Download key performance objectives

JOB DESCRIPTION
POSITION:
COMMERCIAL DIRECTOR
WORK STATION:
HEAD OFFICE, NAIROBI
REPORTING TO:
CHIEF EXECUTIVE OFFICER (CEO)
DIRECTLY SUPERVISES:
PRODUCT MANAGER, MARKETING MANAGER, SALES
MANAGER
SALARY:
COMPETITIVE PACKAGE
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ABOUT CAREPAY
CarePay Ltd (“CarePay”) is a young and fast growing company with the ambition and ability to
transform the healthcare sector in Africa through cloud based- and mobile technology. We are a
mobile health exchange where digital payment streams and information are connected to medical
data, thus improving quality of care, reducing cost of care and creating transparency and
accountability. Our platform is currently being used by over 200,000 users and is being installed at
more than a 1000 healthcare providers throughout Kenya, and through it people are able to transfer,
receive and pay with health related funds and benefits on their mobile phone.
Our mission is to Connect Everyone, Everywhere to Better Healthcare, We make our mission come
alive through close partnerships with well-known companies such as Vodafone and Safaricom
(Kenya’s largest mobile network operator and the company behind the world’s most successful mobile
payment platform: M-PESA), and with some of the largest and most successful pharmaceutical
companies in the world. We have strong financial backing from both private equity and a well-known
Kenyan foundation, and are looking for colleagues who are among the best of the best to make our
ambition come alive. Do you have it in you to make African healthcare leapfrog into the future?
MAIN PURPOSE OF JOB:
The Commercial Director will report directly to the Chief Executive Officer (CEO) and will focus on the
integrated commercial success of CarePay. With CarePay being a young company, closing deals with
customers requires an incredible amount of energy, creativity, and persistence to succeed, as there is
no longstanding corporate reputation to build on. This means our ideal Commercial Director needs to
be both smart and hands-on, and able to hold his/her own in a Board room setting as well roll up the
sleeves with our teams in the field and in the office to close the deal. And as our services and
technology are very complex and state of the art, the Commercial Director should be able to translate
all that complexity into a very simple and easy to understand proposition that customers understand
and want.
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The Commercial Director will have a curiosity to understand customers’ needs and provide crucial
inputs for product development while leading sales & marketing. The Commercial Director likes to work
in an innovative and entrepreneurial environment where he/ she can directly contribute to the company
success by ensuring good ideas are turned into marketable products as soon as possible. The
Commercial Director will engage with local and international customers, strategic partners and
suppliers at the highest level to ensure CarePay’s commercial success.
DUTIES AND RESPONSIBILITIES:
1. Planning and Business Strategy
 Develop strategic direction and plans for the company with regards to all commercial functions
including sales, marketing, business development and communication. Develop long-term
plans and budgets for the department and its activities, monitor progress, ensure adherence
and evaluate performance. Ensure systems and procedures necessary to the smooth
operation of the department.
2. Business Development
 Develop a strategy and provide leadership for business development opportunities.
 Originate and manage business development opportunities that are consistent with the
company’s strategy for revenue growth.
 Identify opportunities for innovation and market disruption
 Maintain healthy relationships with existing customers and partners
 Develop and create new business relationships with primarily corporate institutions and
insurance companies, and secondarily with hospitals and medical professional institutions.
3. Leadership
 Create and lead the sales, marketing and product management team by setting priorities on
business development activities to pursue.
 Develop collaborative working relationships and mentor/ coach your team members.
 Line management of the sales, marketing and product management staff members.
 Maintain a climate that attracts, retains and motivates a top quality team. Recruit, train,
appraise, supervise, support, develop, promote and guide qualified personnel.
 Responsible for the achievement of the departments KPIs
 As part of the executive team, drive the mission, vision, values and culture of the company.
4. Partnerships
 Develop strategic partnerships with telecommunication, insurance, banking, pharmaceutical,
medical, and IT companies.
5. Marketing and Sales
 Develop and implement the company’s marketing & sales strategy across key
market segments to ensure that the company identifies and optimizes a clear path
to aggressive growth.
 Ensure good brand recognition and reputation for CarePay’s corporate brand as well as its
consumer brands such as M-TIBA.
 Identify and lead sales channels to meet and exceed revenue targets.
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Manage sales pipeline to ensure targeted sales objectives are met.
Follow up on sales achievements and report to the CEO on a regular basis
KEY PERFORMANCE MEASURES:
1. Topline revenue growth
2. Bottomline profit growth
3. Number of retail and institutional clients on the CarePay platform
4. Number of partners working with CarePay
5. Customer satisfaction
EDUCATIONAL QUALIFICATIONS, KNOWLEDGE & EXPERIENCE:
 Masters degree qualifications in commerce, Business Administration, at top-tier institution.
 Demonstrated skills, knowledge and experience in the closing of significant business deals
 Demonstrated skills, knowledge and experience in design and execution of business plans
 At least 7-10 years of experience in an overall commercial/business function having held
executive roles in top-tier organizations.
 Consistent proven top performer in all previous engagements
 Commercial experience in a services / technology industry is highly valued
 Experience in all facets of selling lifecycle including business development, sales, marketing,
product management, and channel development.
 Experienced at representing the commercial function at senior management team meetings and
Board meetings, as well as being an active contributor to such forums
 Proven experience in for profit sector is a must. Experience in the not for profit sector is a plus.
 Experience in the healthcare, health insurance and / or mobile money sector is a plus
 Experienced at leading and managing teams, with general management experience as a plus
KEY SKILLS AND COMPETENCIES:
 Highly contagious energy & drive to go out to clients, improve products and close deals,
 Self starter
 Entrepreneurial
 Outstanding sales and marketing skills.
 Ability to represent CarePay humbly yet strong in the most diverse conditions: in a 1 on 1
meeting with a slum dweller, on a stage in front of 500 people, and in a Boardroom setting
 Excellent analytical, logical and problem solving skills
 Good strategic and business planning skills
 Develop and leverage personal networks
 Excellent oral and written communication skills
 Demonstrated strong leadership ability, team management, and interpersonal skills
 Ability to adapt or change to new situations and handle high levels of uncertainty
 Ability to work with cross cultural and diverse teams
 A commitment to CarePay’s mission of “Connecting Everyone, Everywhere to Better Healthcare”
and its core values of Integrity, Passion, Care, and Innovation.
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