Direct Sales Regional Manager
Didi
Direct Sales Regional 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
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.
Role Responsibilities
- Strategy Execution & Performance Management: Based on the company’s overall strategy and the characteristics of the Brazilian market, develop annual/quarterly sales targets and expansion strategies, break down targets to city teams, and drive implementation. Regularly review performance and dynamically adjust strategies to ensure the region consistently overachieves its sales goals.
- Team Building & Management: Responsible for the recruitment, development, and capability building of the regional sales team (including City Managers and Sales Consultants). Establish a sound performance evaluation and incentive system. Lead daily team management, provide business coaching and mindset support, and build a highly cohesive and high-performing sales team.
- Market Expansion & Key Account Management: Oversee regional market expansion, with a focus on strategic and influential key accounts. Build a scalable SMB sales organization. Drive renewals, upsells, and referrals, and establish industry benchmark cases.
- Cross-Department Collaboration & Resource Coordination: Collaborate with sales enablement, training, product, and other departments to resolve key business issues (such as strategy optimization, product adaptation, and training enablement). Share regional market dynamics, customer needs, and competitor insights to support company-wide product iteration and strategic adjustments.
- System Building & Risk Control: Optimize sales methodologies and business processes based on regional characteristics to form a replicable regional operation model. Establish business risk control mechanisms, standardize contract signing and customer service processes, and mitigate compliance and operational risks.
Role Qualifications
- Education: College degree or above; majors in Business Administration, Marketing, or related fields are preferred.
- Language Skills: Ability to independently conduct high-level business negotiations and strategic communication. Strong English skills are a plus.
- Work Experience: 5+ years of B2B sales experience, with at least 3 years in sales management within the restaurant/retail SaaS industry. Proven track record of regional performance breakthroughs and team building; existing chain restaurant client resources are a plus.
- Core Competencies: Strong strategic thinking, target orientation, and overall planning capabilities. Excellent team management and coaching skills. Strong business negotiation, key account management, and problem-solving abilities. Proficient in using data to drive business optimization.
- Other Requirements: Ability to work under high pressure and adapt to frequent travel within Brazil. Deep understanding of Brazilian business culture and the local F&B industry ecosystem. Willingness to commit to long-term development in the Brazilian market and strong cross-cultural collaboration skills.
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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