Job summary
This post is a dynamic and challenging field-based opportunity. The aim of the role is to drive referrals from relevant sources (including, but not limited, to CCGs, General Practitioners and their practice staff, external consultants, etc.) in line with hospital activity and business plans.
You will build with, and be the main point of contact for, GPs, their practice staff, and consultant referrers through the provision of a high standard of liaison, support, and communication. You will help to ensure that the Trust's Private Patient Services are positioned as the first choice for private patient referrals.
The post holder will take a leading role in driving attendance to our events to attract GPs, health practitioners, and other referrers to our education programme. You will also act as the interface between GPs and other medical referrers and the various Trust services and sites, facilitating appointments and admissions.
Key performance indicators for this role include:
- Referral growth in line with hospital activity and revenue targets
- Consistent identification of opportunities and threats to the business
- Achieving an agreed number of events (including in-practice/onsite/online) per calendar year
- Provision of regular reports to management and sites on performance of key accounts and influencing centres
The interview process will consist of two rounds, with the first being a telephone interview and the second face-to-face. Dates TBC as per interview process.
Main duties of the job
- Develop and implement a data-based strategy for the proactive targeting of GPs and other medical referrers, which increases referrals and drives market share growth from the targeted areas
- Visit GP practices and establish strong relationships with GPs and practice staff, presenting a positive and credible image to these external stakeholders
- Ensure that GPs and referrers are aware of the structure and function of services at all sites and the referral process
- Develop and deliver a structured programme of GP educational events and seminars (online and onsite), in-line with strategy
- Create and implement email campaigns using Mailchimp and Eventbrite
- Work with consultants to arrange content, support presentations and ensure materials for the seminar are developed to agreed timescales
- Maintain close working relationships with key internal stakeholders, both clinical and non-clinical to ensure that the GP, practice manager and patient experience is positive, and act upon any concerns raised in an appropriate and timely manner
- Work with internal Consultants to achieve caseload targets in-line withplans and drive referrals
- Identify local opportunities to drive referrals
- Develop a strategy to target potential diagnostic referral contracts within the local area to increase diagnostic referrals
- Maintain and update all CRM systems daily
- Monitor and report monthly on key account metrics
About us
Guy's and St Thomas' Specialist Care, as part of Guy's and St Thomas' NHS Foundation Trust, offers a wide range of private patient services to UK and international patients.
Private patient activity is undertaken at across all five of our hospitals and at Wimpole Street Consulting Rooms and Diagnostic Centre.The main specialties undertaking private activity are:
- Cardiology and cardiac surgery
- paediatrics
- respiratory medicine and thoracic surgery
- women's services (gynaecology, obstetrics)
- renal
- ophthalmology
- fertility
- plastics
- GI surgery
- vascular surgery
All Trust employees benefit from:
- 27 days annual leave on top of bank holidays, from 5 years 29 days annual leave, from 10 years 31 days annual leave
- NHS pension - for this role staff can contribute 10.7%, the Trust will contribute 23.7%, includes life assurance - paying twice the annual salary in case of death while in service
- travel season ticket and staff loans
- discounted memberships to local fitness and leisure facilities
- exclusive discounts for Trust staff
- local and national NHS discounts
- salary sacrifice schemes
- maternity, paternity, sick pay entitlements
- flexible working policy
- education, training, development opportunities
- career guidance,coaching, mentoring
- annual staff recognition awards
- equality, diversity and inclusion staff forums and networks
- in-house occupational health, physiotherapy, staff psychology
- free flu vaccinations
- counselling service 24 hrs/day
- prayer facilities
- wellbeing workshops,andmore.
Job description
Job responsibilities
Communication
- Develop and implement a data-based strategy for the proactive targeting of GPs and other medical referrers, which increases referrals and drives market share growth from the targeted areas.
- Communicate clearly and concisely and in a professional manner when representing the Trust. Communicate in a timely manner, ensuring that the team is kept informed. Adapt your own approach and communication style to individuals and situations.
- Accountable for identification of potential key accounts locally by analysing current growth, strategic importance and impact, and future potential from a range of internal and external data sources
- Develop clear contact management and communication strategies with identified local key decision makers and influencers in target accounts aligning with the Private Patient departments business strategy
- Visit GP practices and establish strong relationships with GPs and practice staff, presenting a positive and credible image to these external stakeholders
- Ensure that GPs and referrers are aware of the structure and function of services at all sites and the referral process
- Develop and deliver a structured programme of GP educational events and seminars (online and onsite), in-line with the Private Patient departments business strategy
- Create and implement email campaigns using Mailchimp and Eventbrite for bookings and registrations
- Work with consultants to arrange content, support presentations and ensure materials for the seminar are developed to agreed timescales
- Work with marketing to promote GP education programme and events using social media
- Events may be held during office hours or in evenings and attendance will be required to ensure the smooth running of the event.
- Work with marketing to develop an ongoing programme of tailored communications for GPs and practice staff and revise core messaging, positioning and value proposition for GP and consultant referrer market
Patient/customer care (both direct and indirect)
- Maintain close working relationships with key internal stakeholders, both clinical and non-clinical to ensure that the GP, practice manager and patient experience is positive, and act upon any concerns raised in an appropriate and timely manner.
- The role will have various customers, both internal and external.
- Keep abreast of the strategic direction of the hospital, service developments and new consultants
- Work with internal Consultants to achieve caseload targets in-line with the hospitals consultant development plans and drive referrals
- Build relationships with key consultants at the Trust, raising the internal profile of the business development function in supporting the development of their practice
- Support the other Private Patients teams in promoting all Hospital sites and services of Guys and St Thomas Specialist Care throughout various activities, as required.
- Participate in other projects as required
Policy & Service development
- Proactively seek areas of growth, opportunities and improvement within the private patient market.
- Identify local opportunities for self-funding (e.g., long waiting lists) and promote Trust private patient services to drive referrals.
- Develop a strategy to target potential diagnostic referral contracts within the local area, with the aim to increase diagnostic referrals
- Arrange events in collaboration with relevant societies and organisations
- Regular reporting and follow up of key issues identified or complaints received by customer
Resource management
- Manage delivery of GP talks either online (via Zoom) or source venues and coordinate events on-site within budge.
- Work within budgets set by the Business Development Lead and Associate Director - Marketing and Business Development.
Information management
- Be aware of how computerized information can be disseminated, and how it can be used to inform and assist future strategic decisions of the Business Development function and the Private Patient Directorate.
- To be a proficient user of any hospital system that holds data on private patients, as appropriate.
- Maintain and update all CRM systems daily
- Monitor and report monthly on key account metrics e.g. referrals and revenue trends, using analytical data, to the Business Development Lead, Associate Director Marketing and Business Development, and Managing Director of Private Patients
- Develop and maintain the email subscriber and GP/ health professionals database, ensuring that data protection guidelines are followed at all times and that any use of delegate, patient, and speaker data complies with current Information Commissioners Office (ICO) and Data Protection Act (DPA) and Trust guidelines.
- Work with front-line staff and medical secretaries to develop a system to ensure that referring GP data is captured at the point of registration.
Other duties
- To undertake any other duties commensurate with the grade as requested.
- To abide by the Trust's Core Behaviours for staff and all other Trust policies, codes, and practices, including standing financial instructions, research governance, clinical governance, patient and public involvement, codes and practices, and health and safety.
Job description
Job responsibilities
Communication
- Develop and implement a data-based strategy for the proactive targeting of GPs and other medical referrers, which increases referrals and drives market share growth from the targeted areas.
- Communicate clearly and concisely and in a professional manner when representing the Trust. Communicate in a timely manner, ensuring that the team is kept informed. Adapt your own approach and communication style to individuals and situations.
- Accountable for identification of potential key accounts locally by analysing current growth, strategic importance and impact, and future potential from a range of internal and external data sources
- Develop clear contact management and communication strategies with identified local key decision makers and influencers in target accounts aligning with the Private Patient departments business strategy
- Visit GP practices and establish strong relationships with GPs and practice staff, presenting a positive and credible image to these external stakeholders
- Ensure that GPs and referrers are aware of the structure and function of services at all sites and the referral process
- Develop and deliver a structured programme of GP educational events and seminars (online and onsite), in-line with the Private Patient departments business strategy
- Create and implement email campaigns using Mailchimp and Eventbrite for bookings and registrations
- Work with consultants to arrange content, support presentations and ensure materials for the seminar are developed to agreed timescales
- Work with marketing to promote GP education programme and events using social media
- Events may be held during office hours or in evenings and attendance will be required to ensure the smooth running of the event.
- Work with marketing to develop an ongoing programme of tailored communications for GPs and practice staff and revise core messaging, positioning and value proposition for GP and consultant referrer market
Patient/customer care (both direct and indirect)
- Maintain close working relationships with key internal stakeholders, both clinical and non-clinical to ensure that the GP, practice manager and patient experience is positive, and act upon any concerns raised in an appropriate and timely manner.
- The role will have various customers, both internal and external.
- Keep abreast of the strategic direction of the hospital, service developments and new consultants
- Work with internal Consultants to achieve caseload targets in-line with the hospitals consultant development plans and drive referrals
- Build relationships with key consultants at the Trust, raising the internal profile of the business development function in supporting the development of their practice
- Support the other Private Patients teams in promoting all Hospital sites and services of Guys and St Thomas Specialist Care throughout various activities, as required.
- Participate in other projects as required
Policy & Service development
- Proactively seek areas of growth, opportunities and improvement within the private patient market.
- Identify local opportunities for self-funding (e.g., long waiting lists) and promote Trust private patient services to drive referrals.
- Develop a strategy to target potential diagnostic referral contracts within the local area, with the aim to increase diagnostic referrals
- Arrange events in collaboration with relevant societies and organisations
- Regular reporting and follow up of key issues identified or complaints received by customer
Resource management
- Manage delivery of GP talks either online (via Zoom) or source venues and coordinate events on-site within budge.
- Work within budgets set by the Business Development Lead and Associate Director - Marketing and Business Development.
Information management
- Be aware of how computerized information can be disseminated, and how it can be used to inform and assist future strategic decisions of the Business Development function and the Private Patient Directorate.
- To be a proficient user of any hospital system that holds data on private patients, as appropriate.
- Maintain and update all CRM systems daily
- Monitor and report monthly on key account metrics e.g. referrals and revenue trends, using analytical data, to the Business Development Lead, Associate Director Marketing and Business Development, and Managing Director of Private Patients
- Develop and maintain the email subscriber and GP/ health professionals database, ensuring that data protection guidelines are followed at all times and that any use of delegate, patient, and speaker data complies with current Information Commissioners Office (ICO) and Data Protection Act (DPA) and Trust guidelines.
- Work with front-line staff and medical secretaries to develop a system to ensure that referring GP data is captured at the point of registration.
Other duties
- To undertake any other duties commensurate with the grade as requested.
- To abide by the Trust's Core Behaviours for staff and all other Trust policies, codes, and practices, including standing financial instructions, research governance, clinical governance, patient and public involvement, codes and practices, and health and safety.
Person Specification
EDUCATION AND QUALIFICATIONS
Essential
- Degree level education or equivalent
EXPERIENCE & KNOWLEDGE
Essential
- Evidence of having achieved challenging healthcare/business targets.
- Understanding of private healthcare market and private funding mechanisms
- Understanding of customer service standards and sales processes
- Sales experience gained in influencing role within healthcare, medical devices or pharmaceuticals
- Experience in analysing and interpreting research and intelligence to formulate engagement plans.
- Key account management experience including stakeholder engagement
- Experience of customer relations management
- A highly organised individual with excellent project management abilities, used to managing several projects concurrently, within a fluctuating and demanding workload.
- Excellent analytical capability and decision making skills
Desirable
- Practical NHS or PP experience gained at either a Hospital Trust or a private provider
- Good understanding of the NHS and the changing NHS and PP environment- either from working directly in healthcare or in a key account management/ commissioning/operational or marketing role.
- Familiarity with medical terminology
- Experience working with GPs and other healthcare referrers in central and Greater London
- Previous experience of B2B marketing
- Previous experience of email marketing
- Experience organising and promoting events for external customers and securing successful attendance
SKILLS & ABILITIES
Essential
- Excellent ability to communicate effectively through listening, speaking and writing
- Excellent interpersonal skills, strong customer focus
- Ability to prioritise workload within a complex and shifting set of demands and pressures
- High level of computer literacy, particularly knowledge of Microsoft Excel.
- A confident public speaker with significant experience of developing and delivering presentations to a variety of audiences.
Desirable
- Writing content for primary care audience
PERSONAL QUALITIES
Essential
- An experienced team player with the ability to work independently
- Ability to build and positively manage important relationships
- Ability to work cross-site and out-of hours if necessary
- Ability to travel around Greater London area and for meetings, seminars and training
Desirable
- Have own car and up to date driving license
Person Specification
EDUCATION AND QUALIFICATIONS
Essential
- Degree level education or equivalent
EXPERIENCE & KNOWLEDGE
Essential
- Evidence of having achieved challenging healthcare/business targets.
- Understanding of private healthcare market and private funding mechanisms
- Understanding of customer service standards and sales processes
- Sales experience gained in influencing role within healthcare, medical devices or pharmaceuticals
- Experience in analysing and interpreting research and intelligence to formulate engagement plans.
- Key account management experience including stakeholder engagement
- Experience of customer relations management
- A highly organised individual with excellent project management abilities, used to managing several projects concurrently, within a fluctuating and demanding workload.
- Excellent analytical capability and decision making skills
Desirable
- Practical NHS or PP experience gained at either a Hospital Trust or a private provider
- Good understanding of the NHS and the changing NHS and PP environment- either from working directly in healthcare or in a key account management/ commissioning/operational or marketing role.
- Familiarity with medical terminology
- Experience working with GPs and other healthcare referrers in central and Greater London
- Previous experience of B2B marketing
- Previous experience of email marketing
- Experience organising and promoting events for external customers and securing successful attendance
SKILLS & ABILITIES
Essential
- Excellent ability to communicate effectively through listening, speaking and writing
- Excellent interpersonal skills, strong customer focus
- Ability to prioritise workload within a complex and shifting set of demands and pressures
- High level of computer literacy, particularly knowledge of Microsoft Excel.
- A confident public speaker with significant experience of developing and delivering presentations to a variety of audiences.
Desirable
- Writing content for primary care audience
PERSONAL QUALITIES
Essential
- An experienced team player with the ability to work independently
- Ability to build and positively manage important relationships
- Ability to work cross-site and out-of hours if necessary
- Ability to travel around Greater London area and for meetings, seminars and training
Desirable
- Have own car and up to date driving license
Disclosure and Barring Service Check
This post is subject to the Rehabilitation of Offenders Act (Exceptions Order) 1975 and as such it will be necessary for a submission for Disclosure to be made to the Disclosure and Barring Service (formerly known as CRB) to check for any previous criminal convictions.
Applications from job seekers who require current Skilled worker sponsorship to work in the UK are welcome and will be considered alongside all other applications. For further information visit the UK Visas and Immigration website (Opens in a new tab).
From 6 April 2017, skilled worker applicants, applying for entry clearance into the UK, have had to present a criminal record certificate from each country they have resided continuously or cumulatively for 12 months or more in the past 10 years. Adult dependants (over 18 years old) are also subject to this requirement. Guidance can be found here Criminal records checks for overseas applicants (Opens in a new tab).
Additional information
Disclosure and Barring Service Check
This post is subject to the Rehabilitation of Offenders Act (Exceptions Order) 1975 and as such it will be necessary for a submission for Disclosure to be made to the Disclosure and Barring Service (formerly known as CRB) to check for any previous criminal convictions.
Applications from job seekers who require current Skilled worker sponsorship to work in the UK are welcome and will be considered alongside all other applications. For further information visit the UK Visas and Immigration website (Opens in a new tab).
From 6 April 2017, skilled worker applicants, applying for entry clearance into the UK, have had to present a criminal record certificate from each country they have resided continuously or cumulatively for 12 months or more in the past 10 years. Adult dependants (over 18 years old) are also subject to this requirement. Guidance can be found here Criminal records checks for overseas applicants (Opens in a new tab).
