Commercial Manager - Agricultural Insurance

About the role

Pula is looking for a Commercial Manager based in Nairobi to evangelize agricultural insurance solutions to governments and development agencies and drive mission-aligned sales targets. The role requires proven experience navigating government structures and selling to public institutions, with a track record of meeting sales quotas. It is a full-time management position.

Key responsibilities

• Build deep relationships with governments, development agencies, insurers, financial institutions, agribusinesses and other stakeholders, and act as Pula's spokesperson in the region
• Define regional commercial objectives and key results, and own the results
• Research, prepare and execute a sales plan focused on new and recurring revenue through partnerships with agro-input companies, the public sector and development organizations
• Generate and qualify leads, progress prospects through a defined sales process to contracting and implementation, and manage the handover of new customers to the operations team
• Nurture existing client relationships and represent Pula in the market, gathering competitive intelligence and strengthening its brand
• Set and monitor regional commercial objectives and KPIs, maintain CRM accuracy, analyze market and sales data, forecast opportunities and report regularly on performance

Required profile

• Demonstrable sales experience to development agencies, governments and/or financial institutions, with success against sales quota targets
• Experience working with development agencies and government officials at all levels
• Ability to deal with C-suite executives, with excellent communication, presentation, integrity and professionalism
• Self-directed, results-oriented, able to work alone or in a team, and willing to expand technical and product knowledge
• Interest in digital public infrastructure for farmers (farmer registries, digital identity, data platforms)
• Agriculture sales or insurance experience is an advantage

Required skills

• Sales CRM platforms
• Google Drive apps such as Google Sheets and Google Docs
• Use of data and KPIs for management decisions

The role is split between business development and revenue growth (40%), strategic relationship management (25%), market development and positioning (15%), customer success and delivery support (10%) and commercial planning and performance management (10%). Applications are made through the recruiter Corporate Staffing Services.