Key Account Sales Executive – Farming CKA (99Entrega)

DiDi Global; São Paulo; On-site; BRL 90,000 - 120,000; Full time

Job summary

DiDi Global Brazil is seeking a Pleno Key Account Executive within the Logistics Business Unit to manage a portfolio of regional Commercial Key Accounts (CKA) for 99Entrega. You will lead account retention, growth, and cross-functional collaboration with regional operations, pricing, and support teams.

The role focuses on farming, nurturing, and expanding revenue, building relationships with operations managers, meeting SLAs, identifying upsell opportunities, and protecting revenue in

Qualifications

• Solid mid-level B2B account management experience in logistics, supply chain, tech platforms, or mobility.
• Good understanding of regional business dynamics and client operations in regional markets.
• Track record of maintaining low churn, renewals, and organic revenue growth.
• Comfort working with commercial and operational metrics using BI tools and CRM platforms.
• Strong interpersonal skills to resolve operational challenges and negotiate with mid-level decision-makers.
• Ability to manage multiple client accounts, prioritizing high-value opportunities in a fast-paced environment.

Responsibilities

• Drive Account Retention & Expansion: Manage daily interactions with assigned regional CKA clients, identifying opportunities to expand delivery routes, increase transaction volume, and grow overall Share of Wallet.

Skills

B2B Account Management

Regional market knowledge

Upselling & retention

Analytical & data capability

Communication & problem solving

Self-organization & proactivity

Tools

BI tools

CRM platforms

Job description

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.

Team Overview

From day one, you will join a high-energy, collaborative team where your focus on client retention, account health, and organic growth directly impacts our business performance across Brazil. As a Pleno Key Account Executive within the Logistics Business Unit, you will take responsibility for our Commercial Key Accounts (CKA) portfolio—focusing on farming, nurturing, and growing a portfolio of medium-sized regional accounts for 99Entrega.

In this role, you will combine a Farmer mindset with proactive commercial management. You will build strong daily relationships with regional logistics and operations managers, ensure delivery performance meets agreed SLAs, identify upsell/cross-sell opportunities, and protect our revenue base in competitive regional markets.

Role Responsibilities

• Drive Account Retention & Expansion: Manage daily interactions with assigned regional CKA clients, identifying opportunities to expand delivery routes, increase transaction volume, and grow overall Share of Wallet.

• Monitor Account Health & SLAs: Track daily fulfillment rates, delivery performance metrics, and operational SLAs to proactively address client friction, resolve issues, and prevent churn.

• Build Mid-Level Relationships: Serve as the primary trusted contact for operational leads, logistics coordinators, and regional managers within your client portfolio.

• Execute Account Reviews: Conduct periodic business reviews with clients to present performance reports, operational improvements, and commercial optimization proposals.

• Cross-Functional Collaboration: Work closely with regional Operations, Support, and Pricing teams to resolve daily bottlenecks and ensure operational commitments are delivered as negotiated.

• Pipeline & Data Management: Maintain strict CRM hygiene, update account planning records, track churn risks, and utilize data dashboards to spot growth trends across your portfolio.

Role Qualifications

• Solid B2B Account Management Experience: Mid-level background in B2B account management, farming, or customer success, preferably within logistics, supply chain, tech platforms, or mobility.

• Regional Market Orientation: Good understanding of regional business dynamics, local supply chain needs, and client operations in regional markets.

• Proven Upselling & Retention Skills: Track record of maintaining low churn rates, managing contract renewals, and organically expanding revenue within existing business accounts.

• Analytical & Data Capability: Comfort working with commercial and operational metrics (SLA performance, volume trends, basic unit economics) using BI tools and CRM platforms.

• Communication & Problem-Solving: Strong interpersonal skills to resolve operational challenges constructively and negotiate effectively with mid-level client decision-makers.

• Self-Organization & Proactivity: Ability to manage multiple client accounts simultaneously, prioritize high-value opportunities, and thrive in a fast-paced environment.

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 & Inclusion

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.

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