Guy’s and St Thomas’ is among the UK’s busiest and most successful NHS foundation trusts. We provide a full range of hospital and community services for people in south London and as well as specialist care for patients from further afield including cancer, renal, orthopaedic, respiratory and cardiovascular services. Guy’s is home to the largest dental school in Europe and a £160 million Cancer Centre opened in 2016. As part of our commitment to provide care closer to home, in 2017 we also opened a cancer centre and a kidney treatment centre at Queen Mary’s Hospital in Sidcup. St Thomas’ has one of the largest critical care units in the UK and one of the busiest emergency departments in London. It is also home to Evelina London Children’s Hospital. Evelina London cares for local children in Lambeth and Southwark and provides specialist services across south east England including cardiac, renal and critical care services. We lead a number of specialist service networks aiming to ensure children are treated locally where possible, but have access to specialist expertise when they need it. Our community services include health visiting, school nursing and support for families of children with long-term conditions. Our adult community services teams deliver care at the heart of the local communities we serve, working in partnership with GPs, local authorities and other healthcare and voluntary sector organisations. Working with our partners in Lambeth and Southwark, we are focusing on new ways of working to improve care for local patients. In February 2021 the Royal Brompton and Harefield joined Guy’s and St Thomas’ NHS Foundation Trust, bringing together world-leading expertise in the care and research of heart and lung disease. Our merger provides a once in a generation opportunity to build a lasting, world-renowned heart and lung centre, providing the highest quality care for patients and conducting world-leading research. We have a reputation for clinical excellence and high quality teaching and research. We are part of King’s Health Partners, one of eight accredited UK academic health sciences centres. In partnership with King’s College London we have dedicated clinical research facilities including an MHRA accredited Phase I clinical trials unit. Patients are at the heart of everything we do and we pride ourselves on ensuring the best possible patient experience as well as safe, high quality care. We are proud to have one of the lowest mortality rates in the NHS. Following a comprehensive Care Quality Commission (CQC) inspection in 2019 we maintained our overall rating of ‘good’. Our adult community services achieved a rating of ‘outstanding’. The commitment of our 23,500 staff is key to our success. We are one of the largest local employers and we aim to develop and support all our staff so they are able to deliver high quality, safe and efficient care. The 2019 NHS staff survey results show that we have one of the most engaged and motivated workforces in the NHS. We know this has a positive impact on the care provided to our patients. We have one of the most ambitious capital investment programmes anywhere in the NHS. Job overview To drive referrals from relevant sources (including but not limited to CCGs, General Practitioners (GPs) and their practice staff, external consultants) in line with hospital activity and business plans. Build relationships with and to be the main point of contact for GPs and their practice staff and consultant referrers, through the provision of a high standard of liaison, support and communication to ensure that the Trust Private Patient services are positioned as the first choice for private patient referrals. The job holder will take a leading role in driving attendance to our events to attract GPs, health practitioners, and other referrers, to our education programme. To act as the interface between General Practice 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/on site/online) per calendar year Provision of regular reports to management and sites on performance of key accounts and influencing centres Shortlisted applicants will be interviewed in two stages, first by a telephone interview (W/C 8 April) and then face-to-face (W/C 15 April). 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 with plans 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 Working for our organisation 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 There is significant scope to increase the volume of activity of these specialties as well as many others. To find out more about Guy’s and St Thomas’ Specialist Care please visit guysandstthomasspecialistcare.co.uk Detailed job description and main responsibilities Communication 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 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 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 department’s 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 department’s 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 staffand revise core messaging, positioning and value proposition for GP and consultant referrer market Patient/customer care (both direct and indirect) The role will have various customers, both internal and external 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 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 hospital’s 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 Identify local opportunities for self-funding (e.g. long waiting lists) and promote Trust private patient services to drive referrals Proactively seek areas of growth, opportunities and improvement within the private patient market. 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 customers Resource management Work within budgets set by the Business Development Lead and Associate Director – Marketing and Business Development Manage delivery of GP talks either online (via Zoom) or source venues and coordinate events on-site within budget Information management To be a proficient user of any hospital system that holds data on private patients as appropriate. 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. 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 Commissioner’s 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 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. To undertake any other duties commensurate with the grade as requested. Person specification EDUCATION AND QUALIFICATIONS Essential criteria • Degree level education or equivalent Desirable criteria • Evidence of recent professional development which is orientated towards the development of commercial skills and /or significant experience in a business development role EXPERIENCE & KNOWLEDGE Essential criteria • 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 criteria • 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 • Understanding of clinical performance metrics • Good understanding of diagnostic testing, including those specific to cardiac and respiratory symptoms • Experience developing service level agreements • Experience with tender process for medical services • Previous use of customer relationship management software • 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 criteria • 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. • Excellent attention to detail and ability to work to tight deadlines. • Outstanding organisational skills. Desirable criteria • Writing content for primary care audience PERSONAL QUALITIES Essential criteria • Self-motivated and hard-working • An experienced team player with the ability to work independently • Ability to build and positively manage important relationships • Professional attitude and self starter • Excellent attendance record • Ability to work cross-site and out-of hours if necessary • Smart personal appearance • Ability to travel around Greater London area and for meetings, seminars and training Desirable criteria • Have own car and up to date driving license Guy’s and St Thomas’ celebrates, respects and values the diversity of its staff and patients. We review our policies, procedures and practices to ensure that all employees, patients and carers are treated equitable according to their needs. We are actively committed to ensuring that no one who applies for a job, works or study’s at the Trust, or accesses our services is discriminated against on the grounds of race, ethnicity, nationality, disability, religion or belief, age, gender identity , gender reassignment, sexual orientation, pregnancy and maternity/paternity, or marital/civil partnership. Applications are welcomed from applicants with a disability. We can make reasonable adjustments and offer support and advice in a variety of ways throughout the application process. Equality of opportunity is our policy. As an organisation we are committed to developing our services in ways that best suit the needs of our patients. This means that some staff groups will increasingly be asked to work a more flexible shift pattern so that we can offer services in the evenings or at weekends. Flexible working We are committed to supporting all employees to achieve a healthy work life balance and to work in a way that is best for them and our patients. We will consider all requests to work flexibly, taking in to account the individual’s personal circumstances as well the needs of the service. We encourage all prospective applicants to discuss their individual circumstances with the recruiting manager as part of the on-boarding process. Your e-mail address is important to us - We communicate to all job applicants via the e-mail address which has been provided on the application form. Please ensure that you check your e-mail on a regular basis. Please apply for this post by clicking "Apply Online Now." Applicant requirements The postholder will have access to vulnerable people in the course of their normal duties and as such this post is subject to the Rehabilitation of Offenders Act 1974 (Exceptions) Order 1975 (Amendment) (England and Wales) Order 2020 and as such it will be necessary for a submission for Disclosure to be made to the Disclosure and Barring Service to check for any previous criminal convictions. Further details / informal visits contact Name Hélène Gallardo Job title Business Development Lead Telephone number 07483338119