Manager/Senior Manager/Director – Commercial Sales (B2B & B2G) at Pula Tanzania

What you will be doing
Sales & Business Development

• Commercial Objective Key Results: Defining Commercial Objective Key Results in your region and ownership of the results.
• Sales Plan Execution: Research, prepare, and execute a sales plan
  focused on delivering new and recurring revenues through partnerships
  with agro-input companies and the public sector.
• Pipeline
  Development: Develop pipeline and continuously mature & and qualify
  opportunities in order to increase Pula’s market share and to enable
  achievement of sales target.
• Lead Generation: Generating and
  qualifying new leads and using different approaches to penetrate
  prospective clients in your region.
• Sales Process Management: Progress prospects through a defined sales process to eventual contracting and implementation.
• Revenue Targets: Take ownership of the company’s revenue targets and
  formulate strategies to achieve and exceed them. This includes setting
  clear sales goals, creating sales plans, and monitoring progress
  regularly.

Expanding your networks, influencing and Pula’s positioning in the region

• Relationship
  Building (B2B & B2G): Constantly building deeply entrenched
  relationships(B2B & B2G) that will enable one to understand client
  needs, gather market intelligence, and build a credible pipeline of
  opportunities.
• Value Proposition Communication: Effectively communicate value propositions through presentations and proposal
• Spokesperson: Act as the Pula spokesperson in the region.
• Identify Pula’s USP: Using knowledge of the market and competitors in
  the regions, identify and develop the company’s unique selling
  propositions and differentiators.

Customer Relationship Management

• Client Relationship Management: Manage and nurture existing client
  relationships across a wide range of stakeholders including commodity
  associations, farmers’ aggregators, insurers, and government and private
  companies.
• Customer Handover: Manage the handover of new customers to the operations team for the implementation of the solution.

For Success: Technical Must-Haves

• A
  proven track record of high value sales: A minimum of 8 – 12 years of
  core selling experience as a hunter with extraordinary capability across
  B2B & B2G clients across the region . eTezDSM DmwvJZ
• Minimum of 5 years selling to the public sector: You must have a proven
  track record of at least 4 – 5 years in sales to the public sector
  (B2G).
• Robust list of networks and relationships with key
  decision-makers and champions in the public sector: You should possess
  an extensive and influential network of relationships with key
  decision-makers and champions in the public sector.
• Experience
  motivating a government budget: You should have experience in
  influencing and motivating government budgets to support your
  initiatives.
• A driven go-getter who never gives up: We are
  seeking a highly motivated individual who relentlessly pursues
  opportunities and is not deterred by challenges. You must be willing to
  knock on any door to achieve your objectives.
• Series of
  successes closing high-value government deals: You should have a track
  record of successfully closing high-value government deals.

Nice-to-Haves

• Experience selling a new solution: It would be advantageous if you have experience in selling innovative solutions.
• Someone who has tried to start their own business venture: Having
  entrepreneurial experience and understanding the challenges of starting a
  business venture is a plus.

Behavioral Must-Haves

• Gravitas: Charming. Has a confident, comfortable presence. Can sit
  across from a PS or minister and hold his own and pitch without
  assistance.
• Street Smart: Can understand and map the
  stakeholders, identify and test champions, structure the deal, problem
  solve, and find another way when the deal gets stuck
• Communication: Can confidently convert information internally and
  externally adjusting quickly between written and verbal communication as
  situations call for it. Follows through on action points from
  conversations and can succinctly summarize the progress required to
  progress a sale.
• Persistence & Intensity: Hungry to close
  deals, has a point to prove and looks to prove that point at Pula.
  Builds their profile and therefore reputation around Pula and the Pula
  products. They do not want to fail therefore will do whatever it takes
  for Pula to succeed.
• Ownership: Capability to own and deliver sales targets end-end as an individual contributor.

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What Pula will bring to the table

• Growth potential: With an untapped market of 1.5 billion smallholders
  worldwide, on track to doubling the number of farmers insured in 2021
  and Pula’s global leadership in Agriculture Insurance, our new staffers
  have a tremendous upside growth potential.
• Market Leader: Not
  only is the opportunity massive, but Pula is by far the market leader in
  it’s category with 11m farmers insured as of 2023.
• Solid: Pula
  has been funded by leading venture capital investors (Omidyar Network,
  ACCION, MercyCorps) and global philanthropic institutions (MasterCard
  Foundation, CGAP/World Bank as well as the Bill and Melinda Gates
  Foundation). Pula closed a $6m series A funding in December 2020 in the
  right in the middle of the pandemic a clear testimony of the opportunity
  that Pula is going after.
• Respected: Winner of the Singapore
  FinTech Festival 2019, Winner of The InsureTech of the Award, Africa.
  Featured on TED talks, The New York Times, The Economist.
• Impact and creation: This is a high-impact role, that offers a unique
  opportunity to bring the company to the next level, whilst developing
  new strategies, approaches and ideas.
• Leadership: The founders
  & CEO foster a culture of transparency, respect, high performance,
  pragmatism, execution and personal development.
• Purpose: It is
  rare to find a professional opportunity that offers accelerated
  professional development and a life purpose. Pula is going through a
  second phase of accelerated growth that will naturally provide
  professional development, whilst contributing to the financial stability
  of small farmers in the emerging markets.
• Remuneration:
  Competitive base salary accordingly with seniority and experience,
  commission on closed sales and an employee share option plan that offers
  an attractive equity upside.

To learn more about Pula you can visit

• TED Talk: Crop Insurance, an Idea Worth Seeding
• New York Times: He Grew up on a Farm. Now, He Helps Protect Them
• The Economist: The Poor, Who Most Need Insurance, Are Least Likely to Have It

How to apply
Fill out the form below, and upload a resume in English.
Our process: Stage 1 The Culture Interview:
Your
complete applications will be reviewed and those shortlisted will be
invited for a culture interview to understand if you have Pula DNA

Stage 2 The Technical Interview:
Those
that pass the culture interview will be invited to complete an
assignment that will give you a good sense of what working at Pula is
like. This way you will get to know if you like the job, and we get to
know you. Those with completed assignments will be invited for a
technical interview with the hiring manager.

Stage 3 The Panel Interview:
Those
that pass the technical interview will be interviewed by a panel of
future colleagues who you will be working with at Pula so you can get to
know your new colleagues and they can get to know you.

Stage 4 The Reference Check: as described ?
Stage 5 Offer: If you have gotten this far, you may pat yourself on the back- as you’ll receive an offer!

Pula’s
mission is to provide farmer resilience. To achieve this, we put our
small holder farmers that use our services and the employees that
provide them at the heart of everything we do. For that purpose, Pula
was created to be an equal opportunity employer that celebrates
diversity and is committed to creating an inclusive environment for all
employees.