Business Development Jr Manager

Didi-Global-; São José dos Campos; Hybrid; BRL 90,000 - 150,000; Full time

Job summary

DiDi Global Inc. in São José dos Campos is seeking a Business Development Jr Manager to identify and execute partnerships that drive DiDiFood growth across the region. You will own the sales funnel from market intelligence to post-sales, building a scalable process with merchant partners.

You will lead a commercial team, shape growth tactics, mentor staff, and report performance to senior leadership. The role requires a hands-on leader who can navigate a fast-changing tech environment and

Qualifications

• Bachelor’s degree in Business, Economics, Engineering, or related fields (equivalent practical experience accepted).
• 2+ years of experience in Business Development (BD), Account Management, and team leadership.
• Deep focus on merchant and partner success, with a proven ability to negotiate contracts and translate restaurant needs and operational pain points into scalable processes.
• High level of ownership, adaptability, and strong bias for action to thrive in an ambiguous, high-growth tech environment while maintaining tight stakeholder alignment and operational compliance.
• Proven ability to communicate clearly, concisely, and persuasively—both verbally and in writing—across all organizational levels, from field teams to executive leadership and key external partners.
• Solid understanding of commercial routines, sales methodologies, CRM platforms, and structured pipeline management to drive team performance.
• Robust ability to interpret complex data, charts, and management reports to inform strategic decision-making, optimize conversion rates, and unlock new growth opportunities.

Responsibilities

• Responsible for leading the company's expansion and growth strategy, managing the sales funnel from end to end. The professional will oversee everything from market intelligence and hunting (mapping, prospecting, and acquiring new clients) to farming and post-sales (retention, upselling, and long-term relationship management), ensuring target achievement and the consolidation of the brand within the target segments.
• You will directly lead the commercial team on a day-to-day basis, combining people management with excellence in executing growth and post-sales strategies. Your main responsibilities will include:
• Leadership and People Management
• Lead, guide, and motivate the sales team to achieve and exceed individual and collective targets.
• Conduct the onboarding, training, and continuous development of team members in sales methodologies and negotiation techniques.
• Hold regular individual check-ins (1:1 meetings), provide structured feedback
• Promote team cohesion, a positive work environment, and a culture of high performance.
• End-to-End Sales Funnel Management
• Acquisition (Hunting): Guide the team in market mapping, lead qualification, and prospecting approaches to attract new accounts.
• Retention and Expansion (Farming & Post-Sales): Oversee the client portfolio to ensure satisfaction, prevent churn, and continuously identify upsell and cross-sell opportunities.
• Negotiation Support: Step in directly to support key meetings with strategic clients or assist team members during complex negotiations.
• Governance, Processes, and CRM
• Ensure team discipline in sales system
• Lead daily and weekly management rituals
• KPI Analysis and Reporting
• Monitor and analyze daily team performance metrics
• Prepare reports and presentations for executive leadership based on data, providing operational visibility and actionable plans.

Skills

Business Development

Account Management

Team Leadership

Negotiation

Strategic Planning

Education

Bachelor's degree in Business, Economics, Engineering, or related fields

Tools

CRM platforms

Job description

Company Overview

DiDi Global Inc. is the world's leading mobility technology platform. It offers a wide range of app-based services across markets including Asia-Pacific, Latin America and Africa, including ride hailing, taxi hailing, chauffeur, hitch and other forms of shared mobility as well as auto solutions, food delivery, intra-city freight, and financial services.

DiDi provides car owners, drivers, and delivery partners with flexible work and income opportunities. It is committed to collaborating with policymakers, the taxi industry, the automobile industry and the communities to solve the world’s transportation, environmental and employment challenges through the use of AI technology and localized smart transportation innovations. DiDi strives to create better life experiences and greater social value, by building a safe, inclusive and sustainable transportation and local services ecosystem for cities of the future.

For more information, please visit: www.didiglobal.com/news

#LI-Hybrid

Team Overview

As a Business Development Jr Manager at DiDi, you will identify and execute partnership and growth opportunities that expand 99Food across the regional market, driving measurable increases in restaurants acquisition, revenue, and performance improvement. You will join a cross-functional Commercial Growth team focused on forging strategic local partnerships, optimizing merchant onboarding flows, and delivering pilots that scale the DiDi’s market expansion and profitability goals.

Role Responsibilities

Responsible for leading the company's expansion and growth strategy, managing the sales funnel from end to end. The professional will oversee everything from market intelligence and hunting (mapping, prospecting, and acquiring new clients) to farming and post-sales (retention, upselling, and long-term relationship management), ensuring target achievement and the consolidation of the brand within the target segments.

You will directly lead the commercial team on a day-to-day basis, combining people management with excellence in executing growth and post-sales strategies. Your main responsibilities will include:

Leadership and People Management

• Lead, guide, and motivate the sales team to achieve and exceed individual and collective targets.
• Conduct the onboarding, training, and continuous development of team members in sales methodologies and negotiation techniques.
• Hold regular individual check-ins (1:1 meetings), provide structured feedback
• Promote team cohesion, a positive work environment, and a culture of high performance.

End-to-End Sales Funnel Management

• Acquisition (Hunting): Guide the team in market mapping, lead qualification, and prospecting approaches to attract new accounts.
• Retention and Expansion (Farming & Post-Sales): Oversee the client portfolio to ensure satisfaction, prevent churn, and continuously identify upsell and cross-sell opportunities.
• Negotiation Support: Step in directly to support key meetings with strategic clients or assist team members during complex negotiations.

Governance, Processes, and CRM

• Ensure team discipline in sales system
• Lead daily and weekly management rituals

KPI Analysis and Reporting

• Monitor and analyze daily team performance metrics
• Prepare reports and presentations for executive leadership based on data, providing operational visibility and actionable plans.

Role Qualifications

• Bachelor’s degree in Business, Economics, Engineering, or related fields (equivalent practical experience accepted).
• 2+ years of experience in Business Development (BD), Account Management, and team leadership.
• Deep focus on merchant and partner success, with a proven ability to negotiate contracts and translate restaurant needs and operational pain points into scalable processes.
• High level of ownership, adaptability, and strong bias for action to thrive in an ambiguous, high-growth tech environment while maintaining tight stakeholder alignment and operational compliance.
• Proven ability to communicate clearly, concisely, and persuasively—both verbally and in writing—across all organizational levels, from field teams to executive leadership and key external partners.
• Solid understanding of commercial routines, sales methodologies, CRM platforms, and structured pipeline management to drive team performance.
• Robust ability to interpret complex data, charts, and management reports to inform strategic decision-making, optimize conversion rates, and unlock new growth opportunities.

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.

We are committed to building inclusive and diverse teams.

At DiDi, we believe that our differences are our biggest source of strength. That’s why we are committed to promoting equal opportunities to all candidates and employees as an Equal Opportunity Employer.

Employment and advancement decisions at DiDi are always made based on the needs of the position and the qualifications of the candidate. We do not discriminate against any employee or applicant based on their gender, age, sexual orientation, nationality, marital status, pregnancy/maternity, disability, race, religion and beliefs, or any other status protected by applicable laws wherever we operate.

We are committed to building inclusive and diverse teams, and a workplace that is free from discrimination and harassment, because that’s how we create better products and services, make better decisions and better serve the communities we’re a part of.