Director for Business Development

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Detailed job description and main responsibilities

Key Responsibilities:

These primary responsibilities are:

1. Commercial Strategy
• Corporate responsibility for the development and the implementation of the Trusts Commercial Strategy through Commercial Enterprise
• Horizon scanning to identify commercial opportunities across the full range of public and private sectors with the ability to proactively set up, negotiate and seal deals that align with the Enterprise Directorate business plan
• Lead the formulation of the business development strategy of the whole directorate within broader commercial objectives and be able to articulate, present and argue in favour of this plan across an array of forums including the Trust Board and external local and regional ICS and NHSE forums.
• Support the CCO in developing the Strategy for Commercial Enterprise and be able to independently articulate, present and argue in favour of this plan across an array of forums including the Trust Board and external local and regional ICS and NHSE forums.
• Lead on the gaining and development of new venture opportunities and operationalisation of new ventures as they come online whether from the public or private sectors both nationally and internationally.
• Support the separate venture Directors / Managing Directors from Maudsley Learning, Maudsley Development, Maudsley Private Care, Trust Learning and Development and other developing units in the development of their specific strategies
• Support the development of robust market analysis (national and international) to identify, qualify and understand specific new and existing markets and market developments e.g. information on size, growth rate, trends, profitability.
• Work with external partners within and outside the NHS both within and outside of the UK
• Develop appropriate business operating models for Maudsley Enterprise in line with the strategy

2. Commercial Partnership management
• Work with external parties to develop business opportunities for Commercial Enterprise, and be able to independently articulate, present and argue in favour of this plan across an array of forums including the Trust Board and external local and regional ICS and NHSE forums.
• Consult with and support CAG leadership in the development of strategic commercial partners. Ensuring that the Trust selects partners on the basis of robust due diligence, market requirements, value add and trust wide strategy. Relationship manage those partnerships alongside the CAG leaders.
• Providing assurance to the Board of management effective of income streams and risks, as well as accurate current position and forecasts.

3. Commercial Contract Management
• Provide focus towards exceptional contract management especially in tendering and running of contracts
• Mange new and existing outsourcing, managed service and commercial contract planning and management

4. Commercial Finance
• To work with the leadership of Commercial Enterprise and aid the financial modelling of opportunities, both internally with Clinical Academic Teams and externally, working with the Trust's finance department and financial roles within Commercial Enterprise
• Support the ventures/CCO in the development of their internal business plans, challenging were appropriate and providing a liaison role between Commercial Enterprise and the Trust's finance department and executive.
• To lead the delivery of options appraisals
• To be responsible for the setting up of appraisal methods where required

5. Tender, Bid and Grant Management
• Accountable for the overall delivery of formal tenders through the management of the Head of Operations and Bids authorising go/no go bid decisions and running a highly professional and co-ordinated bid team that deliver outstanding bidding results in both areas of income growth and maintenance of existing services.

6. Team Management/Development
• Support the CCO and team
• Provide advice to internal teams around commercial operations, intellectual property and commercialisation.
• Carry out coaching, development, performance of any direct reports and the Commercial Enterprise senior team. This will require a strong leadership position to be taken ensuring that the Trust's anti-racism strategy is implemented in full in all directorate work and that an array of EDI requirements are fulsomely addressed both internally and in extranlly delivered work, beyond race and ethnicity to include gender, LGBTQ+ and all other protected characteristics.
• Management of the Commercial Enterprise overall budget.
• Responsible for the management and training of intellectual property across the whole organisation and delivery/training of commercial skills throughout SLaM.

7. Commercial Project Management
• Lead and manage the development of non NHS income commercial ventures including structuring the shape of the opportunities and benefit models e.g. joint ventures and partnerships, and set these up in collaboration with external advisors as required
• To support clinicians and other staff in developing ventures and generate related income and patents.
• To provide commercial insight and input into business cases and projects as required

8. Product and service development
• Working with clinical staff and senior managers to identify new business opportunities for new and existing products and services and develop them through an appropriate process. This process should both screen and develop new products through a series of commercial gateways that consider; market positioning, competitor analysis, cost, revenue projections, risk issues, governance, and intellectual property and, promotional channels.

9. Commercial Governance and Trust Committees
• Prepare papers for, attend and present (alongside or on behalf) of the CCO to the Trust's Partnerships and Finance and Performance and Invtesment Committee (FPIC) and Executive Leadership Team (ELT)
• Develop the Business Development agenda working collaboratively with the Chair of the committees (a non-executive director), and CCO to ensure the Board is appropriately appraised on progress of commercial developments.

10. Information Resources
• To manage and implement information resources to support the documentation, recording and management of intellectual property which are in line with the UK governments guidelines on intellectual property.
• To ensure that all work completed both in terms of grant and tender work that results in income generation as well as externally delivered work to any parties in whatever unit meet all GDPR and other information governance rules and regulations.

11. Research and development
• Although this role will not be primarily responsible for any specific research agenda it is essential that this post holder understand the way in which Trust business development may need to work hand in glove with the Trust's clinical and research work - for example being available to represent the Trust as a senior presence in NIHR and other translational business development work.

• Lead on providing pipeline data across the services, as well as tender submissions to evidencing the effectiveness of investment in service delivery, marketing, and demonstrating value to the Board.
• Supporting the service in identifying opportunities for research and developing further an international reputation.

Working Relationships

Internal:

• Executive Directors, Leaders of Clinical Academic Groups and Infrastructure Units
• Non-Executive Directors and the Board of Directors
• Senior finance team including procurement
• Heads of Professions
• Senior Clinicians and Managers
• Senior Management Team
• Research and development teams
• Communications Team

External:

• Leaders and professionals in Kings Health Partners
• Commissioners and potential commissioners nationally and internationally
• Leaders and professionals in private and voluntary partner organisations
• Professional interest groups
• Professional service providers and advisors
• KCL
• KHP CTO
• Other NHS PP units
• Other UK health agencies
• Micro businesses and SME's

As the portfolio develops and requirements for this role may develop/change, i.e. finance/ business plans move to finance, project in concept phase may move into a venture etc. Consequently, this description provides a broad outline of the scope and responsibilities. The post holder may be asked to undertake projects or activities outside of stated responsibilities by the CCO, while being encouraged to add to the organisation's success by using their initiative, experience and skills beyond the responsibilities outlined above.

Person specification

Qualifications

Essential criteria

• Postgraduate degree MBA or equivalent

Desirable criteria

• Higher degree PhD or equivalent

Experience

Essential criteria

• Good experience in both NHS and non NHS settings

Desirable criteria

• Experience in start up / scale up business

Employer certification / accreditation badges

Applicant requirements

This post will require a submission for Disclosure to be made to check for any unspent criminal convictions.

Documents to download

• JD Director Business Development (PDF, 330.4KB)
• SLaM Staff Benefits (PDF, 1.1MB)
• Happy to Talk Flexible Working (PDF, 680.1KB)