Commercial Lead : Personal Health Pathways

Discovery Ltd.; Gauteng; On-site; ZAR 1 000 000 - 1 500 000; Full time

Job summary

A healthcare innovation company in South Africa is looking for a Commercial Lead for Personal Health Pathways. The successful candidate will lead the commercial strategy, monetization, and market development for health pathways. A bachelor's degree and 7+ years in commercial management are required, along with excellent negotiation and communication skills. This role involves substantial partnership development and requires a strong entrepreneurial mindset. Join a dynamic environment committed to transformative healthcare solutions.

Qualifications

• 7+ years' experience in commercial management, business development or product management.
• Proven track record of developing and executing commercial strategies.
• Ability to translate market feedback into commercial requirements.

Responsibilities

• Lead the commercial strategy for Personal Health Pathways.
• Define and execute pricing strategies and partnerships.
• Drive partnerships and develop new markets.

Skills

Commercial management

Product management

Financial & commercial pricing models

Negotiation skills

Data analysis

Education

Bachelor's degree in finance / actuarial science / accounting

MBA or equivalent

Job description

Business Unit: Discovery Health Function: Strategy Date: 10 Oct

• Discovery – HealthCommercial Lead : Personal Health PathwaysAbout DiscoveryDiscovery's core purpose is to make people healthier and to enhance and protect their lives.

We seek out and invest in exceptional individuals who understand and support our core purpose, and whose own values align with those of Discovery.

Our fast‑paced and dynamic environment enables smart, self‑driven people to be their best.

As global thought leaders, Discovery is passionate about innovating in order to not only achieve financial success, but to ignite positive and meaningful change within our society.

About the Strategic Innovations team in the Research & Development (R&D) Lab The R&D Lab was established to accelerate product and strategy innovation across Discovery.

It serves as a Discovery Health hub for idea generation, concept development, and the launch of new initiatives that drive growth, shared value and positive societal impact.

The Strategic Innovations team is responsible for the product design and development of Personal Health Pathways, powered by Vitality AI, which is transforming healthcare by enabling highly personalised, data‑driven journeys that empower people to make healthier choices and improve outcomes at scale.

Key Purpose

The Commercial Lead : Personal Health Pathways will lead the commercial strategy, monetisation and market growth of Personal Health Pathways (PHP) for clients of Discovery Health (Pty) Ltd in South Africa. This role will ensure that PHP delivers valuable financial outcomes for Discovery Health and meaningful health outcomes for clients.

Lead the end‑to‑end deal process, from building models, defining the business case and calculating pricing through contracting and post‑go‑live performance monitoring and evaluation, working closely with Contracting, PHP Business and Product, Data / Actuarial, Finance, Legal / Contracts, Sales / Distribution incl Technical Marketing, Health Exco and Head of In‑house.

Principal accountabilities

Areas of responsibility may include but not limited to :

Commercial Strategy & Monetisation

Define and execute the commercial model for Personal Health Pathways.

Develop pricing strategies, partnerships, and incentive structures to build sustainable revenue streams and engagement.

Build and maintain commercial pricing models, including client ROI models.

Develop and maintain PHP monetisation playbook.

Market Development & Partnerships

Drive partnerships with restricted medical schemes.

Develop new markets, including insurers, employers, and other potential clients.

Develop business case for each potential client.

Develop executive‑level proposal for each potential client.

Negotiate and structure commercial terms.

Conclude commercial and legal contracts, including commercial terms, service level agreements and key performance indicators.

Manage contract renewals.

Product & Business Integration

Work closely with product, data science, systems and marketing teams to align commercial strategy with user experience and health outcomes.

Define and track contracted deliverables and outcomes to ensure value is realised for DH and client.

Translate market feedback into commercial requirements for product development.

Manage commercial terms for roll out of product upgrades.

Performance & Reporting

Establish and own KPIs and OKRs including revenue, profitability, client adoption, and retention.

Monetisation proposal launched internally.

Build and convert pipeline of opportunities for rolling 12‑month period.

Provide regular reporting and insights to Health Exco and gain their buy‑in.

Leadership & Influence

Act as the commercial champion for Personal Health Pathways across the business.

Collaborate with cross‑functional teams to ensure seamless delivery of the commercial strategy.

Personal Attributes and Skills

Entrepreneurial mindset with a passion for digital health innovation.

Strategic thinker with hands‑on execution ability.

Strong communicator with the ability to influence senior stakeholders.

Client-focused, with a deep interest in improving health outcomesfortable working in ambiguous, complex and changing environments.

Passionate about designing solutions that truly benefit members, with a focus on quality and impact.

High energy, resilient, and committed to delivering excellent outcomes in a fast‑paced environment.

Skills and Experience Qualifications

Bachelor's degree and relevant post‑graduate qualification in finance / actuarial science / accounting

MBA or equivalent advantageous

Evidence of owning multi‑million‑rand pricing models.

Must‑have

Knowledge of Personal Health Pathways.

7+ years' experience in commercial management, business development or product management

Proven track record of developing and executing commercial strategies in digital products or health insurance

Advanced skills in building and maintaining financial and commercial pricing models

Excellent presentation, negotiation and partnership management skills

Ability to translate data and insights into actionable commercial decisions

Experience concluding commercial agreements with legal support.

Nice‑to‑have

Exposure to regulated environments (health / insurance / financial services)

Exposure to B2B and B2C commercial environments

Example deliverables / artifacts you will produce

Comprehensive pricing models

Commercial playbook

ROI and business cases

Commercial packs

Executive and client decks

Reports on performance P&Ls

Roadmaps

EMPLOYMENT EQUITY

The Company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process.

As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.