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Commercial Lead : Personal Health Pathways
Business Unit : Discovery Health
Date : 10 Oct 2025
Discovery – Health
Commercial Lead : Personal Health Pathways
About Discovery
Discovery’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 l ead 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 :
- 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 schemesDevelop new markets, including insurers, employers, and other potential clients.Develop business case for each potential clientDevelop executive-level proposal for each potential clientNegotiate and structure commercial termsConclude commercial and legal contracts, including commercial terms, service level agreements and key performance indicatorsProduct & 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 clientTranslate market feedback into commercial requirements for product development.Manage commercial terms for roll out of product upgradesPerformance & 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 periodProvide 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 outcomes.Comfortable 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 / accountingMBA or equivalent advantageousEvidence of owning multi‑million‑rand pricing models.Must‑have
Knowledge of Personal Health Pathways.7+ years’ experience in commercial management, business development or product managementProven track record of developing and executing commercial strategies in digital products or health insuranceAdvanced skills in building and maintaining financial and commercial pricing modelsExcellent presentation, negotiation and partnership management skillsAbility to translate data and insights into actionable commercial decisionsExperience concluding commercial agreements with legal support.Nice‑to‑have
Exposure to regulated environments (health / insurance / financial services)Exposure to B2B and B2C commercial environmentsExample deliverables / artifacts you will produce
Commercial playbookROI and business casesCommercial packsExecutive and client decksReports on performanceP&LsRoadmapsEMPLOYMENT 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.
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