Commercial Director / Vice President – East Africa at Pula – Kenya, Tanzania, Uganda, Ethiopia – 2024

Commercial Director / Vice President – East Africa at Pula – Kenya, Tanzania, Uganda, Ethiopia – 2024

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• Position: Commercial Director / Vice President – East Africa
• Company: Pula
• Location: Kenya, Tanzania, Uganda, Ethiopia
• Type of Job: Full-Time
• Reporting to: Chief Executive Officer
• Application Deadline: Open Until Filled

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Join Pula: Leading the Future of Agriculture Insurance in East Africa

Are you an experienced Commercial Director or Vice President looking to make a significant impact in East Africa? Pula, a pioneering insuretech firm specializing in agriculture insurance, is seeking a dynamic leader to drive commercial growth across Kenya, Tanzania, Uganda, and Ethiopia. If you are passionate about empowering smallholder farmers and have a proven track record in B2G sales, we invite you to join our mission.

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About Pula

Pula is an innovative insuretech company that provides cutting-edge agriculture insurance solutions, focusing on index-based insurance. Backed by top-tier VC investors with over $25 million invested, we have insured 15.4 million smallholder farmers across 19 markets in Africa and Asia since 2015. By unlocking more than $2.22 billion in capital for climate risks, we’ve paid out $40.8 million to our client farmers, with 41% being women.

Our mission is to build systems that enable farmers worldwide to access insurance, helping them adapt to the impacts of climate change. We pride ourselves on a high-performance, multi-cultural team that values results, professionalism, and continuous learning.

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Key Responsibilities

1. Build and Lead a High-Performing Commercial Team

• Team Development: Mentor and develop Senior Commercial Managers and Commercial Managers, enhancing their commercial competencies and technical sales skills.
• Performance Excellence: Oversee team performance to meet and exceed ambitious targets, focusing on employee engagement and retention.
• Inspiration and Motivation: Foster a culture of ambition and dedication, encouraging teams to surpass Pula’s objectives.

2. Stakeholder and Deal Management

• High-Level Negotiation and Relationship Building: Cultivate and deepen relationships with high-level stakeholders, including government leaders, to support regional growth.
• Strategic Problem-Solving: Navigate obstacles by identifying creative solutions to progress deals in complex environments.
• Market Insight and Assessment: Quickly assess situations to identify core issues and opportunities within complex stakeholder landscapes.

3. System Building and Process Enhancement

• System Compliance: Ensure all commercial activities align with Pula’s systems and processes, reinforcing a structured approach.
• Knowledge Management: Oversee documentation and sharing of insights to contribute to Pula’s organizational intelligence.
• Portfolio Management: Manage regional portfolios systematically, establishing consistent territory management.

4. Strategic Innovation and Market Expansion

• Innovative Problem-Solving: Develop new strategies to address market challenges, enhancing Pula’s products and services.
• New Market Exploration: Lead expansion projects, piloting entry into new territories and sectors with a forward-thinking approach.

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Qualifications and Skills

Core Competencies

• Proven Leadership in B2G Sales: Minimum of 10 years leading commercial teams in B2G sales across multiple countries, selling complex and tailored solutions.
• Advanced Negotiation and Influence: Ability to build and maintain relationships with senior government officials and top-tier stakeholders.
• Strategic Problem-Solving: Skilled in analyzing high-stakes situations and guiding teams to successful deal closures.
• Systems Orientation: Commitment to building and implementing organizational processes aligned with company goals.
• Innovation and Growth Mindset: Creative thinker with a track record of pioneering new market entry strategies.

Behavioral Attributes

• Inspiring Leadership: Ability to foster a high-energy, growth-focused environment.
• Big-Picture Vision: Skilled at understanding market trends and stakeholder dynamics strategically.
• Accountable and Results-Oriented: High level of ownership with a disciplined, results-driven approach.
• Resilience and Tenacity: Relentless pursuit of goals with the ability to overcome setbacks.

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Company Culture and Values

At Pula, our culture is defined by our core values:

1. Obsessed with Results: We are responsible for our future and get things done.
2. Connect the Dots: We identify customer needs and build solutions that deliver value.
3. Can-Do Attitude: We dare to do things differently to make things work.
4. We Have Each Other’s Back: We support each other and share high-quality, timely feedback.

We are committed to creating an inclusive environment that celebrates diversity and is dedicated to the success of our employees and the smallholder farmers we serve.

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Apply Now for the Commercial Director / Vice President Position

Are you ready to lead Pula’s commercial growth in East Africa and make a tangible impact on the lives of millions of smallholder farmers? If you have the expertise and passion to drive change, we encourage you to apply now.

[Apply Now]

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What Pula Offers

• Growth Potential: Be part of a mission to enable farmers worldwide to access insurance using technology.
• Market Leader: Join a company that is the market leader in its category with 11 million farmers insured as of 2023.
• Solid Backing: Work with a company funded by leading venture capital investors and philanthropic institutions.
• Respected Brand: Be associated with a company recognized by the Singapore FinTech Festival, TED Talks, The New York Times, and The Economist.
• Impact and Creation: Take on a high-impact role with the opportunity to develop new strategies and ideas.
• Leadership: Engage with founders and a CEO who foster a culture of transparency, respect, high performance, and personal development.
• Purpose: Contribute to the financial stability of small farmers in emerging markets.
• Remuneration: Competitive base salary with commission on closed sales and an employee share option plan.

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How to Apply

Please fill out the application form below and upload your resume in English.

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Expert Tips to Be a Successful Applicant for the Commercial Director / Vice President Position

1. Highlight B2G Sales Experience
   • Detail your experience in B2G sales, especially in a multi-country context within East Africa.
   • Example Answer: “Led a team that secured government contracts in Kenya and Uganda, resulting in a 30% increase in regional revenue.”
2. Showcase Leadership Skills
   • Emphasize your ability to build and lead high-performing teams.
   • Example Answer: “Mentored a team of 15 sales managers, improving performance by 25% through targeted training programs.”
3. Demonstrate Strategic Problem-Solving
   • Provide examples of how you’ve navigated complex stakeholder environments.
   • Example Answer: “Implemented a new stakeholder management system that reduced deal closure time by 20%.”
4. Emphasize Innovation and Growth Mindset
   • Discuss any new market entry strategies you’ve pioneered.
   • Example Answer: “Launched a successful product in Tanzania, capturing 15% market share within the first year.”
5. Highlight Systems Orientation
   • Illustrate your commitment to building and refining organizational processes.
   • Example Answer: “Developed a sales tracking system that improved data accuracy and forecasting.”
6. Provide Evidence of Advanced Negotiation Skills
   • Share instances where you’ve influenced senior government officials.
   • Example Answer: “Negotiated a $5 million deal with the Ethiopian government, enhancing our market presence.”
7. Exhibit Cultural Awareness
   • Show your ability to work in a multi-cultural team and diverse markets.
   • Example Answer: “Collaborated with cross-functional teams across Kenya, Uganda, and Ethiopia to align regional strategies.”
8. Align with Pula’s Values
   • Reflect on how your personal values align with Pula’s culture.
   • Example Answer: “Believe in connecting the dots by continuously identifying customer needs to deliver value.”
9. Prepare for the ATS System
   • Use keywords from the job description throughout your resume and cover letter.
   • Tip: Include terms like “Commercial Director,” “B2G sales,” “East Africa,” “agriculture insurance,” and “leadership.”
10. Demonstrate Impact on Smallholder Farmers
    • Share any experience that shows your commitment to improving livelihoods.
    • Example Answer: “Led initiatives that increased smallholder farmer incomes by 15% through innovative financing solutions.”

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Equal Opportunity Statement

We are an equal opportunity employer and are committed to attracting and retaining the best employees from all backgrounds. Only shortlisted applicants will be contacted.