Role Overview:

The Expansion Team Lead is responsible for driving Grab’s footprint into new territories and untapped market segments. This role requires a strategic leader who can manage a high-performing acquisition team while navigating multilingual business environments. A key focus of this role is increasing market penetration through proactive on-ground recruitment (20-30%) and leveraging Chinese language proficiency to engage with specific merchant demographics.

You will oversee the end-to-end journey from lead generation to Self-Serve Onboarding (SSO), ensuring that new merchants—particularly those in expansion zones—are seamlessly integrated into the Grab ecosystem.

+ Team Management & Leadership:

• Manage and mentor the Expansion team, ensuring alignment with regional growth targets and fostering a high-output culture.

• Conduct regular performance reviews and "field-side" coaching to improve pitch techniques and negotiation skills.

• Bridge communication gaps within the team and with partners using English and Chinese language skills.

• Strategic Expansion & On-Ground Recruitment Targeted Growth: Execute strategies to acquire merchants in new geographic areas or specific niches.

+ Field Presence: Lead and execute on-ground recruitment efforts, ensuring that 20% to 30% of new merchant acquisitions are secured through direct, face-to-face engagement and door-to-door sales initiatives.

• Analyze territory data to identify high-potential "white spaces" for GrabFood and GrabMart.

• Merchant Engagement & Language Localization Serve as the primary point of contact for Chinese-speaking merchant partners, ensuring clear communication of Grab’s value proposition.

• Oversee the lead generation and pitching process, tailoring presentations to suit diverse cultural and business contexts.

+ Onboarding & Self-Serve (SSO) Adoption:

• Ensure merchants are successfully onboarded via the Self-Serve Onboarding (SSO) platform.

• Provide localized training (in Chinese or English) to help merchants navigate the GrabMerchant App and Merchant Menu Editor (MME).

• Optimize the pipeline using Salesforce and Google Sheets to reduce "Lead-to-Live" time.

• Cross-functional Collaboration & Reporting Work with Marketing and Operations to ensure expansion areas have sufficient consumer demand and delivery-partner coverage.

• Provide regular reports to the Merchant Acquisition Manager on expansion milestones, on-ground conversion rates, and competitive landscapes.

• Bachelor’s degree in Business Administration, Marketing, Sales, or a related field.
• 2–4+ years of experience in Business Development, Sales, Merchant Acquisition, Vendor Management, or Partnership roles.
• Previous leadership or team supervision experience is highly preferred.
• Strong experience in merchant acquisition, partnership development, or market expansion.
• Ability to lead, coach, and motivate a high-performing sales or acquisition team.
• Strong communication and negotiation skills with the ability to build long-term business relationships.
• Chinese language proficiency (Mandarin) is required to engage with Chinese-speaking merchant partners.
• Comfortable conducting on-ground merchant recruitment and field sales activities when needed.
• Strong analytical skills with the ability to identify market opportunities and expansion areas.
• Experience using CRM tools such as Salesforce, Google Sheets, or similar systems is an advantage.
• Ability to work in a fast-paced and target-driven environment.
• Strong problem-solving skills and the ability to collaborate with cross-functional teams.