BD Manager (Inglês Obrigatório)

About The Company

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.

About The Team/role

This role is part of our Commercial team, responsible for driving 99food growth by acquiring new restaurants and expanding our presence in key neighborhoods across São Paulo. BDRs at 99food are not just sellers — they are the face of our brand, spending time in the field, talking to restaurant owners, understanding their pain points, and demonstrating how 99food can transform their operations. The Commercial team operates at a fast pace, combining data-driven targeting with hands-on relationship building. We collaborate closely with Sales Operations and Product to ensure we reach the right restaurants with the right message, and deliver an onboarding experience that feels effortless. The ideal candidate thrives in dynamic environments, enjoys being out in the field, and brings high energy, communication excellence, and a strong sense of ownership to every interaction.

In this role, you'll be...

• Performance Driving and Goal Achievement：Take ownership of the city’s sales targets assigned by the region, develop city-level sales plans and expansion strategies, and lead the team to achieve key metrics such as contracts signed and revenue.Focus on local F&B merchants (full-service restaurants, quick-service restaurants, coffee shops, etc.) and drive market penetration.
• Team Management and Enablement：Responsible for process management, daily management, coaching, and skill training of the city sales team; oversee the execution of sales processes and help team members resolve key issues in customer acquisition and negotiations.Establish team KPI and incentive mechanisms to motivate members and enhance overall team performance.
• Local Market Operations and Customer Management：Conduct in-depth research on the local F&B market, including industry trends, customer needs, and competitor dynamics, and optimize localized sales strategies.Maintain key accounts, drive customer retention, repeat purchases, and upselling, and build local benchmark cases.
• Cross-Department Collaboration：Coordinate with regional and headquarters teams such as sales support, training, and product; share business progress and requirements, and align resources to resolve customer service and product adaptation issues.Support the region in market research, strategy iteration, and process optimization.
• Business Review and Optimization：Conduct regular business reviews with the city team, analyze performance gaps and root causes, and proposeimprovement plans.Document local sales best practices and methodologies tosupport the region in building scalable operation models.
  
  
  

We're eager to be in touch because you have...

• Education：College degree or above; major is not limited.
• Language Skills：Capable of independently conducting full-cycle business communication and negotiations with local merchants.Preferred: proficiency in English and Portuguese.
• Work Experience：5+ years of B2B sales experience, with at least 3 years in the F&B/retail SaaS industry.3+ year of sales team management experience.
  
  
  

Familiarity with the local business environment and F&B ecosystem in the assigned Brazilian city.Preferred: existing local merchant resources.

• Core Competencies：Strong goal orientation; excellent team management, customer acquisition, and negotiation skills.Ability to quickly adapt to local market changes and develop targeted sales strategies.Strong data analysis and business review capabilities to drive continuous team performance improvement.
• Other Requirements：Ability to work under pressure and adapt to short-term travel within the city and surrounding areas.Strong team player mindset; willingness to long-term develop the local market and alignment with company culture.
  
  
  

You'll love working at DiDi because...

We create user 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.

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.

Growth

We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.

Diversity and Inclusion

Diversity is one of our biggest strengths. Our differences are what make us distinct. We respect each other and believe in equal opportunities for all.

Diversity & Inclusion

Diversity is not a vision of the future or something we wish to have one day, it is a non-negotiable value of who we are.

We practice inclusion, plurality, and respect. And we count on the governance of the Diversity Committee, which works together with HR, leadership and identity groups - 99Adapta, 99Afro, 99Cores, 99Mulheres, and 99Mamães. This part of our journey has been written, there remains a long road before us.

We reinforce that this position is open to everyone, including pregnant people and people with disabilities (PwD).

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