CNAE codes for sales representatives in Brazil and how to find them
The main CNAE code for sales representatives in Brazil is 4618-4/99 – Outros representantes comerciais e agentes do comércio especializado em produtos não especificados anteriormente (Other specialized sales agents). Group 461 has one code per product type: food (4617-6/00), apparel (4616-8/00), building materials (4613-3/00), cosmetics (4618-4/01) and more; multi-line agents use 4619-2/00. To prospect this segment, search codes 4618-4/99, 4619-2/00, 4617-6/00, 4616-8/00, 4613-3/00, 4618-4/01 as both primary and secondary CNAE, keep only active CNPJs, then filter by company size and city.
CNAE codes for sales representatives
CNAE (Classificação Nacional de Atividades Econômicas) is Brazil's official activity classification. Every company registered with a CNPJ declares one primary CNAE and any number of secondary ones. These are the CNAE 2.3 subclasses most used by sales representatives:
| CNAE | Official description (pt) | English | When it shows up |
|---|---|---|---|
4618-4/99 | Outros representantes comerciais e agentes do comércio especializado em produtos não especificados anteriormente | Other specialized sales agents | Agents for other product niches |
4619-2/00 | Representantes comerciais e agentes do comércio de mercadorias em geral não especializado | Non-specialized sales agents | Multi-brand agents |
4617-6/00 | Representantes comerciais e agentes do comércio de produtos alimentícios, bebidas e fumo | Sales agents for food, beverages and tobacco | Food and beverage agents |
4616-8/00 | Representantes comerciais e agentes do comércio de têxteis, vestuário, calçados e artigos de viagem | Sales agents for textiles, apparel and footwear | Fashion and footwear agents |
4613-3/00 | Representantes comerciais e agentes do comércio de madeira, material de construção e ferragens | Sales agents for timber, building materials and hardware | Building materials agents |
4618-4/01 | Representantes comerciais e agentes do comércio de medicamentos, cosméticos e produtos de perfumaria | Sales agents for medicines and cosmetics | Pharma and cosmetics agents |
Search primary and secondary CNAE
Many sales representatives register their real activity as a secondary CNAE, because the CNPJ was opened under another primary activity or because they do more than one thing. Agents carrying several lines declare several group-461 codes as secondary. Filtering on the primary code alone misses part of the market.
Who sells to sales representatives
Manufacturers use independent sales agents to reach new regions without hiring a team, and the agents buy tools to sell more.
- Manufacturers seeking representation in new regions (including foreign brands entering Brazil)
- Sales force apps, digital catalogs and mobile ordering
- Prospecting tools and CRM
- Accounting specialized in sales agencies
How to build a list of sales representatives in Brazil
- Pick the codes: start with
4618-4/99and add4619-2/00,4617-6/00,4616-8/00,4613-3/00,4618-4/01depending on what you sell. - Search them as primary and secondary CNAE.
- Keep only active registrations (situação cadastral ativa) to drop unfit, suspended or closed CNPJs.
- Narrow by location (state, city, neighborhood) and company size (MEI, ME, EPP, other). Agencies with a team (ME/EPP) cover more accounts than individual agents.
- Keep companies with contact data (email or phone) and save the filter as a reusable segment.
- Write a segment-specific opener and track replies in a pipeline.
1Lead runs all of these filters in one search over Brazil's public company registry, and its AI suggests adjacent CNAE codes from a plain-language description such as "I am a footwear manufacturer looking for sales reps in southern Brazil". The product interface is in Portuguese.
Qualification signals
- A group-461 code matching your product: they already sell to the same channel.
- Company age: agents with an established book of accounts.
- Location: coverage of regions where you don't sell yet.
How to approach this segment
Agents weigh commission, payment terms, how well your line complements what they carry, and territory exclusivity. Address these directly in the first message.
Example first message (in Portuguese, with translation)
Frequently asked questions
What is the CNAE code for a sales representative in Brazil?
It depends on the product. Group 461 runs from 4611-7/00 to 4619-2/00; non-specialized multi-line agents use 4619-2/00 and agents for unlisted niches use 4618-4/99.
How can a foreign manufacturer find sales reps in Brazil?
Filter active CNPJs with the group-461 code that matches your product, narrow to the regions you want to cover, and prioritize agencies with several years of activity.
Do Brazilian sales representatives need a license?
Yes. Law 4.886/1965 requires registration with the state Regional Council of Sales Representatives (Core).
Where is the official CNAE table?
IBGE publishes it in the CONCLA online search, with the full hierarchy (section, division, group, class, subclass) and notes on what each code includes and excludes.