Job summary
On 1st February 2021 the Royal Brompton and Harefield Hospitals became part of Guy's and St Thomas' NHS Foundation Trust - a truly once-in a generation development. Together, we are taking our first steps towards our vision of creating a brand-new centre of excellence, which will be the global leader in the research into and treatment of heart and lung disease in patients from pre-birth to old age. We are developing some exciting plans and we want you to join us - so come and help to change the shape of healthcare for our heart and lung patients world-wide.
Guy's and St Thomas' is among the UK's busiest and most successful NHS Foundation Trusts. We provide a full range of hospital and community services for people in south London and as well as specialist care for patients from further afield including cancer, renal, orthopaedic, respiratory and cardiovascular services.
The Business Development Lead for the UK maternity cover is a senior role within the Private Patient and Specialist Healthcare services team. They will support the development of the private patient services and national outreach strategy for the Trust and oversee its implementation.
Main duties of the job
Main tasks and responsibilities
To develop a strategy plan to achieve the product line revenue plan for the UK markets and help building up the sales pipeline.
To identify the main service and clinical needs of referrers users of the hospital and develop an action plan to support these
Deliver UK and business development opportunities, prospecting for potential clients and partners, identify needs within those prospects and qualify the leads to the wider team - playing a key part in expertise from negotiation to delivery of contract.
Create and refine product/market/channel map across product and service lines for the UK market. Leverage these across all markets if appropriate.
Proactively seek areas of growth, opportunities and improvement within the private patient market.
Together with the Private Patient Management team maintain and revise core messaging, positioning and value proposition for UK market.
Responsible for the growth of new UK business initiatives ensuring appropriate resources allocation and dedication.
To develop an engagement strategy for working with GP and consultants and agree this with the Associate Director - Private Patients and Head of Marketing and Business Development
Responsible for the planning and execution of GP CPD events/seminars and marketing event as appropriate
About us
There is significant scope to increase the volume of activity of these specialties as well as many others.
To find out more about Guy's and St Thomas' Specialist Care please visitguysandstthomasspecialistcare.co.uk
All Trust employees benefit from:
- 27 days annual leave in addition to bank holidays
- NHS pension
- travel season ticket and staff loans
- local and national discounts
- salary sacrifice schemes
- education, training and development opportunities
- career guidance
- coaching and mentoring
- continuing professional development (CPD) support
- Equality, diversity and inclusion staff forums and networks
- and more.
Core behaviours for all Trust staff:
All staff will commit to:
- Act with honesty and integrity at all times
- Demonstrate respect for others and value diversity
- Focus on the patient and internal and external customer at all times
- Make an active contribution to developing the service
- Learn from and share experience and knowledge
- Keep others informed of issues of importance and relevance
- Consciously review mistakes and successes to improve performance
- Act as ambassadors for their directorate and the Trust
- Be aware of the impact of their own behaviour on others
- Be discreet and aware of issues requiring confidentiality
Job description
Job responsibilities
Patient/customer care (both direct and indirect)
- To be accountable to the Associate Director - Private Patients and Head of Marketing and Business Development for business opportunities and growth in the UK private healthcare.
- Ensure that referrers including GPs are aware of the structure and function of services in the hospital and how to facilitate the referral process
- Ensure that effective working practices and customer values are maintained, which enable the patients journey throughout the private patient episode to be smooth running and an experience matching the levels expected with the Private Patient business.
- Maintain good working relationships with key stakeholders e.g. GPs, Insurance companies, consultants, external organisations and act upon any concerns raised in an appropriate and timely manner.
- Own senior level relationships with key customers/prospects and personally lead and/or close key negotiations e.g. GPs, insurance companies, etc
- Accountable for ensuring consistent management of insurance contracts and related queries or issues, involving legal advisors as appropriate.
- Working with all relevant Trust departments to review and approve changes to contracts, comply with contract terms or to respond to issues raised by insurers.
- Support Finance team to undertake annual pricing uplift with all contracted insurers.
- To act as a point of contact for GPs and consultants for any issues not resolved by front line staff, with awareness of the high expectations and potential demands of fee-paying patients. To be aware of potential confrontational situations with potentially irate patients and referrers, and the ability to diffuse such situations in a sympathetic and understanding manner.
Business development
- Write, present, and implement of the annual Strategy for the Business Development function for the UK business and Far East markets.
- To promote the Private Patient Business and be aware of new marketing opportunities at all times within the national marketplace and be responsible for developing and managing these opportunities to delivery.
- Work with the to the Associate Director - Private Patients and Head of Marketing and Business Development to deliver the financial objectives through the development new sales or business development initiatives.
- Leverage referral channels alternatives (Private patient business and other web sites, Introducers etc.)
- Ensure regular communication with referral source e.g. GPs local organization, and external consultants take place.
- Liaise with government bodies, Chambers of Commerce and other international trade organisations to identify and respond to business opportunities
- Plan and coordinate visits to key countries, traveling with consultants to key countries to engage with new and existing contacts and follow up opportunities in those markets.
Project management
- Responsible for the planning, managing and overseeing to completion strategic Business Development projects within UK markets.
- Support networking between Consultants and referrers to foster a referral ecosystem between specialties which will include various event formats and collaborations.
- Adopt creative and innovative approaches for solving problems during the course of the project.
- Collate information to respond to opportunities and wrote proposals for various requests, briefs and tenders>
- Present on key RB&HH service offerings, tailoring this as relevant to the audience in question, whether UK or international.
Manage and lead GP liaison team
- To manage and lead the GP liaison team, who are to engage with local GP practices in agreed target areas with high potential to refer private patients and diagnostics.
- Oversee the establishment of, and routinely review, the target areas to be covered by the GP liaison officers
- Ensure the GP liaison officers undertake regular communication with referral source e.g. GPs local organization, and external consultants take place.
- Monitor engagement activity and outcomes of the GP liaison officer visits and activities
- Encourage strategic partnerships and collaborations in primary care
- Improve GP referral tracking within Compucare (for private practices) and liaise with finance to establish monthly reporting
- Oversee coordinated GP email communications are sent to the GP database
- Ensure that GPs are aware of the structure and function of services in the hospital and how to facilitate the referral process.
- Oversee the GP liaison team to deliver a structured programme of GP educational events (in various formats, including in person or online, as appropriate)
- Identify, develop and oversee the roll out of strategic GP campaign messaging
- Liaise with Marketing to develop GP marketing materials in line with the strategy and business objectives
- Responsibility for the management of expenses and mileage claims
Job description
Job responsibilities
Patient/customer care (both direct and indirect)
- To be accountable to the Associate Director - Private Patients and Head of Marketing and Business Development for business opportunities and growth in the UK private healthcare.
- Ensure that referrers including GPs are aware of the structure and function of services in the hospital and how to facilitate the referral process
- Ensure that effective working practices and customer values are maintained, which enable the patients journey throughout the private patient episode to be smooth running and an experience matching the levels expected with the Private Patient business.
- Maintain good working relationships with key stakeholders e.g. GPs, Insurance companies, consultants, external organisations and act upon any concerns raised in an appropriate and timely manner.
- Own senior level relationships with key customers/prospects and personally lead and/or close key negotiations e.g. GPs, insurance companies, etc
- Accountable for ensuring consistent management of insurance contracts and related queries or issues, involving legal advisors as appropriate.
- Working with all relevant Trust departments to review and approve changes to contracts, comply with contract terms or to respond to issues raised by insurers.
- Support Finance team to undertake annual pricing uplift with all contracted insurers.
- To act as a point of contact for GPs and consultants for any issues not resolved by front line staff, with awareness of the high expectations and potential demands of fee-paying patients. To be aware of potential confrontational situations with potentially irate patients and referrers, and the ability to diffuse such situations in a sympathetic and understanding manner.
Business development
- Write, present, and implement of the annual Strategy for the Business Development function for the UK business and Far East markets.
- To promote the Private Patient Business and be aware of new marketing opportunities at all times within the national marketplace and be responsible for developing and managing these opportunities to delivery.
- Work with the to the Associate Director - Private Patients and Head of Marketing and Business Development to deliver the financial objectives through the development new sales or business development initiatives.
- Leverage referral channels alternatives (Private patient business and other web sites, Introducers etc.)
- Ensure regular communication with referral source e.g. GPs local organization, and external consultants take place.
- Liaise with government bodies, Chambers of Commerce and other international trade organisations to identify and respond to business opportunities
- Plan and coordinate visits to key countries, traveling with consultants to key countries to engage with new and existing contacts and follow up opportunities in those markets.
Project management
- Responsible for the planning, managing and overseeing to completion strategic Business Development projects within UK markets.
- Support networking between Consultants and referrers to foster a referral ecosystem between specialties which will include various event formats and collaborations.
- Adopt creative and innovative approaches for solving problems during the course of the project.
- Collate information to respond to opportunities and wrote proposals for various requests, briefs and tenders>
- Present on key RB&HH service offerings, tailoring this as relevant to the audience in question, whether UK or international.
Manage and lead GP liaison team
- To manage and lead the GP liaison team, who are to engage with local GP practices in agreed target areas with high potential to refer private patients and diagnostics.
- Oversee the establishment of, and routinely review, the target areas to be covered by the GP liaison officers
- Ensure the GP liaison officers undertake regular communication with referral source e.g. GPs local organization, and external consultants take place.
- Monitor engagement activity and outcomes of the GP liaison officer visits and activities
- Encourage strategic partnerships and collaborations in primary care
- Improve GP referral tracking within Compucare (for private practices) and liaise with finance to establish monthly reporting
- Oversee coordinated GP email communications are sent to the GP database
- Ensure that GPs are aware of the structure and function of services in the hospital and how to facilitate the referral process.
- Oversee the GP liaison team to deliver a structured programme of GP educational events (in various formats, including in person or online, as appropriate)
- Identify, develop and oversee the roll out of strategic GP campaign messaging
- Liaise with Marketing to develop GP marketing materials in line with the strategy and business objectives
- Responsibility for the management of expenses and mileage claims
Person Specification
Personal qualities
Essential
- An experienced team player with the ability to work independently
- Ability to build and positively manage important relationships
- Ability to manage a team effectively
Desirable
- Ability to work cross-site and out-of hours if necessary
Skills and abilities
Essential
- Excellent ability to communicate effectively through listening, speaking and writing
- Excellent interpersonal skills, strong customer focus
- Ability to prioritise workload within a complex and shifting set of demands and pressures
Desirable
- A confident public speaker with significant experience of developing and delivering presentations to a variety of audiences
Education and qualifications
Essential
- Degree level education or equivalent
Desirable
- MBA degree
- Evidence of recent professional development which is orientated towards the development of commercial skills and /or significant experience in a business development role
Experience
Essential
- Understanding of private healthcare market and private funding mechanisms
- Key account management experience including stakeholder engagement
- A highly organised individual with excellent project management abilities, used to managing several projects concurrently, within a fluctuating and demanding workload
Desirable
- Good understanding of the NHS and the changing NHS and PP environment- either from working directly in healthcare or in a key account management/ commissioning/operational or marketing role.
- Experience working and negotiating with private medical insurance companies
- Understanding of clinical performance metrics
Person Specification
Personal qualities
Essential
- An experienced team player with the ability to work independently
- Ability to build and positively manage important relationships
- Ability to manage a team effectively
Desirable
- Ability to work cross-site and out-of hours if necessary
Skills and abilities
Essential
- Excellent ability to communicate effectively through listening, speaking and writing
- Excellent interpersonal skills, strong customer focus
- Ability to prioritise workload within a complex and shifting set of demands and pressures
Desirable
- A confident public speaker with significant experience of developing and delivering presentations to a variety of audiences
Education and qualifications
Essential
- Degree level education or equivalent
Desirable
- MBA degree
- Evidence of recent professional development which is orientated towards the development of commercial skills and /or significant experience in a business development role
Experience
Essential
- Understanding of private healthcare market and private funding mechanisms
- Key account management experience including stakeholder engagement
- A highly organised individual with excellent project management abilities, used to managing several projects concurrently, within a fluctuating and demanding workload
Desirable
- Good understanding of the NHS and the changing NHS and PP environment- either from working directly in healthcare or in a key account management/ commissioning/operational or marketing role.
- Experience working and negotiating with private medical insurance companies
- Understanding of clinical performance metrics
Disclosure and Barring Service Check
This post is subject to the Rehabilitation of Offenders Act (Exceptions Order) 1975 and as such it will be necessary for a submission for Disclosure to be made to the Disclosure and Barring Service (formerly known as CRB) to check for any previous criminal convictions.
Applications from job seekers who require current Skilled worker sponsorship to work in the UK are welcome and will be considered alongside all other applications. For further information visit the UK Visas and Immigration website (Opens in a new tab).
From 6 April 2017, skilled worker applicants, applying for entry clearance into the UK, have had to present a criminal record certificate from each country they have resided continuously or cumulatively for 12 months or more in the past 10 years. Adult dependants (over 18 years old) are also subject to this requirement. Guidance can be found here Criminal records checks for overseas applicants (Opens in a new tab).
Additional information
Disclosure and Barring Service Check
This post is subject to the Rehabilitation of Offenders Act (Exceptions Order) 1975 and as such it will be necessary for a submission for Disclosure to be made to the Disclosure and Barring Service (formerly known as CRB) to check for any previous criminal convictions.
Applications from job seekers who require current Skilled worker sponsorship to work in the UK are welcome and will be considered alongside all other applications. For further information visit the UK Visas and Immigration website (Opens in a new tab).
From 6 April 2017, skilled worker applicants, applying for entry clearance into the UK, have had to present a criminal record certificate from each country they have resided continuously or cumulatively for 12 months or more in the past 10 years. Adult dependants (over 18 years old) are also subject to this requirement. Guidance can be found here Criminal records checks for overseas applicants (Opens in a new tab).
