique blend of business acumen, technical knowledge, and creativity and has a track record in sales excellence, competency development, and coaching. This role requires a high sense of hyper-local initiatives from a regional perspective to drive scale across multiple challenging markets within Southeast Asia with different readiness stages. This role reports to the Head of Sales Enablement.Critical Tasks you will perform:

• Spearhead the Center of Sales Excellence, a skill-based portal designed to equip Grab sales teams with the latest product knowledge and training, to reduce sales cycle time and improve customer satisfaction.
• Develop and implement a value sales framework that empowers sales teams to effectively articulate Grab\'s value proposition, defining customer pressures, objectives, and challenges while keeping the core values and solutions at the forefront. Implement a consultative selling approach within the sales team to foster a customer-centric mindset, ultimately enhancing customer relationships and driving revenue. This approach includes executing across three categories: Educate, Equip, and Enable.
• Be the subject matter expert in understanding Grab Sales Skills and competencies development needed for different sales teams and develop short and long-term best-in-class plans to support their goals and career development.
• Competency Development: identify and address competency gaps through tailored training and development programs, ensuring sales teams are well-equipped to meet the challenges of the market. Manage the entire Grab Sales Skills development process, coordinating with internal teams and cross-functional stakeholders.
• Own and optimize content, curriculum, certification strategy, and actual execution on Grab\'s Sales Enablement platform - Seismic Enablement Cloud; ensure alignment with the latest industry requirements and knowledge needs.
• Project Timeline Management: efficiently plan and oversee project timelines for sales enablement programs. Ensure timely execution, collaborate with cross-functional teams, and proactively address bottlenecks. The ultimate goal is to reduce sales cycle times, contributing to increased bottom-line results.
• Have close day-to-day interactions with the leadership and their teams in all Market to align on enablement needs and ensure alignment with the company\'s goals.
• Measure the engagement rates and usage of sales content among the sales teams. Aim for a consistent increase in content consumption over time.

This role is a people manager, with current people in seat that will report directly to the Center of Sales Excellence LeaderQualificationsWhat Skills You Will Need

• 8 years of work experience in tech companies/startups in pre-sales, sales, business development, sales enablement, or marketing roles.
• Prior working experience in a direct sales or coaching role, with a strong understanding of the challenges and needs of the entire sales process.
• Deep understanding of the GROW coaching framework and experience in coaching and skill development, Understanding the ADKAR will be a benefit.
• Familiarity with software tools and platforms that help automate and streamline sales processes: CRM software, Seismic Enablement Cloud, and marketing automation tools.
• Previous experience in communicating sales and marketing initiatives across an organization.
• Knowledge of the digital media industry and the latest digital advertising trends.
• Detail-oriented and efficient time manager. Experience in managing, supervising, and motivating a team.
• Ability to manage multiple projects across different verticals and stakeholders.
• Creative skills with a keen eye for design, digital user experience, creating landing pages, and photo editing.
• Passion for working with and improving sales productivity, performance, and satisfaction.
• Strong knowledge of video and post-production techniques, including familiarity with Final Cut Pro or related professional software.
• Be a team player, live our 4H values, and contribute to the broader objectives of Grab to achieve our mission to create economic empowerment for the people of Southeast Asia.

Additional InformationOur CommitmentWe 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.

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