Commercial Lead: Personal Health Pathways

Business Unit: Discovery Health

Function: Strategy

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 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 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/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.