Key Account Sales Director
JD.COM · São Paulo, Brazil
**JD Industrials \| Director of Key Account Sales, Brazil** **Work Location** : Brazil (based in São Paulo, regular nationwide business travel) **Reporting to** : Latin America Regional Lead **1\. Business Overview** * JD Industrials is the B2B industrial supply chain division of JD Group. We deliver one\-stop digital procurement solutions covering MRO spare parts, industrial consumables, electrical automation, tools \& security equipment, production materials and other industrial goods, and implement an accompanying global expansion strategy. * As Latin America’s largest industrial market, Brazil hosts numerous Chinese enterprises expanding overseas in new energy vehicles, construction machinery, infrastructure engineering, mining and manufacturing, alongside major local industrial conglomerates. JD Industrials has established a local legal entity in Brazil. Leveraging cross\-border supply chains, local warehousing \& distribution, customs clearance fulfillment and digital procurement platform capabilities, we serve Chinese\-owned factories operating in Brazil and leading local industrial clients. * As the lead for key account sales in Brazil, this role takes charge of local KA client acquisition, commercial negotiations and long\-term account management, builds the key account sales system, and drives sustained revenue growth of industrial goods business in Brazil. **2\. Job Responsibilities** * **Key Account Development \& Target Delivery** Take overall ownership of acquiring Chinese overseas enterprises and large local KA clients across manufacturing, infrastructure, energy and mining sectors in Brazil. Formulate key account sales strategies and annual business plans, deliver revenue, gross profit and collection targets assigned by headquarters, and secure long\-term framework bulk procurement agreements. Independently engage client procurement directors, supply chain leaders and factory management teams; oversee the full lifecycle of business opportunities, tendering, commercial negotiations and contract signing. * **In\-depth Account Management \& Demand Mining** Identify procurement pain points at client factories. Combine JD Industrials’ supply chain strengths to deliver customized solutions including MRO consolidated procurement, hybrid cross\-border \& local fulfillment, and digital procurement services. Continuously increase wallet share among existing clients, tap incremental opportunities across multiple production sites and subsidiaries, and foster long\-term strategic partnerships. * **Local Market \& Competition Analysis** Continuously research Brazil’s industrial goods market regulations, major competitors, pricing frameworks of local suppliers, industry policies and import customs requirements. Produce periodic market analysis reports, feed client demands and category opportunities back to the regional headquarters, and support optimization of localized product assortments and fulfillment solutions for Brazil. * **Cross\-functional Collaboration \& Project Execution** Coordinate with local Brazil teams covering operations, supply chain, customs and finance, as well as procurement \& sales teams at China headquarters. Manage end\-to\-end order fulfillment, delivery tracking, invoicing \& payment collection, and after\-sales issue resolution. Control client receivables risks to maintain healthy cash flow. Sales Team Building \& Management (0\-to\-1 Local Team Establishment) Build a local Brazilian key account sales talent pipeline aligned with business progress. Set individual KPIs and performance appraisal mechanisms. Equip the team with capabilities for business development and solution\-based industrial sales, and coordinate joint efforts to deliver priority projects. * **Ecosystem Partner Development** Engage local industry associations, channel partners and logistics service providers appropriately to expand lead sources and cultivate a sound local business ecosystem. **3\. Job Requirements** * **Education \& Language** Bachelor’s degree or above; fluent Portuguese (mandatory for commercial negotiations); English as working auxiliary language. Proficiency in Chinese is preferred (significant advantage for engaging Chinese enterprises). Industry Experience (Mandatory) Minimum 8 years of B2B industrial goods key account sales or sales management experience, with deep expertise in MRO, industrial spare parts, electrical equipment, tools, security products, automation and engineering materials. Familiar with industrial bulk procurement models and factory procurement decision\-making chains. Hands\-on experience operating in the Brazilian market and existing client resources in manufacturing, new energy, infrastructure and mining sectors are preferred. Prior experience serving Chinese enterprises expanding overseas is a plus. * **Core Competencies** Proven track record of 0\-to\-1 overseas market development. Expertise in annual bulk procurement negotiations and framework agreement managemen