Commercial Manager- Kenya

About Pula:

We are an insure tech and data services firm that provides agriculture insurance design and execution services, specializing in index-based insurance and is backed by top-tier VC investors who have invested more than $25 million in the business. Since 2015 we have provided climate insurance to 22 million smallholder farmers, 41% of which were women across 19 markets in Africa and Asia who pay an average of $6.8 per season to insure their crops.

So far, we've unlocked over $2.22 billion of capital from local and international insurance markets for climate risks since we started in 2015 and paid out $40.8 million to our client farmers.

Pula is a fast-paced company, constantly adapting to new opportunities and challenges. We are made up of a high-performance, multi-cultural team. We expect our team to value performance, results, and professionalism.

At Pula, our culture is defined by our:

• Obsession with results:
  We are responsible for our future and therefore we get things done!
• Ability to connect the Dots:
  We continuously identify different customer needs & business problems and build solutions that deliver value.
• Our Can-do Attitude! We dare to do things differently to make things work.
• Ability to have each other’s back:
  We look out for each other & we share high quality, timely feedback that makes us better.

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 Growth : 40%

Develop and execute the regional commercial strategy, build and manage a qualified sales pipeline, secure new partnerships, negotiate contracts,…