Senior Manager, Commercial (Regional)

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.

You will join a team that manages partnerships with Quick Service Restaurant brands across Southeast Asia, including McDonald's, KFC, Jollibee, Burger King, and Starbucks. The team works closely with country sales teams across Singapore, Malaysia, Thailand, Indonesia, Vietnam, and the Philippines to expand these partnerships and identify new growth opportunities in the foodservice sector.

Get to Know the Role

You will lead commercial strategy for regional QSR accounts, managing relationships with senior stakeholders and overseeing contract negotiations, pricing frameworks, and revenue targets across multiple Southeast Asian markets. This role involves developing strategic plans, leading monetization negotiations, and coordinating with cross-functional teams to execute joint business plans with major QSR brands.

This is a fully onsite role at our Singapore's one-north office and will report to the Regional Executive Director Strategic Accounts, F&B

The Critical Tasks You Will Perform

• You will develop and execute commercial strategies for regional QSR accounts, aligning regional initiatives with country-level account frameworks to expand market presence and revenue.
• You will identify growth opportunities including menu innovation, new store formats, and digital channel expansion by analyzing market data and client business objectives.
• You will serve as the primary regional contact for senior stakeholders within QSR organizations, leading joint business planning sessions and quarterly business reviews.
• You will manage regional contracts and pricing frameworks, negotiating commercial agreements that balance revenue targets with long-term client retention.
• You will coordinate with local country sales teams across seven Southeast Asian markets to ensure consistent execution of account strategies and monitor performance against volume forecasts and profitability metrics.
• You will research and analyze QSR market trends in Southeast Asia, including digital ordering behaviors, delivery platform partnerships, and localization strategies, to inform strategic recommendations.

Qualifications

What Essential Skills You Will Need

• Regional Account Management (8+ years): Experience managing large B2B accounts across multiple Southeast Asian markets, with demonstrated ability navigating complex organizational structures and building relationships with senior decision-makers at multinational QSR or foodservice brands.
• Commercial Strategy Development: Proven ability to design and implement regional commercial strategies, including experience with joint business planning, market expansion initiatives, and identifying white space opportunities in the foodservice sector.
• Contract and Pricing Negotiation: Experience managing end-to-end contract lifecycles and pricing frameworks for high-value B2B accounts, with examples of negotiated agreements that improved revenue or profitability outcomes.
• Cross-Market Coordination: Ability to align strategies across country teams in Singapore, Malaysia, Thailand, Indonesia, Vietnam, and the Philippines, including experience facilitating regional alignment calls and performance reviews to ensure consistent execution.
• QSR Industry Knowledge: Understanding of Quick Service Restaurant operations, including franchising models in Southeast Asia, supply chain complexity across ASEAN, and current trends in digital ordering, delivery platforms, and menu localization.
• Financial Planning and Analysis: Experience owning revenue targets and volume forecasts, with ability to interpret P&L statements and adjust account strategies based on financial performance data.