Commercial Manager

This is a fully remote position, open to applicants in Kenya.

📋 Description

• Expand networks, influence, and enhance Pula’s positioning within the region.

• Cultivate strong relationships to comprehend client requirements, gather market insights, and establish a credible pipeline.

• Articulate value propositions through engaging presentations and proposals.

• Serve as Pula’s representative in the region.

• Identify and create unique selling points and differentiators leveraging market and competitor insights.

• Establish regional commercial objectives and take ownership of the outcomes.

• Conduct research, prepare, and implement a sales strategy aimed at generating both new and recurring revenue through partnerships with agro-input companies, the public sector, and development organizations.

• Develop, enhance, and qualify the sales pipeline to boost market share and meet sales targets across insurance, data services, and consulting offerings.

• Generate and qualify leads while determining which opportunities to pursue.

• Advance prospects through the sales process until contracting and implementation.

• Manage and cultivate client relationships with commodity associations, farmer aggregators, insurers, governments, development organizations, and private enterprises.

• Transition new customers to the operations team for solution implementation.

• Formulate and implement a regional commercial strategy, negotiate contracts, and reach revenue and growth objectives.

• Foster relationships with governments, development partners, insurers, financial institutions, agribusinesses, and key stakeholders.

• Represent Pula in the market, gather competitive intelligence, and enhance brand visibility.

• Assist in successful program implementation and long-term account growth.

• Set and track commercial objectives and KPIs, ensure CRM accuracy, analyze market and sales data, forecast opportunities, and report on performance.

⛳️ Requirements

• Proven experience in sales to development agencies, governments, and/or financial institutions.

• Demonstrated success in achieving sales quota targets.

• Experience collaborating with development agencies and/or government officials at various levels and navigating governmental structures.

• Ability to identify problems, gather data, establish facts, and draw valid conclusions.

• Self-motivated, highly results-oriented, and capable of working independently or within a team environment.

• Eagerness to learn and broaden technical and product knowledge through formal education, professional training, and self-directed study.

• Familiarity with engaging C-suite executives.

• Exceptional communication and presentation abilities.

• High integrity and professionalism.

• Understanding of or strong interest in digital public infrastructure for farmers, including farmer registries, digital identity, and data platforms.

• Sales and/or consulting experience in agriculture, including seed, fertilizer, agrochemical, or related sectors, is a distinct advantage.

• Experience and knowledge in the insurance industry is beneficial.

• Proficiency in using data and KPIs to inform management decisions.

• Comfortable utilizing sales CRM platforms and Google Drive applications such as Google Sheets and Google Docs.

🏝️ Benefits

• Competitive compensation.

• Performance-based incentives.

• Employee share option plan (ESOP) with potential equity benefits.

• Opportunities for career advancement.

• Strong mentorship and leadership support.

• Professional development opportunities.

• Global recognition and association with a well-funded organization.