KAM GrabFood, Associate

About the role

You will join the GrabFood Commercial team to manage and expand relationships with our merchant partners. This role focuses on driving business growth through strategic planning and data-backed decision-making to benefit both our merchants and end users. You will own the end-to-end relationship strategy for a portfolio of key merchants, ensuring their objectives are met within the GrabFood ecosystem. The position requires you to translate business needs into actionable plans that enhance partner satisfaction and long-term value. You will be responsible for identifying new opportunities within existing accounts to maximize their contribution to overall revenue. Success in this role depends on your ability to act as a trusted advisor who understands complex business challenges. You will leverage internal Grab resources to design solutions that align with partner growth ambitions.

Key facts

What you'll do

• Act as the main point of contact for merchants to identify their needs and implement solutions that drive mutual growth.
• Create and execute co-marketing initiatives that boost merchant revenue and provide value to our customers.
• Evaluate partner performance using data to forecast return on investment and improve key metrics like basket size and customer retention.
• Coordinate with internal departments including Strategy, Growth, Marketing, and Operations to ensure a high-quality partner experience.
• Expand strategic partnerships by utilizing the broader Grab ecosystem, such as Grab Dine-Out, GrabAds, GrabExpress, and Grab For Business.
• Develop detailed business cases that justify investments and prioritize initiatives based on potential impact and feasibility.
• Monitor market trends and competitor activities to adjust commercial strategies and maintain a competitive edge.
• Conduct performance reviews with stakeholders to discuss progress, challenges, and future opportunities.
• Document standard operating procedures to ensure consistency and scalability in partner management practices.
• Translate complex product features into clear business benefits that resonate with different types of merchants.
• Build and maintain strong relationships with key decision-makers at partner organizations across various levels.
• Use CRM tools to maintain accurate records of all interactions, commitments, and outcomes related to partner engagements.
• Proactively identify risks in the partner journey and collaborate with cross-functional teams to resolve them efficiently.
• Support the commercialization roadmap by contributing feedback based on real-world implementation experiences.

Requirements

• 3+ years of professional experience in commercial roles such as Sales, Business Development, or Account Management within the startup, technology, or financial services industries.
• Proven track record of managing client portfolios to meet or exceed revenue goals.
• Ability to handle the entire sales cycle, from prospect qualification to identifying growth potential.
• Experience using data analysis to support business cases and guide strategic decisions.
• Experience building scalable frameworks for managing partner relationships.
• Fluency in English.
• Direct background in the on-demand delivery sector, specifically within food or grocery.
• Must be located in Jakarta, Indonesia, and able to work from the office full-time.

Nice to have

• Experience with Grab ecosystem tools such as Grab Dine-Out, GrabAds, GrabExpress, and Grab For Business.
• Familiarity with CRM platforms and sales analytics software.
• Background in managing partnerships with restaurants or third-party logistics providers.
• Understanding of marketing campaign execution and performance measurement.

Practical notes

• This position is fully on-site at the Jakarta office.
• Benefits include medical and term life insurance, the GrabFlex customizable benefits program, and the Grabber Assistance Programme.
• Leave policies include parental leave, birthday leave, and Love-all-Serve-all volunteering leave.
• FlexWork arrangements are available to support work-life balance.
• The role requires consistent presence at the designated Jakarta office location.
• Candidates must comply with standard working hours as defined by company policy.
• Travel requirements are currently not specified for this role.
• Visa sponsorship information is not provided for this position.
• Applicants are expected to meet all application deadlines communicated during the hiring process.