Commercial Planning Manager

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

The Commercial Planning team is responsible for designing and executing the go-to-market model for our Food vertical. Acting as the bridge between sales strategy and field execution, the team defines rollout plans, sales capacity, and commercial packages that ensure scalable launches. As Manager, you will lead the team in structuring city rollout plans, route-to-market models, and sales playbooks to drive efficient and effective merchant acquisition.

In this role, you'll be...

• Leading city rollout planning and ensuring timely market launches;
• Defining the route-to-market model (hunter, hybrid, etc.) and aligning with sales capacity;
• Overseeing sales team capacity planning and allocation by territory;
• Developing prioritization models for commercial approaches;
• Managing territory mapping and ownership for sales teams;
• Coordinating GTM packages (commercial policy, slots, promotions);
• Aligning sales pitch and playbook with sales leadership;
• Managing and coaching senior analysts to deliver high-quality planning outputs.

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

• Solid experience in Sales Planning, Commercial Operations, or Go-to-Market functions;
• Strong analytical and problem-solving skills;
• Experience managing teams and coordinating complex rollouts;
• Knowledge of salesforce capacity planning, route-to-market, or GTM design;
• Fluency in English (mandatory) – frequent collaboration with global teams, including China. Mandarin is a strong plus;
• Ability to influence cross-functional stakeholders and deliver practical execution plans.

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 & 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).

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