Senior Business Development Manager

Job description

Detailed job description and main responsibilities

In this role, you will:

• develop and implement ICHP's business development strategy, annual plan and account development approach

• identify priority markets, clients, funding opportunities and emerging risks

• build and maintain senior client and partner relationships

• lead complex bids and proposals, coordinating inputs from subject-matter experts, service leads and corporate colleagues

• oversee the organisation-wide opportunity pipeline, ensuring that information, probability assessments, forecasts and next steps are accurate and up to date

• support effective handover of contracted work to delivery teams

• improve ICHP's business development systems, CRM arrangements, tools, templates and management information

• coach and support colleagues to strengthen business development capability and consistency across ICHP

• represent ICHP at senior external forums and develop strategic relationships across healthcare, academia, industry, life sciences and funding organisations.

Essential skills, experience and qualifications

We are looking for someone with:

• a strong track record in business development, including managing opportunities from first contact through to contract

• experience of leading complex bids and proposals and developing clear, compelling value propositions

• the ability to oversee a portfolio of opportunities, manage competing priorities and maintain an accurate pipeline and forecast

• experience of working with senior clients and partners across organisational boundaries

Person specification

Qualfications

Essential criteria

• Project or programme management qualification and/or equivalent experience managing complex business development processes (including planning, risk, dependencies, approvals and quality assurance).
• Masters degree qualification or equivalent experience
• Experience of consultative selling and working with clients to understand need and develop propositions that meet requirements using ICHP's portfolio of services.
• Strong commercial documentation skills, including drafting and maintaining clear records such as opportunity notes, proposals, scopes of work, assumptions, pricing summaries and handover documentation.
• Commercial judgement: able to assess opportunity fit, delivery feasibility and risk; develop high-quality scopes and pricing; and support negotiation of contracts and commercial terms with appropriate governance.
• Ability to build effective internal and external partnerships, creating common purpose and shared understanding across diverse and competing priorities.
• Demonstrate a service mindset by providing responsive, client-focused support to internal and external stakeholders; communicating options, risks, constraints and governance requirements clearly. Structured problem-solving: able to diagnose issues in the BD pipeline (e.g., qualification, proposition, pricing, approvals and resourcing) and propose pragmatic actions to progress opportunities and manage risk. Commitment to continuous improvement: iterates on BD standards, tools, templates and ways of working based on feedback, lessons learned and performance insights. Flexibility to look beyond existing structures and ways of working to identify more effective, innovative approaches to engagement, partnership development and commercial growth. Methodical and detail-oriented: produces well-structured proposals, accurate costings and clear documentation (e.g., scopes, assumptions, deliverables and handover notes). Works across boundaries, looks for collective success, listens, involves, respects and learns from the contribution of others. Self-awareness in terms of emotional intelligence, biases and personal triggers with cultural sensitivity and awareness. Able to use and act on feedback from others on your performance and behaviour. Professional in matters of confidentiality, security, integrity, honesty, performance, attendance, and appearance Health clearance by Occupational Health for the specified role Skills and capabilities Proven track record in business development and consultative selling, with the ability to manage the opportunity cycle from first contact to contract. Ability to lead and coordinate complex bids and proposals: qualify opportunities, shape value propositions, coordinate inputs from subject-matter experts, and produce clear, compelling submissions. Ability to manage a portfolio of opportunities and competing priorities, maintaining an accurate pipeline and forecast and progressing activity to agreed timelines. Excellent communication skills, able to translate client needs into clear scopes, deliverables and value propositions for clinical, operational, academic and industry audiences.
• Structured problem-solving: able to diagnose issues in the BD pipeline (e.g., qualification, proposition, pricing, approvals and resourcing) and propose pragmatic actions to progress opportunities and manage risk.
• Ability to lead and coordinate complex bids and proposals: qualify opportunities, shape value propositions, coordinate inputs from subject-matter experts, and produce clear, compelling submissions.
• Proven track record in business development and consultative selling, with the ability to manage the opportunity cycle from first contact to contract.

Desirable criteria

• Overview knowledge and understanding of the NHS, including the funding and organizational realities (e.g., data flows, governance, operational realities) relevant to delivering safe analytics. Or experience from other regulated industries e.g. financial services.

Important

• There may be some occasions when we have to close a vacancy earlier than the advertised closing date, this will be due to a high volume of applications. You are therefore advised to submit your application as early as possible to avoid disappointment.
• Please check your emails regularly (and your junk folder) as this is how we will communicate with you throughout the recruitment process.
• In submitting an application, you authorise the Trust to confirm any previous NHS service details via the Inter Authority Transfer (IAT) process, should you be appointed to the post.
• During the recruitment process your identity documentation (ie passport, driving licence, visa etc) will be scanned using a device which recognises UV, infrared and machine-readable zone security features of the documents provided.
• Employment at the Trust is offered subject to successful completion of a six month probationary period.
• Some roles may require weekend shift working across multiple sites
• We operate a joint recruitment hub across the North West London Acute Provider Collaborative Group. As part of this, your application and personal data may be shared with partner trusts within the group for recruitment and workforce purposes, in line with General Data Protection Regulation (GDPR)

Right to work

If you need sponsorship to work in the UK, please visit the Home Office website for information on sponsorship and visa status before you fill in your application form. Due to recent changes in the UK immigration rules which affect Skilled Worker Visas, Global Business Mobility, Higher Skill Level and Increased Salary Thresholds, please ensure that you are able to meet the requirements to live and work in the UK before applying. Further information about eligibility is available on