Imagine you are assigned to onboard new restaurant partners for GrabFood in a city where a competitor already has strong presence. Walk me through how you would approach this.
RoleBusiness Development Associate
DifficultyEasy
TopicSales & Service
Asked at
Why This Is Asked
Since no verbatim questions are publicly documented for Grab Philippines, this scenario is grounded in the role's confirmed duty of partnership acquisition and the general interview theme of problem-solving approach. It tests strategic thinking and sales acumen in a competitive market.
General Approach
Show a structured, data-driven plan. Mention research, value proposition tailoring, relationship building, and persistence. Use a realistic example to demonstrate your approach, even if hypothetical.
General Answer
Start with research: identify which restaurant segments in that city are underserved by the competitor, whether independent restaurants, specific cuisines, or a price tier, since going head to head for the competitor's already-committed partners is usually less efficient than finding gaps in their coverage. Build a tailored value proposition for each segment rather than a generic pitch, addressing what independent restaurant owners actually care about, such as lower commission structures, faster payout cycles, marketing support, or lower technical complexity to get started, and be ready to directly compare your terms to the competitor's where you have a genuine advantage. Prioritize relationship building over a single pitch meeting: restaurant owners often decide based on trust and word of mouth from other owners, so early wins with a few respected local restaurants can help unlock others through referral. Expect a longer sales cycle than in an easy market and build persistent, low-pressure follow-up into your plan rather than treating a single no as final, since many owners will reconsider once they see partners like them succeeding on the platform.
PH Interview Gotcha
Many Filipino candidates say "Sorry po, baka po hindi ko po kaya" (Sorry, maybe I cannot do it) but this sounds unconfident. Instead, frame challenges as opportunities and describe a clear plan even if you acknowledge it is tough.
Sample STAR Answer▾
S
Situation
During my internship at a small Philippine food startup, I was asked to help expand our merchant network in Quezon City, an area dominated by a well-established delivery platform.
T
Task
My goal was to sign up at least 15 new small and medium restaurants within two months, despite the competitor's exclusive contracts with many popular spots.
A
Action
I first researched the area to identify potential partners not yet tied to exclusivity deals. I then tailored a value proposition emphasizing GrabFood's wider user base and lower commission rates for early adopters. I personally visited 30 food stalls over three weeks, offering free trial periods and marketing support like featured listings. I also collected feedback from hesitant owners and relayed it to our operations team to adjust onboarding requirements.
R
Result
We successfully onboarded 12 restaurants within six weeks, achieving 80% of the target. The competitor later matched our rates, but we had secured several loyal partners who appreciated our hands-on support.
Key Takeaway
Personal rapport and flexible value propositions can overcome even strong incumbent advantages.
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