Grab
superapp
Manager,BusinessDevelopment&StrategicPartnerships(LiDARDistribution)
“Manager, Business Development & Strategic Partnerships (LiDAR Distribution) at Grab. Skills: Business Development, Strategic Partnerships, LiDAR Distribution, Enterprise Sales, Go-to-Market Strategy. Establish the distribution network for Hesai LiDAR and Grab Karta hardware across Southeast Asia.. Identify and secure enterprise clients in autonomous vehicles, robotics, and factory automation sectors.”
What You'll Achieve.
Establish clear processes and practical decision-making frameworks.; Drive Southeast Asia forward by economically empowering everyone.; Deliver measurable results.; Set measurable client acquisition targets.
Industry & Context.
Analyze market data and competitor offerings to identify gaps in the Southeast Asian sensing technology market.
Requires travel across Southeast Asia to meet with clients and partners., Fully onsite role at Grab's Singapore office.
What They're Looking For.
Must Have
5+ years of experience managing B2B enterprise sales cycles for hardware or sensor-based products from initial prospecting through contract closure, including specific experience closing deals with corporate or institutional clients., Experience designing Go-to-Market strategies for technical products entering new markets, including segmenting B2B markets and developing pricing structures based on cost analysis and competitive positioning., Experience drafting and negotiating commercial contracts and partnership agreements with enterprise clients, including distribution terms and revenue-sharing models., Ability to analyze quantitative market data and financial metrics to identify business opportunities and forecast revenue pipelines for hardware distribution., Experience building operational workflows or sales processes from early-stage development, including creating documentation such as partnership criteria or negotiation frameworks., Fluency in English for drafting commercial proposals, conducting negotiations, and preparing documentation for Southeast Asian clients and stakeholders., Fluency in Mandarin for communicating with Hesai's technical and commercial teams (the LiDAR manufacturer based in China), reviewing technical product documentation, and managing relationships with Mandarin-speaking partners and clients in the region.
What You'll Do.
Establish the distribution network for Hesai LiDAR and Grab Karta hardware across Southeast Asia.
Identify and secure enterprise clients in autonomous vehicles
and factory automation sectors.
Structure the commercial agreements needed to deliver these technical products.
Define the sales processes and partnership frameworks the team uses to manage deals from initial contact through contract closure.
Build a sales pipeline of enterprise clients for LiDAR and sensing hardware
managing deals from initial outreach through contract negotiation and closure with organizations in the automotive
and infrastructure sectors.
Design and execute Go-to-Market strategies for new geographic markets and customer segments
including defining pricing models and target client profiles based on competitive analysis.
Structure and negotiate commercial agreements with distributors
and enterprise clients
ensuring terms align with partner capabilities and Grab's operational requirements.
Analyze market data and competitor offerings to identify gaps in the Southeast Asian sensing technology market and set measurable client acquisition targets.
Build sales processes and decision-making frameworks for the distribution business
including partnership evaluation criteria and commercial negotiation playbooks.
Coordinate with technical and operations teams to align hardware specifications with client requirements and manage delivery logistics across the region.
How You'll Work.
Team & Collaboration
Work alongside commercial, technical, and operations specialists.; Coordinate with technical and operations teams to align hardware specifications with client requirements and manage delivery logistics across the region.
Communication Scope
Fluency in English for drafting commercial proposals, conducting negotiations, and preparing documentation for Southeast Asian clients and stakeholders.; Fluency in Mandarin for communicating with Hesai's technical and commercial teams, reviewing technical product documentation, and managing relationships with Mandarin-speaking partners and clients in the region.
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