Company Overview:
DiDi Integral 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.
LI-Hybrid 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, Marketi

📌 Commercial Lead - Offline Operations (Cuauhtémoc)
🏢 Didi Global
📍 Cuauhtémoc