Head of Business Development

Job Title: Head of Business Development

Directorate: Operations

Responsible to: Director of Operations

Reports to: Director of Operations

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.

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.

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:

1. Analysis to understand the market landscape, where opportunities may exist and maintain knowledge of new opportunities through softer intelligence gathering.
2. Horizon scanning for tender and grant opportunities.
3. Analysis and identification of services where the PCS has business development income streams to improve their profitability.
4. 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.

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.

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.