Commercial Lead - Offline Operations

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.

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Team Overview

As the Commercial Lead for Offline Operations, you will own the end-to-end performance of DiDi’s offline operations focused on acquisition and engagement across multiple countries. You will lead the entire sales organization on Mobility business across both in house and outsourced sales teams

You will design the strategy, structure, tools, and commercial playbooks that power offline growth across all cities. You will set the cadence, operating principles, sales enablement roadmap, funnels, incentives, and governance model that ensure teams deliver consistent, predictable, and scalable results.

This is a highly visible, high-impact leadership role with direct responsibility for transforming offline operations into a growth engine that is fast, efficient, operationally excellent, and future-ready.

Role Responsibilities

1. Leadership of Multi-Layer Offline Organizations

• Lead, coach, and elevate a multi-layer team, including BDMs, Team Leads, and Promoters.
• Build a high-performance culture rooted in accountability, ownership, and clarity of expectations.
• Establish leadership routines, weekly business rhythm, communication systems, and training structures across all layers.

2. Strategy, Planning & Market Expansion

• Own the offline commercial strategy for driver acquisition across 3 countries.
• Translate business priorities into clear country plans, city-level targets, territory designs, and growth roadmaps.
• Identify market opportunities, white spaces, and competitive threats, and build proactive execution strategies.

3. Operational Excellence & Process Innovation

• Define and implement standardized SOPs, playbooks, funnels, QA processes, and operational governance.
• Build weekly, monthly, and quarterly performance cadences—dashboards, reviews, action plans, and feedback loops.
• Ensure consistent execution quality across all cities, teams, and markets.

4. Sales Enablement & Capability Building

• Create the full enablement ecosystem:
• Training programs (induction + continuous)
• Promoter capability framework
• Sales scripts, objection handling, and best practices
• Data tools, tracking systems, CRM workflows
• Incentive programs and performance scorecards
• Ensure all teams have the tools and capabilities to succeed and scale.

5. Cross-Functional Leadership

• Partner closely with Operations, CX, Legal, Finance, Compliance, and Marketing to ensure seamless execution.
• Influence senior stakeholders across IBG via market feedback, dashboards, and strategic insights.
• Drive alignment between central strategy and local operations.

6. Performance Ownership & Growth Delivery

• Own the entire offline acquisition P&L for your scope.
• Monitor funnel KPIs—sign-ups, activations, CPA, productivity per promoter/BD, territory penetration.

Build intervention plans to unblock performance, reduce CPA, and accelerate output across all channels.

Role Qualifications

Strategic & Analytical Leadership

• Ability to translate complex data into commercial strategy and actionable playbooks.
• Strong business judgment and ability to prioritize with clarity and speed.

People Leadership at Scale

• Experience leading multi-layer teams with 30–150+ people.
• Ability to coach leaders, establish systems, and scale culture.

Commercial Acumen

• Deep understanding of offline go-to-market models, funnels, productivity, and incentives.
• Hunter mindset with strong instinct for territory design, channel strategy, and execution discipline.

Operational Rigor

• Obsessed with processes, consistency, efficiency, governance, and execution quality.
• Experience building cadences, SOPs, sales enablement, and dashboards.

Cross-Functional Influence

• Strong collaborator with the ability to influence senior stakeholders and central teams.
• Comfortable navigating ambiguity and aligning disparate teams around a common plan.

Qualifications

Must-Haves

• Bachelor’s degree or above in Business, Operations, Economics, Marketing, or related field.
• 7–10+ years experience in field sales, commercial operations, driver/merchant acquisition, or similar.
• Experience leading large field organizations or multi-layer sales teams (50–200 people).
• Strong track record of delivering commercial results through offline channels.
• Demonstrated success building SOPs, playbooks, funnels, tools, and operating rhythms.
• Strong analytical skills; proficient in CRM systems (Salesforce a plus), dashboards, and Excel/Sheets.
• Fluent in Spanish and English.

Nice-to-Haves

• Experience in mobility, gig economy, logistics, FMCG, telecom, or other field-intensive industries.
• Experience operating across multiple countries or complex regional environments.
• Ability to build 0→1 enablement systems and operational structures.

What’s in It for You

• Lead a high-visibility, high-impact regional growth engine.
• Shape DiDi’s offline strategy and execution across multiple countries.
• Opportunity to define the structure, systems, and culture of a rapidly scaling team.
• Career acceleration with exposure to senior IBG leadership.

A chance to build something large, meaningful, and enduring.

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.

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