• Team Development: Mentor and develop Senior Commercial Managers and Commercial Managers, fostering strong commercial competencies and advancing their technical sales toolkit.
• Performance Excellence: Oversee team performance to meet and exceed targets, with a focus on employee engagement, retention, and internal promotions.
• Inspiration and Motivation: Cultivate a culture of ambition and dedication, encouraging teams to go above and beyond in achieving Pula’s objectives.

Stakeholder and Deal Management (30%)

• High-Level Negotiation and Relationship Building: Maintain and deepen relationships with high-level stakeholders, including government leaders, to support regional growth and market positioning.
• Strategic Problem-Solving: Help teams navigate obstacles by seeing the broader picture and identifying creative ways to progress deals.
• Market Insight and Assessment: Quickly assess situations, identifying core issues and opportunities within complex stakeholder environments.

System Building and Process Enhancement (10%)

• System Compliance: Ensure that all commercial activities align with Pula’s established systems and processes, reinforcing a structured approach to commercial execution.
• Knowledge Management: Oversee the documentation and sharing of insights, ensuring that commercial learnings and knowledge contribute to Pula’s organizational intelligence.
• Portfolio Management: Systematically manage regional portfolios, establishing a consistent approach to territory management and growth.

Strategic Innovation and Market Expansion (10%)

• Innovative Problem-Solving: Develop new strategies to address market challenges, continuously exploring creative ways to enhance Pula’s product and service offerings.
• New Market Exploration: Lead small expansion projects, piloting entry into new territories and sectors with an innovative, forward-thinking approach.

What makes a successful Pula Commercial Director?

Core Competencies

• Proven Leadership in B2G Sales: 10+ years of experience leading commercial teams in B2G sales in a multi-country context, selling complex and tailored solutions
• Advanced Negotiation and Influence: Ability to build and maintain high-level relationships and navigate complex negotiations with senior government officials and other top-tier stakeholders.
• Strategic Problem-Solving: Skilled at analyzing high-stakes situations and proposing actionable solutions, guiding teams to successful deal closures.
• Systems Orientation: Strong commitment to building, refining, and implementing organizational processes that align with company goals.
• Innovation and Growth Mindset: A creative thinker with a track record of pioneering new market entry strategies and successfully launching new products or services.

Behavioral Attributes

• Inspiring Leadership: Ability to foster a high-energy, growth-focused environment where teams are motivated to surpass goals.
• Big-Picture Vision: Skilled at viewing issues strategically, enabling a broad understanding of market trends and stakeholder dynamics.
• Accountable and Results-Oriented: High level of ownership, delivering on ambitious goals through a disciplined, results-driven approach.