Job Summary: 99 Food is seeking a Business Development Manager to lead a team of Business Developers, focused on execution, restaurant base growth, and high commercial performance, in a hands-on leadership role with direct accountability for results. Key Highlights: 1. Hands-on leadership and team development of Business Developers. 2. Focus on restaurant base growth and high commercial performance. 3. Management of goals, pipeline, and productivity in a fast-paced environment. Company Overview: If, for you, technology exists to improve life’s journey, it does for our team too: Your Journey, Our Path. We believe in technology that connects talented people doing what they love and embraces diversity to create and share even the paths we (still!) don’t yet know. We work to generate value—not only for our users but, above all, for the communities we serve and society as a whole—improving people’s lives with services that simplify their daily routines—whether through mobility and delivery services (99) or digital payments (99Pay). To simplify the lives of millions of people every day, since 2018 we have been part of DiDi Global Inc., the world’s largest app-based transportation and technology platform. We are pioneers in creating innovative solutions born in Brazil and scaled to deliver positive impact across more than 12 countries where DiDi operates. These innovations span sustainability, safety, artificial intelligence, financial markets, and much more. Whether building projects from scratch or refining our existing solutions, we embrace challenges that give us butterflies—and that’s why we operate at a fast pace, grounded in respect, collaboration, and good humor. On this journey, we also grow stronger through diverse experiences and perspectives, learning together, failing fast, learning, and adjusting our path to build solutions that deliver even better outcomes. #LI-Hybrid Team Overview: 99 Food is seeking a **Business Development Manager (BDM)** to lead a team of Business Developers focused on **execution, restaurant base growth, and high commercial performance**. This is a **hands-on leadership position**, with strong field presence, direct responsibility for results, and continuous people development. The BDM will be responsible for **orchestrating strategy and execution**, ensuring routine discipline, team development, sustainable growth of the active base, and maximum efficiency across sales, activation, and retention KPIs. This role is ideal for those who thrive in a **fast-paced environment, enjoy challenges, value people, and are relentlessly focused on results**. Role Responsibilities: * Lead, train, and develop the BD team. * Monitor field execution (visits, pitching, negotiation, and closing). * Conduct management rituals (morning stand-ups, closings, 1:1s, and reviews). * Manage goals, pipeline, conversion, activation, and productivity. * Lead acquisition of new partners (hunter) and growth of the active base (farmer). * Drive strategic portfolio management, retention, upsell, and loyalty. * Monitor KPIs and build data-driven action plans. * Anticipate performance risks and act preventively. * Promote a high-performance culture, results orientation, and owner mindset. Role Qualifications: * Solid experience in **B2B sales, commercial expansion, or account development**. * Proven experience managing **commercial teams**. * Strong background in **field operations**. * **Hands-on profile**, capable of **developing, holding accountable, and accelerating people**. * **Analytical profile**, with proficiency in **CRM, Excel/Sheets, PowerPoint, Looker Studio, and My Maps**. * Ability to **manage goals, metrics, sales funnel, and high-performance routines**. * Clear communication, empathy, leadership posture, and **absolute focus on results**. * **Owner mindset**, autonomy, and business growth vision. * Experience in **food delivery, marketplaces, tech, or services** is a plus. EEO Statement: * We Create Value for Users — We exist to do our best for our users and innovate to stay ahead. We seek balance among experience, efficiency, and growth, always prioritizing safety. * We Are Data-Driven — We believe in decisions guided by data. Through numbers, we navigate our business strategically. * We Are Owners and Results-Focused — We go beyond personal interests to focus on what’s best for DiDi. We always deliver on our promises and pursue excellence in execution, setting a high bar and giving our utmost in everything we do. * We Always Build Together — Together, we are stronger. We keep an open mind and row with respect, empathy, and trust in one another. We listen to everyone’s opinion before making decisions, and once we decide, we fulfill our commitments together—even if we disagree. * We Are Integrous — Integrity is our foundation—the line we never cross. We communicate honestly and transparently and listen to all voices to always do what’s right. * We Develop One Another — Our growth stems from constantly stepping outside our comfort zone. We embrace challenges, surpass ourselves, and strive for excellence in everything we do. From day one, we grow and help those around us grow too, raising our collective bar. * We Work with Passion & Fun — We are utterly passionate about what we do. We maintain a light, optimistic spirit, infusing our environment with positive energy. We are resilient, unafraid of challenges, and always celebrate our successes. * We Live Diversity — For us, the heart of diversity lies in inclusion, equality, and respect. We believe diversity fosters a more creative and energetic environment; therefore, we celebrate differences, and everyone here can truly be themselves. **Diversity and Inclusion** Diversity is not a future vision or a wish for something we hope to become someday—it is a non-negotiable value of who we are today. We live inclusion, plurality, and respect—and to achieve this, we rely on governance from the Diversity Committee, which works alongside HR, our leadership, and identity groups—99Adapta, 99Afro, 99Cores, 99Mulheres, and 99Famílias. This is our written journey—one still full of road ahead. I acknowledge that, before submitting this application, I have read and accepted the Candidate Privacy Notice, available at https://careers.didiglobal.com/terms