Commercial Manager

At Pula, we are radically restructuring agricultural insurance, using technology to insure the previously unbanked, uninsured, untapped market of 1.5 billion smallholders worldwide. We work in eight countries across Africa and Asia, and in 2017 alone, we facilitated crop and livestock insurance cover to 611,000 farmers in Kenya, Rwanda, Uganda, Nigeria, Ethiopia and Malawi. We are recruiting to fill the following position below:

Commercial Manager

Duties And Responsibilities

The Commercial Manager at Pula is far from the typical sales role. You must be passionate about having meaning in your work. Willing to go the extra mile to evangelize the importance of agriculture insurance in transforming the lives of millions of smallholder farmers across multiple stakeholders from the political elites to the Government systems, to development agencies all the way down to the farmer. For you to be successful at the role, one must consider it their mission – “how you will be remembered”. Whilst at it, you will be rewarded very well as we believe in “doing good and doing well”. When impacting hundreds of millions of farmers, our mantra is that those successful in the mission must be dollar millionaires in the end. At Pula, good deeds are rewarded.

In this role you’ll;

Expand your networks, influence and Pula’s positioning in the region

• Constantly building deeply entrenched relationships that will enable one to understand client needs, gather market intelligence and build a credible pipeline of opportunities. To succeed in the role, one must incredible enjoy building new relationships and leveraging on relationships to achieve your goals.

• Effectively communicate value propositions through presentations and proposals

• Act as the Pula spokesperson in the region.

• Using knowledge of the market and competitors in the regions, identify and develop the company’s unique selling propositions and differentiators.

Business Development

• Defining Commercial objective key results in your region and ownership of the results.

• Research, prepare and execute a sales plan focused on delivering new and recurring revenues through partnerships with agro-input companies, the public sector, and development organizations.

• Develop pipeline and continuously mature & qualify opportunities in order to increase Pula’s market share and to enable achievement of sales targets in insurance, data services, and consulting offerings.

• Generating and qualifying new leads and using different approaches to reach prospective clients in your region. You are expected to qualify opportunities, know which deals to work on, and which ones to pass on.

• Progress prospects through a defined sales process to eventual contracting and implementation.

Customer Relationship Management

• Manage and nurture existing client relationships across a wide range of stakeholders including commodity associations, farmers’ aggregators, insurers, government, development organizations, and private companies.

• Manage the handover of new customers to the operations team for the implementation of the solution.

How your Role will be broken down

Business Development & Revenue Growth40%