Logistics Sales Manager at DiDi Global in São Paulo, São Paulo, BR

Company Overview

If you see technology as a way to smooth your path in life, our team does too: Your Path, Our Journey.

We believe in technology that connects talented people who embrace diversity to create and share paths we don't even know about (yet!). We work to generate value not only for our users but, above all, for the communities we serve and for society as a whole, making every day better for everyone with mobility and delivery services (99) or digital payments (99Pay).

To make life easier for millions of people every day, since 2018, we have been part of DiDi DiDi Global Inc., the world’s leading mobility technology platform. We are pioneers in creating innovative solutions that start in Brazil and scale up to make a positive impact in more than 12 countries where DiDi operates. This innovation encompasses sustainability, safety, artificial intelligence, financial markets, and much more.

Whether building projects from scratch or improving our solutions, we enjoy challenges that give us butterflies, which is why we work at a fast pace with respect, collaboration, and good humor. Along this journey, we also draw strength from diverse experiences and opinions to grow together, fail quickly, learn, and adjust the course to create solutions that deliver even better results. #LI-Hybrid

Team Overview

Strategic Leadership: Lead, mentor, and scale a team of Senior Sales Executives. You will transform individual high-performers into a cohesive unit that dominates the Brazilian logistics market. Complex Deal Architecture: Support your team in negotiating high-complexity contracts. You’ll oversee deal structures involving intricate pricing models, strict Service Level Agreements (SLAs), and massive delivery volumes. Operational & Financial Synergy: Act as the primary bridge between Sales and the Finance, Product, and Operations teams. You ensure that what is sold can be executed profitably and that product features evolve based on Key Account feedback. Data-Driven Growth: Use BI tools and CRM data to identify market gaps. You aren’t just looking at revenue; you’re looking at churn, delivery success rates, and market share per vertical. Executive Stakeholder Management: Serve as the senior point of contact for our largest B2B partners, ensuring that 99Entrega is viewed not just as a vendor, but as a core strategic partner in their supply chain. Process Engineering: Define and refine the "99Entrega Sales Playbook." Since this is a fast-growing unit, you will create the processes for lead scoring, account mapping, and performance reporting.

Role Responsibilities

As the Sales Manager for 99Entrega, you will lead a high-performing team of Sales Executives that are transforming the express logistics in Brazil. Your mission is to take a business being built "almost from scratch" and scale it through strategic Key Account acquisition and portfolio management. You will balance aggressive growth targets with the operational nuances of a multi-modal fleet (cars, motos, vans, and trucks).

Key Responsibilities Strategic Leadership: Lead, mentor, and scale a team of Senior Sales Executives. You will transform individual high-performers into a cohesive unit that dominates the Brazilian logistics market. Complex Deal Architecture: Support your team in negotiating high-complexity contracts. You’ll oversee deal structures involving intricate pricing models, strict Service Level Agreements (SLAs), and massive delivery volumes. Operational & Financial Synergy: Act as the primary bridge between Sales and the Finance, Product, and Operations teams. You ensure that what is sold can be executed profitably and that product features evolve based on Key Account feedback. Data-Driven Growth: Use BI tools and CRM data to identify market gaps. You aren’t just looking at revenue; you’re looking at churn, delivery success rates, and market share per vertical. Executive Stakeholder Management: Serve as the senior point of contact for our largest B2B partners, ensuring that 99Entrega is viewed not just as a vendor, but as a core strategic partner in their supply chain. Process Engineering: Define and refine the "99Entrega Sales Playbook." Since this is a fast-growing unit, you will create the processes for lead scoring, account mapping, and performance reporting.

Role Qualifications

Required Qualifications Leadership Experience: 10+ years of professional experience, with at least 2–3 years in a leadership/management role leading high-level B2B or Enterprise sales teams. Industry Expertise: Deep understanding of the Logistics, Last-Mile, or Mobility tech sectors in Brazil. You should understand the challenges of utilitaries, vans, and multi-modal delivery. Analytical Rigor: Proficiency in BI tools and CRM management. You must be able to "tell a story" through data and use it to justify strategic pivots. Negotiation Mastery: Proven ability to close "butterfly-inducing" deals. You should be an expert in navigating pricing wars while maintaining service quality. Adaptability: Comfort with a "hectic, fast-paced" environment. You thrive in the ambiguity of building a business unit from the ground up. Education: Bachelor’s degree in Business, Engineering, Economics, or related fields. We are looking for a leader who is proactive and resilient. You should be someone who isn't afraid to "fail quickly, learn, and adjust." If you are motivated by the challenge of building a solid business inside a tech giant, this is your path.

EEO Statement

• We create customer value – We strive to always create valuable experiences for our users in everything we do. Our focus is to always innovate new experiences that are safe, pleasant, and efficient.
• We are data-driven – We are strong believers in making informed decisions, that’s why we are data-driven. We can better navigate the business landscape strategically by analyzing valuable metrics.
• We believe in Win-win Collaboration – Success is a team sport. When we work to help our partners and colleagues win, we win, too. While keeping everyone's best interest at heart, we communicate with candor and execute with excellence in all we do.
• We believe in integrity – Integrity is at the very core of our business. We are people who always want to do the right thing. Our intentions are sincere, we speak our minds and listen to each other.
• We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.
• We believe in Diversity and Inclusion – Diversity is one of our biggest strengths. Our differences are what makes us distinct. We respect each other and believe in equal opportunities for all.

Diversity & Inclusion

Diversity is not a future vision or a wish for something we want someday; it is a non-negotiable value of who we are today.

We embrace inclusion, plurality, and respect, and to achieve this, we rely on the governance of the Diversity Committee, which works alongside HR, our leadership, and identity groups—99Adapta, 99Afro, 99Colors, 99Womem, and 99Familys.

This is our ongoing journey, with much more still to come. We reinforce that this position is open to everyone, including pregnant people and people with disabilities (PwD). I acknowledge that prior to submitting this application, I have read and accepted the Privacy Notice for Candidates which is available on https://careers.didiglobal.com/terms