Regional Executive Director Strategic Accounts, FMCG & F&B

Get to Know the Team

Our Regional Managed Enterprise team leads partnerships and accelerates growth with Grab's largest regional merchants, clients, and agencies. We are critical to Grab's vision of becoming Southeast Asia's super app by being indispensable partners to our most strategic regional accounts. Our focus is on driving business and commercial growth across the entire OneGrab ecosystem. We develop business strategies that allow us to serve our largest strategic partners, believing in creating mutually beneficial collaborations that enhance their business offerings and positively improves customers' lives.

Get to Know the Role

As the Regional Head of Enterprise Accounts (F&B and FMCG), you will be the strategic architect for Grab’s most significant merchant and brand partnerships across eight markets. This role requires an inside-out understanding of the food and consumer goods industries, with a specific focus on navigating complex Franchisee and Franchisor relationships. You will lead a high performing team to drive commercial growth (GMV) across the OneGrab ecosystem, including the evolution of GrabAds and the push into digital groceries through GrabMart 3.0.

This is a fully onsite role, at Grab Singapore's One-North office and will report to the Regional Head of GrabAds and Enterprise

The Critical Tasks You Will Perform

1. Strategic Partnership, GMV  and Ecosystem Growth

• Executive Deal Making: Provide the strategic brainpower for the sourcing, negotiation, and execution of large-scale regional commercial partnerships with QSR and FMCG giants.
• Incubate Growth: Identify and nurture the next wave of strategic regional accounts, ensuring long-term sustainable growth and integration into the GrabMart 3.0 ecosystem.
• Long Range Planning: Partner with our Regional Vertical General Managers (Deliveries & eCommerce, Corporate Finance & Strategy teams as well our Product Teams on long-term planning of regional strategic account priorities, goals, and resource allocation.

2. Team Leadership and Talent Development

• Team Leadership: Transform, lead, and inspire a hybrid-matrix organization: providing high-touch, hands-on leadership to your direct team of Regional Key Account Managers (KAMs) while providing executive guidance to  enterprise-level sales professionals across eight markets. You will be responsible for shaping the "profile of the future" and ensuring the right people are in the right seats.
• Talent Cultivation and Culture Building: Foster a culture of growth by providing regular, incisive feedback, coaching/mentorship and professional development opportunities to continually elevate sales talent. Cultivate a culture of excellence and high performance necessary to consistently outperform market benchmarks and deliver long-term value to our regional partners.
• Sales Rigor: Lead from the front and the back to establish operational discipline through best practices, standardized processes, and effective weekly sales cadence working closely with Sales Operations & Ad Operations.
• JBP Excellence: Guide your team through the end to end Joint Business Planning (JBP) process, ensuring that regional commitments effectively cascade to local operations.

3. Public Presence and Industry Representation

• Industry Thought Leadership: Represent Grab as a senior expert in the F&B and FMCG space at major regional industry events, Keynotes, and Panel Discussions.
• Strategic Narrative: Develop and champion compelling market narratives that position Grab as an indispensable partner for the digital transformation of traditional retail and the QSR (Quick Service Restaurant) businesses.
• 4. Operational Excellence and Accountability
• Forecasting and Reporting: Manage JBP progress and pipeline accuracy to ensure all regional account activities align with company strategy and revenue targets.
• Accountability Framework: Establish and oversee the processes required to ensure that JBP commitments are met across all cross-functional departments within and outside of Grab.   
• ROI and Insight: Oversee initiatives to measure and demonstrate the ROI of Grab’s products, specifically how they drive growth for our merchants and FMCG brands.   

5. Cross Functional Orchestration

• Enable Integrated Solutions: Lead core projects by partnering with Operations, Product, and Marketing teams to sync on strategy and ensure product features meet the needs of large F&B/FMCG partners.
• Stakeholder Management: Navigate internal and external business relationships with a collaborative mindset, ensuring smooth implementation of complex, multi-product deals.