Job summary
The Commercial Manager role supports the Director of Business Development in account managing payors (private medical insurance, embassies and corporate clients), and leads on negotiating network and pricing agreements. The post holder will also work with the wider team to help identify and launch new private healthcare services. In particular they will lead on reviewing our pricing strategies, balancing the need to maximise contribution whilst remaining competitive. The role will also cultivate a collaborative, progressive relationship with payors and other commercial partners.
Main duties of the job
Develop strong and collaborative relationships with private patient payers.
Be the lead for the Trust's relationship with payers, and to be the principal point of contact for all contract negotiations and developing response to payer's queries within target timescales.
Lead on annual price negotiations with payers, in liaison with the Director of Business Development and Commercial Director, and in accordance with the Trust's business and service development plans.
Negotiate those annual contracts with payer's value of approx. c.43m, ensuring that the Trust's income is maximised and that financial and service risk is minimised. The post holder is expected to exercise judgment as to an acceptable portfolio of prices to be agreed with payers.
Please see attached job description for full duties of the role.
About us
At Imperial College Healthcare you can achieve extraordinary things with extraordinary people, working with leading clinicians pushing boundaries in patient care. Become part of a vibrant team living our values - expert, kind, collaborative and aspirational. You'll get an experience like no other and will fast forward your career.
Benefits include career development, flexible working and wellbeing, staff recognition scheme. Make use of optional benefits including Cycle to work, car lease schemes, season ticket loan or membership options for onsite leisure facilities. We encourage staff to have the Covid vaccination to protect themselves, patients, other colleagues as well as the wider community.
Please note it is an operational requirement to comply with infection prevention and control procedures within the Trust such as lateral flow testing, handwashing and the wearing of masks, according to the procedures in place at any time or location.
As part of our continued response to Covid19 we are still conducting the majority of our interviews virtually.
We welcome discussions about flexible working and encourage a range of flexible working opportunities wherever we can.
Job description
Job responsibilities
The full job description provides an overview of the key tasks and responsibilities of the role and the person specification outlines the qualifications, skills, experience and knowledge required. For both overviews please view the Job Description attachment with the job advert.
Job description
Job responsibilities
The full job description provides an overview of the key tasks and responsibilities of the role and the person specification outlines the qualifications, skills, experience and knowledge required. For both overviews please view the Job Description attachment with the job advert.
Person Specification
Education/Qualifications
Essential
- Degree level education
- Master's degree or equivalent
- Evidence of continuous professional development or equivalent experience
Desirable
- A management qualification or equivalent
Experience
Essential
- Evidence of success in leading contract negotiations and securing favourable outcomes
- Demonstrate experience of working at a strategic level with senior management executives
- Proven ability to meet targets
Desirable
- Experience of working in an acute hospital or health insurance industry setting at management level
- Evidence of working with range of other stakeholders, including clinicians
- Budget management experience
Skills/Knowledge/ Abilities
Essential
- Successful experience in a demanding managerial role within a private healthcare environment
- Excellent communication skills, including ability to present arguments and explain highly complex technical issues in clear & concise terms
- Strong writing skills, with ability to produce a range of documents, including correspondence on sensitive or contentious issues
- Confident & assertive, but diplomatic
- Strong analytical skills, including a good understanding of
- Excellent knowledge of MS Office, including advanced MS Excel financial modelling skills
- Ability to establish credibility and liaise effectively with senior managerial staff and external sponsors
- Ability to persuade and influence people at all levels, including colleagues external to the Trust, whilst respecting their point of view
- Ability to exercise judgment and take appropriate decisions
- Strong process and system skills
- Excellent collaborative working skills and ability to build strong relationships with clinical leaders and professional staff groups
Desirable
- Extensive knowledge of the Private Healthcare market
- A thorough understanding of healthcare and its strategic direction
- Evidence of successful influence organisational relationships and culture
Values and Behaviours
Essential
- Kind, Collaborative, Expert, Aspirational
Person Specification
Education/Qualifications
Essential
- Degree level education
- Master's degree or equivalent
- Evidence of continuous professional development or equivalent experience
Desirable
- A management qualification or equivalent
Experience
Essential
- Evidence of success in leading contract negotiations and securing favourable outcomes
- Demonstrate experience of working at a strategic level with senior management executives
- Proven ability to meet targets
Desirable
- Experience of working in an acute hospital or health insurance industry setting at management level
- Evidence of working with range of other stakeholders, including clinicians
- Budget management experience
Skills/Knowledge/ Abilities
Essential
- Successful experience in a demanding managerial role within a private healthcare environment
- Excellent communication skills, including ability to present arguments and explain highly complex technical issues in clear & concise terms
- Strong writing skills, with ability to produce a range of documents, including correspondence on sensitive or contentious issues
- Confident & assertive, but diplomatic
- Strong analytical skills, including a good understanding of
- Excellent knowledge of MS Office, including advanced MS Excel financial modelling skills
- Ability to establish credibility and liaise effectively with senior managerial staff and external sponsors
- Ability to persuade and influence people at all levels, including colleagues external to the Trust, whilst respecting their point of view
- Ability to exercise judgment and take appropriate decisions
- Strong process and system skills
- Excellent collaborative working skills and ability to build strong relationships with clinical leaders and professional staff groups
Desirable
- Extensive knowledge of the Private Healthcare market
- A thorough understanding of healthcare and its strategic direction
- Evidence of successful influence organisational relationships and culture
Values and Behaviours
Essential
- Kind, Collaborative, Expert, Aspirational
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).
