KA Logistics Sales Manager
Didi
Sales & Business Development, Operations
são paulo, state of são paulo, brazil
KA Logistics Sales Manager
- Category
- Sales & Business Development
- Employee Class
- Regular
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-HybridTeam Overview
From day one, you'll be part of a collaborative, global culture where your work directly influences the company’s strategy and growth. As a member of the Logistics Business Unit sales team, you’ll have a great opportunity to design and implement initiatives across all Brazil's market and continuously enhance customer online and offline experience thru our product and operations. The Logistic's BU "99Entrega" helps individuals and businesses to solve their daily challenges of moving goods, making their life better everyday.
This data driven role calls for a rare combination of analytical thinking & inter-personal ability to manage operations, sales and stakeholders. 99Entrega is our last mile delivery service, using cars, motos, utilitaries, vans and small trucks. Be prepared for a hectic, fast paced and challenging environment!
Being a leader at this team is a unique opportunity to help build and grow a solid business inside 99 almost from scratch, leaving your own stamp and legacy on the lives of millions of people that will be using our services frequently.
Role Responsibilities
As the Sales Manager for Key Accounts (Farmers), you will lead a team of Senior Executives dedicated to the post-sales lifecycle of our largest partners. Your goal is to maximize the Life Time Value of our portfolio, ensuring high retention (low churn) and identifying "upsell" opportunities across 99Entrega’s multi-modal fleet. You are the guardian of the customer experience and the strategic architect of account growth.
Key Responsibilities
Strategic Leadership: Lead, mentor, and scale a team of Account Managers. You will transform individual high-performers into a cohesive unit that are transforming the Brazilian logistics market.
Portfolio Growth & Farming Strategy: Lead a team of Senior Account Managers to identify expansion opportunities within existing accounts. You will drive the strategy to increase "share of wallet" of our current clients by building close relationships with multiple stakeholders and connecting their needs with 99´s suite of Logistics offerings and capabilities.
Retention & Churn Mitigation: Monitor account health metrics rigorously. You are responsible for identifying risks and opportunities within Key accounts through operational improvements or contract renegotiations.
SLA & Performance Governance: Oversee the delivery of promised Service Level Agreements. You will work closely with the Operations team to ensure that moto, car, and van delivery performance meets the rigorous standards of our Key Accounts.
Executive Relationship Management: Act as the "Executive Sponsor" for our top-tier clients. You will lead Quarterly Business Reviews (QBRs) and build relationships with the client’s C-suite to ensure 99Entrega remains their primary logistics partner.
Feedback Loop to Product/Finance: Translate client feedback into actionable insights for the Product team. You will champion the development of features that help Key Accounts manage their logistics more efficiently.
Complex Renegotiations: Lead the team through annual contract renewals and complex pricing adjustments based on volume fluctuations or market shifts.
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.
Retention Mindset: Expertise in managing large-scale portfolios where retention and expansion are the primary KPIs.
Logistics Acumen: Deep knowledge of the Brazilian logistics landscape. You understand the operational friction points of last-mile delivery and how to solve them for the client.
Advanced Data Literacy: Ability to use BI tools to analyze delivery success rates, cost-per-delivery, and account profitability to drive data-backed "farming" conversations.
Relationship Expert: Exceptional interpersonal skills. You should be as comfortable talking to a warehouse manager as you are to a Chief Logistics Officer.
Resilience & Agility: Comfort with the fast-paced, "butterfly-inducing" environment of a business unit being built from scratch.
We are looking for a leader who treats every Key Account like a partnership, not just a transaction. You should be obsessed with customer satisfaction and operational efficiency, with the strategic vision to turn a small pilot program into a massive, multi-modal logistics operation.
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 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.
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