Candidate Brief. For the position of: HEAD OF BUSINESS DEVELOPMENT

Transcription

1 Candidate Brief For the position of: HEAD OF BUSINESS DEVELOPMENT

2 Contents About Copy of advertisement Job Description and Person Specification Application Process Link to website:

3 About NHS Professionals manages the recruitment, placement and payment of our client Trusts flexible staff, via our bank service. The staff groups we provide include nurses, locum doctors, allied health professionals, administrative and clerical workers, through to ancillary, facilities and estates staff. As part of our service, we help client Trusts to: identify the root causes of shift demand and reduce that demand reduce their cost of supply and use of expensive staffing agencies maximise shifts filled by the Trust s own staff, while complying with the Working Time Regulations select appropriate staffing agencies and manage their supply implement optimal standard pay bands for bank workers in each Trust eliminate unnecessary overtime meet shortfalls in supply via local recruitment to the bank. Our aim is to help Trusts deliver their Quality, Innovation, Productivity and Prevention (QIPP) objectives by deploying a cost-effective, reliable and safe contingent workforce that saves Trusts money and improves their productivity and performance. How we do it Managing healthcare workers NHS Professionals currently has more than 40,000 flexible workers registered to its bank. Through contracts of engagement, we manage all performance as well as the following: National recruitment service NHS Professionals recruits flexible workers through an automated erecruitment system. We track online applications at every stage of the process and interview all successful candidates face to face. The interview process includes a knowledge based assessment linked to grade and specialty which determines competency and reflects our value system for flexible workers being caring, reliable and professional. Ground-breaking learning and development service To meet the unique challenge of providing learning and development opportunities to a geographically dispersed workforce, we offer all the statutory and mandatory training our bank workers need. We do this through a combination of our exclusive online Managed Learning Environment and practical sessions. Ensuring high-quality patient care Quality of patient care is at the heart of everything we do. We adhere rigorously to NHS Employment Check Standards, making use of NHS and professional regulator intelligence to maintain vigilance, monitor performance and exclude unsuitable practitioners. Service delivery to Trusts Booking service The NHSP:Online booking service allows Trusts, agencies and flexible workers to access our service securely through the web and a range of mobile devices 24/7. This major investment in technology supports multiple Trusts simultaneously, making it simple for Trusts and bank workers to place and select assignments directly and allowing us to focus on hardto-fill areas.

4 Client relations We provide our Trusts and flexible workers with direct access to on-site support from a local dedicated Client Relationship Manager and Trust Liaison team. Innovation Managed locum service With temporary nursing costs increasingly under control, more and more Trusts are aware of the relative lack of control in their use of locum doctors. NHS Professionals now provides a managed locum service for a number of Trusts, and is piloting services and actively consulting with others. Our managed locum service allows Trusts to maintain patient safety by improving their locum compliance assurance, while reducing their spend and use of nonapproved agencies. Agency Partnership Programme Staffing agencies have a role to play in providing skilled and experienced professionals in hard-to-fill roles. Under the Agency Partnership Programme, NHS Professionals helps Trusts to select appropriate agencies, at the right rates. To maintain patient safety, we validate their recruitment processes to ensure that they are fully compliant with NHS Employment Check Standards. To minimise fraud we check every invoice against the timesheet and agreed rate card. Bankshare NHSP:Bankshare allows client Trusts to safely share substantively employed staff through a cluster agreement. This helps Trusts to minimise the need for staffing agencies to fill parttime, occasional or ad hoc roles. Finance We manage the interface with bank and agency-provided workers on behalf of Trusts. We provide a full weekly payroll service and verification of bank and agency timesheets, along with query resolution and invoice payment. New Trust clients also benefit from reduced working capital. On-site support for clients Being visible and available at the front line of our business is critical to supporting our clients objectives. Local liaison teams meet regularly with ward-level users, senior managers and Trust Directors, to ensure that our service reflects the Trust s temporary staffing needs and its workforce strategy. Front-line liaison teams work closely with our Support Centre to resolve any service issues quickly. They are a key contact point for our bank workers, from recruitment to placement, and are there to make sure that their first shift is a positive experience. Complaints and incidents policy When things go wrong we do our best to put them right, in a way in which we learn from the experience to prevent recurrence. Our complaints and incidents handling policy has been developed, as far as practicable, in line with best practice in the NHS. We will be open and honest with complainants, our clients and those involved in and affected by incidents that occur. We expect to address any and all dissatisfaction with our services immediately, with the intention of reaching a mutually satisfactory conclusion for everyone concerned.

5 Copy of Advertisement

6 Job Description Job Title: Grade: Location: Responsible To: Accountable To: Head of Business Development - Midlands 8B ( 45-50,000 plus up to 50,000 pa commission) Watford/Home-based Commercial Director Commercial Director Job Purpose The Head of Business Development will generate new business across a defined territory, working to financial and other key performance targets in order to contribute to the overall growth of NHS Professionals Ltd. The job holder will qualify new leads, engage with potential new clients, produce proposals, undertake presentations and manage the negotiation processes involved in successfully delivering new contracts with the NHS. Organisational Structure & Relationships Reports to the Commercial Director as one of a team of three Heads of Business Development, supported by an Administrator, Project Leads and a Bid Manager. Works closely with Financial Analysts to create proposals, liaises with Implementation Teams and Client Relations Managers in the field. Main Responsibilities To meet or exceed targets concerned with business growth Responsible for the end-to-end processes with potential new clients, incorporating marketing, finance, operations and human resources Provides regular progress reports to the Commercial Director and Executive Team on achievement against performance targets To promote optimum standards of professionalism and good business practice To continually develop a detailed knowledge of the provision of Out-sourced Managed Services provided to the NHS Ensure all related departments are kept abreast of new business nearing completion so that the organisation as a whole can prepare to implement and deliver a smooth service to NHS Trusts To network effectively, championing NHS Professionals services across health care markets Other tasks and responsibilities Pursue new business opportunities from initial lead through the full negotiation cycle to contract signing and onward to implementation and business as usual.

7 Contribute to the development and management of processes and policy reviews. Build excellent rapport with potential clients and strive to enhance the reputation of NHS Professionals with external stakeholders. Work with NHS Trusts to provide cost effective solutions and create and deliver plans which meet potential clients requirements for managing temporary staffing services. To assist in the development, negotiation and delivery of Service Level Agreements. Ensure clear and detailed records, creating and submitting weekly/monthly/quarterly reports on performance, identifying stages of the process for each potential new client. Ensure that proposal documentation is of a consistently high standard. Work across the organisation to communicate and share learning from the market that assists in forecasting and planning future business growth. Take knowledge out into the market to ensure potential clients are fully abreast of relevant changes. With Marketing & Communications, help create a programme of events and attendance at seminars and conferences which help promote NHS Professionals within the region. Key Values In addition to undertaking the duties as outlined above, the jobholder will be expected to fully adhere to the following: Equality and Diversity To act in accordance with the Company s Equality and Diversity Policy which is designed to prevent discrimination of any kind. Health and Safety Ensure that all duties are carried out in line with the Company s Health and Safety Policy. Corporate Image Adopt a professional image at all times. Risk Management Responsibility for reporting complaints, incidents and near misses through the Complaints and Incidents and Management System (CIMS) Responsibility for attending health and safety training as requires. Responsibility for assisting in risk assessments. Note This job description outlines the roles, duties and responsibilities of the post. It is not intended to detail all specific tasks. Acceptance I agree to undertake the duties of the job in accordance with the above

8 Person Specification Head of Business Development Regional Attributes/Skills Essential Desirable Measurement Qualifications & Knowledge Experience Communication & People Skills Organisational Skills (When applying for this job it is important you fulfil all these essential requirements. If you do not you are unlikely to be interviewed) Relevant degree, professional qualification or equivalent Deep knowledge of the NHS or the wider health care recruitment and employment market, or similar expertise Management of people-based services or experience of proposing consultancy or interim services to the public sector Experience of delivering successful services or projects either with NHS Trusts or other health care settings or similar Experience of developing Business Plans and seizing opportunities for new business Competent in financial and budget management Experience of producing well written, concise Business Cases Polished presentation, oral and written skills Ability to build and maintain effective professional interpersonal relationships Ability to positively influence decisions from a sales perspective to a public sector environment Possess gravitas at a level which engages board level directors Demonstrable negotiation skills Organised and structured Aware of the political and organisational environment in which the NHS operates Ability to time manage (When applying for this job it is desirable you fulfil these requirements. However, if you do not you may still apply and may be interviewed) Post-graduate qualification Management of hospital services Direct sales experience in health care or related sector or Managed Services experience Organisational Change Management Project Management Call Centre operations Out-sourcing operations Demonstrable ability to understand, analyse and use strategies to gain new business Experience of negotiating suitable rates within a Framework Agreement structure Significant relevant professional networks A / C / P / R / T A = Application Form C = Certificate I = Interview P = Pre-employment health screening R = References T = Tests/ presentation A / C / I / T / R A / R / I A / I / T / R A / I / R

9 Specialist Knowledge & Skills Physical Skills Commercially astute Ability to research, analysis and interpret complex data and information Able to pass pre-employment checks Able to travel with some overnight stays Must hold a full driving licence and have access to a vehicle Knowledge of Medical Staffing Understanding of the issues surrounding the employment of a nursing workforce Knowledge of the NHS purchasing environment A / I / R / T P Equality Evidence of having worked within environments where Equality & Diversity are critical NB Car leasing scheme applies A / I

10 Application Process Application is via CV and concise supporting statement to be submitted to Jessica Smith at Acertus via: In your application please detail how you meet the requirements of the role as outlined in the job and person specification. All applications will be acknowledged. All candidates are requested to complete an Equal Opportunities Monitoring Form. PLEASE DO NOT APPLY VIA NHS JOBS. If you wish to discuss any aspect of the role, organisation or application process please do not hesitate to contact either Lucy Harwood or Linda McCue at Acertus via the contact details below: Lucy Harwood / / lucy.harwood@acertus.co.uk Linda McCue / / linda.mccue@acertus.co.uk Following the closing date candidates will be shortlisted by by scrutiny of their application. Appointment will be subject to the receipt of satisfactory references and employment checks. Recruitment Timetable Summary: Action Date Closing date for applications 17 th December 2012 Individual competency based interviews with longlisted candidates w/c 31 st December / 7 th January 2013 One to one meeting with Commercial Director NHS Professionals Ltd 29 th / 30 th January 2013 Final Panel Interviews and one to one meetings with CEO 4 th / 5 th February 2013