Key Account Sales Executive – Farming CKA (99Entrega)

99; São Paulo; On-site; BRL 120,000 - 180,000; Full time

Job summary

DiDi Brasil is hiring a Pleno Key Account Executive within the Logistics Business Unit to manage a portfolio of regional accounts for 99Entrega. You will build trusted relationships with regional operations managers, ensure delivery performance, and identify opportunities to upsell and grow revenue across Brazil.

You will collaborate with Operations, Support, and Pricing to resolve daily bottlenecks, maintain CRM discipline, and protect revenue in competitive markets.

Qualifications

• Mid-level B2B account management experience, preferably in logistics, supply chain, or mobility.
• Strong regional market orientation and knowledge of client operations in regional markets.
• Proven upselling and retention skills with low churn and renewals.
• Analytical mindset with comfort using BI tools and CRM data.
• Excellent communication and problem-solving abilities with mid-level decision-makers.

Responsibilities

• Drive account retention and expansion with regional CKAs, increasing delivery routes and transaction volume.
• Monitor SLA and delivery performance, proactively addressing friction and churn.
• Build and maintain relationships with operational leads, logistics coordinators, and regional managers.
• Conduct periodic business reviews to present performance and optimization proposals.
• Collaborate with regional Operations, Support, and Pricing to resolve bottlenecks and deliver commitments.
• Maintain CRM hygiene and track churn risks with portfolio data dashboards.

Skills

Account management

Regional focus

Upselling

Analytics

Communication

Proactivity

Job description

About The Company

If you see technology as a way to smooth your path in life, our team does too: Your Path, Our Journey.

About The Company

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.

About The Team/role

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.

In this role, you'll be...

• 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.

We're eager to be in touch because you have...

• 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.

You'll love working at DiDi because...

We create user 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.
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.
Growth
We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.
Diversity and Inclusion
Diversity is one of our biggest strengths. Our differences are what make us distinct. We respect each other and believe in equal opportunities for all.

Diversity and Inclusion

Diversity is one of our biggest strengths. Our differences are what make us distinct. We respect each other and believe in equal opportunities for all.
We practice inclusion, plurality, and respect. And we count on the governance of the Diversity Committee, which works together with HR, leadership and identity groups - 99Adapta, 99Afro, 99Cores, 99Mulheres, and 99Mamães. This part of our journey has been written, there remains a long road before us.

Diversity & Inclusion

Diversity is not a vision of the future or something we wish to have one day, it is a non-negotiable value of who we are.
We practice inclusion, plurality, and respect. And we count on the governance of the Diversity Committee, which works together with HR, leadership and identity groups - 99Adapta, 99Afro, 99Cores, 99Mulheres, and 99Mamães. This part of our journey has been written, there remains a long road before us.
We reinforce that this position is open to everyone, including pregnant people and people with disabilities (PwD).