Strategic Development and Sales Lead

Vanguard Healthcare Solutions is a British, privately owned, international clinical services and infrastructure provider supporting healthcare clients across the UK and worldwide.

Our purpose-designed and built modular and mobile facilities provide our clients with new or replacement Operating Theatres, Wards, Endoscopy Suites and Decontamination and diagnostic units. As part of our solution to our clients we also support them with turnkey solutions, clinical teams and equipment.

With a rapidly growing team of over 140 colleagues in the UK and Australia, our values define how we conduct our business with our clients, internally and externally: Patient-focussed; Innovative; Responsive; Passionate; Teamwork.

Vanguard is clear about its differentiators and builds its solutions around our NHS clients focussing on clinical expertise; high quality solutions; delivery agility and client service.

These attributes position Vanguard as a market leader and innovator.

Responsibilities

This role has three main pillars of focus and as such requires an individual that can easily navigate across all three with equal focus.

The pillars are:

• UK Independent Healthcare Providers (IHP) sector.

• NHS Integrated Care Systems (ICS), their Integrated Care Boards (ICB) and NHS England alongside the equivalent organisations in Scotland and Wales.

• And Vanguard ‘big ticket’ or strategic sales desk.

Independent Health Providers IHP

Working with all IHP organisations but with a specific focus on the Top 6 organisations to promote Vanguard’s clinical and infrastructure solutions to support their healthcare activity,drive effective value and commercial based propositions.

The high levels of private medical and self-pay patients combined with potential increases in patient choice via NHS referrals means that IHPs have a growing need for Vanguard solutions. Supporting them in building capacity but also in the refurbishment of their existing estate – delivering revenue and protecting capacity for these clients.

Working closely with the CCO and CEO this aspect of the role will be focussed on IHP senior leadership and C Suite and will require the post holder to be able plan and support the IHPs near and longer-term strategy and goals aligning Vanguard propositions to build valuable strategic relationships.

NHS Integrated Care Systems & Boards

The NHS is currently undergoing reform and rebase both structurally and financially. Planning for elective care and recovery of waiting lists back to the 18-week referral to treatment (RTT) targets now has a clear mandate and plan from NHSE, alongside the need for longer-term estate planning, refurbishment and clinical infrastructure investment

This will mean that Vanguard, as providers of high quality and clinically resourced facilities, will need greater exposure to ICS planning and capacity needs across their ICB members.

This facet of the role requires targeted approach of ICS/ICBs that stand out as organisations that can benefit from Vanguard’s solutions.

Like the IHP pillar the candidate will be expected to operate at C Suite and build with the ICB/ICS a near and long-term plan of support, alongside building important relationships and brand awareness within NHS England (and equivalent organisations).

Big Ticket Strategic Sales

Building longer term planning with IHP and ICB should ultimately result in larger and more complex solutions for Vanguard which are revenue and EBITDA additive to our core business.

Building and managing these relationships with these key account streams will require Vanguard to develop strategic relationships with other like-minded organisations within our partner eco system.

We have already identified key partners and under the heading of ‘big ticket’ opportunities the post holder will build and manage these relationships and joint bids – supported by our in house bid and proposition leads – to successful conclusion.

The role sits within the Commercial Division of the Vanguard Group which is sales and business development focussed, successful and driven. The post holder will report directly to the Chief Commercial Officer and work closely with the UK Business Director providing the necessary focus and visibility for growth across these core and aligned healthcare sectors.

KEY RESPONSIBILITIES:

• Manage the end-to-end sales development process.
• Identify and build sustainable pipeline which services the in-year revenue requirements but also provides pipeline visibility out over the next 3 years.
• Meet and exceed IHP targets.
• Position Vanguard as the solution of choice within the IHP segment.
• Participate in the relevant working groups and support the CEO in maintaining Vanguard’s membership to the IHPN (Independent Healthcare Providers Network) which will be instrumental to building networks and establishing trend and market drivers.
• Work with the sales leadership team to develop a clear win strategy that is the basis of the value proposition to the IHP segment.
• Develop and implement a strategic sales plan as the NHS regional and central leadership landscape continues to evolve.  In addition build effective relationships with key senior leadership across ICS, ICB and central NHS systems.
• Develop and implement a strategic plan for our partner ecosystem to co-create and deliver “big ticket” proposition and sales opportunities into our key customers.
• Understand and resolve complex technical, strategic and business issues to meet the client’s capacity or refurbishment demands.
• Orchestrate sales working with sales, business development and operational colleagues to ensure client demands are known, understood and met.
• Work closely with the Modular Commercial Director to prepare and review the commercial aspects of the value proposition and bids.
• Work with marketing and specifically proposition development to develop appropriate go to market strategies for the 3 pillars.
• All employees are expected to always promote and work within Vanguard’s quality management framework.
• All employees are required to: understand; take individual responsibility; cooperate and comply with, the Company’s Health & Safety policy and processes to ensure the Company’s Health & Safety obligations are met.

Benefits

• 25 days annual leave per year + UK bank holidays
• Life Assurance
• Company Pension
• Healthcare cash plan
• Professional memberships reimbursed

Requirements

• Experience and knowledge of working within the NHS or private health sector.
• Proven ability in the development and sale of complex clinical solutions.
• Sales and business development credentials that demonstrate success and show the desire to win in new business development environments.
• Ability to provide valuable input into value proposition development, opportunity qualification, win strategy, commercial discussions, and solution delivery.
• Must be an excellent communicator and comfortable working at C Suite level both internally and with client groups.
• Working with third party partners and demonstrating understanding of how partners can support in a complex sale.
• Excellent writing and presentation skills.
• 5 years’ complex solution selling experience.

We aspire to have a diverse and inclusive workplace and strongly encourage suitably qualified applicants from a wide range of backgrounds to apply and join our team.

Vanguard Healthcare Solutions Ltd and Q-bital Healthcare are part of the Vanguard Group of companies. www.vanguardhealthcare.co.uk