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 and digital payments.
Since 2018, we have been part of DiDi Global Inc., the world’s leading mobility technology platform, pioneering innovative solutions that start in Brazil and scale to more than 12 countries. Our work spans sustainability, safety, artificial intelligence, financial markets, and much more.
About the team/role
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 design and implement initiatives across Brazil’s market and continuously enhance customer online and offline experience through our product and operations. The BU "99Entrega" helps individuals and businesses solve their daily challenges of moving goods to make their lives better every day.
In this role, you'll be...
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 lifetime value of our portfolio, ensuring high retention and identifying upsell opportunities across 99Entrega’s multi-modal fleet.
Key Responsibilities
Strategic Leadership: Lead, mentor, and scale a team of Account Managers, transforming individual high-performers into a cohesive unit that shapes the Brazilian logistics market.
Portfolio Growth & Farming Strategy: Lead a team of Senior Account Managers to identify expansion opportunities within existing accounts, increasing share of wallet by building close relationships with stakeholders and aligning their needs with 99’s logistics offerings.
Retention & Churn Mitigation: Rigorously monitor account health metrics, identifying risks and opportunities through operational improvements or contract renegotiations.
SLA & Performance Governance: Oversee delivery of promised Service Level Agreements and collaborate with Operations to ensure moto, car, and van delivery performance meets rigorous standards for Key Accounts.
Executive Relationship Management: Act as the Executive Sponsor for top-tier clients, leading Quarterly Business Reviews and building relationships with the C‑suite to keep 99Entrega as their primary logistics partner.
Feedback Loop to Product/Finance: Translate client feedback into actionable insights for Product, championing features that enhance key account logistics efficiency.
Complex Renegotiations: Lead the team through annual contract renewals and complex pricing adjustments based on volume fluctuations or market shifts.
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 managing large-scale portfolios where retention and expansion are primary KPIs.
Logistics Acumen: Deep knowledge of the Brazilian logistics landscape and an understanding of last-mile delivery operational friction points.
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; comfortable speaking with a warehouse manager as well as a Chief Logistics Officer.
Resilience & Agility: Comfortable with the fast-paced, rapidly evolving 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, and who is obsessed with customer satisfaction and operational efficiency, with the strategic vision to grow a pilot program into a massive, multi-modal logistics operation.
Diversity & Inclusion
We reinforce that this position is open to everyone, including pregnant people and people with disabilities (PwD).
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