Head of Business Development

Job summary

Are you an experienced bidspecialist with a project management backgroundlooking for your next challenge?

Primary Care Sheffield is in search of a leading Head of BusinessDevelopment to contribute and support the creation and submission ofbids & proposals and to support the business planning and contractmonitoring for the organisation.

Your contribution will help our ever-expanding company achieve upcoming targets for new business growth,along with retention/ renewal of existing service contracts.

Your role will include writing and editing responses, projectmanagement of bids, working closely with operational colleagues to agreebid material as well as undertake market intelligence of localhealth economies and competitors. You will use a variety ofmethodologies to scan for new opportunities, which may be drawn from existingPrimary Care Sheffield services or new service areas.

You will need to rely on your attention to detail toensure adherence to tender instructions for submissions, as wellas expert communication skills to advise others of requirements. We operate a hybrid model of working across home and our Primary Care Sheffieldheadquarters.

For more information, please contact Lynsey Hughes on

Main duties of the job

Establish and lead an engaging approach tocommercial and business development activity that results in a robust businessdevelopment plan for the organisation that maximises income streams

To work closely with the organisation duringbusiness planning processes to ensure all business development opportunitiesare identified and have clear measures of success.

Bring capacity and expertise to lead on bid opportunities;devise an approach to supporting Directorate teams when responding to these acrossthe organisation and its subsidiaries

Responsible for policy development and policy implementationto support effective and directed business development activities that cover incomeactivities

Attend Contract Review Group and supportContract Management Board, ensuring effective contract management andnegotiation

Working with the Business Intelligence team, developa strong approach to business analysis that underpins the organisationsbusiness plan and create operational frameworks for delivery where there are anumber of complicated aspects to take into account, which do not have obvious solutions. These include:

o Analysis to understand the market landscape, whereopportunities may exist and maintain knowledge of new opportunities throughsofter intelligence gathering

o Horizon scanning for tender and grantopportunities

o Analysis and identification of services wherethe PCS has business development income streams to improve their profitability

About us

Primary Care Sheffield has a vision to be a provider ofWorld Class Primary Care. We are passionate about people and committed toproviding our patients the best possible care available.

To achieve this wehave built, and continue to build a high functioning, highly talented team withthe skills and capability to develop and innovate the services we provide.

Ourbreadth of expertise spans surgery, diagnostics, general practice, asylumseekers, physiotherapy, sexual health, mental health and urgent care, with anunrivalled range of different services provided across the country. Were proudto be at the forefront of developing new and exciting ways to support thenations health too, with national recognition for our approach to mentalhealth innovation and to taking action to reduce health inequalities; helpingpatients to maximise their wellbeing and live life to the full.

Primary Care Sheffield works to a strong set of values, putting people at theheart of everything we do. To work for us you have more than just a job, youare driven by a passion for care and by working as part of a strong and dynamicteam. We work with you to help you grow in your role and take your careerin the direction you want to go. We will help you be the best you can be.

Job description

Job responsibilities

JOB DETAILS

Job Title: Head of Business Development

Directorate: Operations

Responsible to: Director of Operations

Reports to: Director of Operations

2 JOB PURPOSE

A key management role providing dedicated management capability within the Strategy and Planning function that focuses on business developments within PCS that relate to income streams.

To act as a source of expertise in relation to business development where required, securing additional advice or capacity in relation to any commercial opportunities or service developments.

The postholder will have specific responsibility for key projects and work streams and will oversee the delivery of a business development plan in the organisation that not only maximises additional income but also supports delivery and development of PCS strategies and associated priorities.

3 ROLE OF THE DEPARTMENT

To oversee the on-going delivery of the PCS Growth Strategy, ensuring that it is fit for purpose and is embedded in the organisations planning and delivery processes.

To develop, oversee and implement a robust business planning process across the entire organisation that appropriately aligns national policy, commissioner intentions, PCS strategy and priorities.

Develop an approach to relationship management and partnerships with commissioners and other health care providers.

To lead the organisations approach to the delivery of sustainability with regards to both environmental and social matters.

To lead the process of negotiating any legally binding contracts relevant to the business development and commercial development opportunities

To establish a mechanism for monitoring provision of services required by the LBC, and to initiate corrective action through the Director of Operations where the agreed level of service or activity levels are such as to challenge the basis of the contract.

Working with the Director or Operations, support commissioning of a range of services on behalf of PCS, from other providers both NHS and Independent, where these contribute to the provision of care and treatment by PCS.

To translate significant service development proposals into considered and deliverable investment solutions.

To work with the Finance and Operations teams to ensure that services provided by PCS are efficient and effective in their use of the resources and that investment decisions improve the overall efficiency of the organisation.

To represent PCS professionally and effectively, as circumstances require, and as far as the remit of the Directorate is appropriate with the commissioners and other Providers, the Department of Health and other Government departments or agencies including Sheffield City Council.

To contribute to activities arising from partnerships across a range of agencies including the Universities in Sheffield and the South Yorkshire Integrated Care Board.

5 MAIN DUTIES AND RESPONSIBILITIES

BUSINESS DEVELOPMENT

Establish and lead an engaging approach to commercial and business development activity that results in a robust business development plan for the organisation that maximises income streams.

Target and acquire clients across both the private and public sectors, tailoring approaches to meet specific needs.

Keep abreast of industry trends and competitor movements.

Director of Operations

Take ownership of managing delivery of the commercial strategy, focusing on achieving business objectives, revenue growth, and market expansion.

To work closely with the organisation during business planning processes to ensure all business development opportunities are identified and have clear measures of success.

Bring capacity and expertise to lead on bid opportunities; devise an approach to supporting Directorate teams when responding to these across the organisation and its subsidiaries

Responsible for policy development and policy implementation to support effective and directed business development activities that cover income activities

Working with the Business Intelligence team, develop a strong approach to business analysis that underpins the organisations business plan and create operational frameworks for delivery where there are a number of complicated aspects to take into account, which do not have obvious solutions. These include

Analysis to understand the market landscape, where opportunities may exist and maintain knowledge of new opportunities through softer intelligence gathering

Horizon scanning for tender and grant opportunities

Analysis and identification of services where the PCS has business development income streams to improve their profitability

Lead the development of business cases where investment is needed to maximise the opportunity, presenting these internally and externally as required to secure investment.

Identify the need for specific marketing material in collaboration with the Communications Team and select target organisations to present this to in support of business development activities and that which provides a focus on relationship management and develop the organisations approach.

Develop partnerships or alliances with other public or private sector organisations to successfully take forward business developments, reinforce PCSs position as an anchor institution

Line manage and contribute to the development of staff within the team through effective team appraisal and personal development planning

Ensure a regular audit of business development practice across the organisation takes place and continuous improvement is made

Provision of regular reports to the Executive Team, Board and relevant organisational stakeholders on progress in business development activities.

Work independently under the general guidance of the Director of Operations on selected time-limited projects that includes Directorate wide responsibilities relating to business planning, capital and sustainability as well as contributing to the implementation of PCS policies and standards in these areas.

6 FINANCIAL MANAGEMENT RESPONSIBILITIES ,including estimated size of budget

Influence upon the entire organisations budget, direct influence on commercial income and responsibility for establishing budgets for new and existing business opportunities

Responsibility for the successful generation of income targets as part of the Business Development Plan

7

HUMAN RESOURCES MANAGEMENT RESPONSIBILITIES

Be a role model of the PCS Values

Ambitious, Innovative, Person-Centred, Empowering and Open

Key influencing and negotiating skills with other senior managers and clinical leads not directly managed by the job holder, including the Operations director, in the shaping and embedding of commercial awareness, skills and delivery.

Manage other senior managers and staff across all Directorates on a project basis as required.

Establish and direct teams for agreed business development projects

Contribute to the development of staff within the team through effective team appraisal and personal development planning

To lead on recruitment, first line management of grievance and disciplinary matters for direct reports

Person Specification

Qualifications

Essential

Degree level educations in a Commercial or Business subject (or equivalent) Evidence of continued professional development within business development since completing formal qualification

Desirable

Prince 2 Project Management

Skills and Aptitude

Essential

Ability to engage, influence, persuade and negotiate at all levels Facilitation skills, in particular the ability to work closely with people from a variety of backgrounds/professions Communicate succinctly, both verbal and written, using appropriate media and styles as appropriate to the audience Excellent writing ability to be applied to preparing tender responses. Problem solving and conflict resolution High levels of computer literacy including Microsoft Project, Excel, Word and PowerPoint with the ability to create, understand and manipulate spreadsheets Confidence and credibility as a professional with the ability to build trust and respect. Able to work under pressure and to clear deadlines ensuring high standards of work are produced. Financial awareness fundamentals of the cost profile for service area, to build the service financial model Works as part of a team and contributes a positive, supportive approach Ability to travel independently Ability to work autonomously and on own initiative

Experience

Essential

Demonstrates experience in a commercial development and marketing role at a senior level with a proven track record of successfully identifying and winning new business opportunities Experience of business development within Health or aligned market sector Writing and editing bid responses for tender submissions Ability to work under pressure, to tight deadlines and within a complex environment Project management experience Experience and ability to effectively line-manage other members of the team Experience of highly professional marketing and communications campaigns to support new product/service launch Experience of effective engagement in complex and challenging environments with the ability to adapt personal style to audience as required Experience of delivering presentations to all stakeholders Experience of contributing and successfully winning new business via competitive bid process

Desirable

An understanding of wider health care systems and opportunities this presents Experience and knowledge of procurement

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