Job title: Senior Key Account Manager – Health and Care Salary: Up to £65,000 per annum Location: Field based with travel to London and Swindon offices Contract Type: Full-time, permanent
This is a high impact, commercially driven role responsible for owning and growing BCS’s NHS portfolio, a substantial book of business spanning NHS Trusts, Integrated Care Boards (ICBs), NHS England, NHS Digital successor bodies, and associated public sector health organisations. The post holder is BCS’s most senior day to day relationship owner for these accounts and is expected to operate with authority and credibility at senior NHS leadership level.
The NHS Landscape
* The Department of Health and Social Care (DHSC), NHS England as it transitions, and the regional structures, including digital and transformation functions. Also equivalent organisations in the other UK Nations.
* Integrated Care Systems (ICSs) and Integrated Care Boards (ICBs), their governance, digital strategies, and workforce priorities
* NHS Trusts (acute, mental health, community, ambulance) and Health Boards, their CDIO/CIO/CXIO structures and buying authority.
* Private healthcare organisations and IT systems vendors to the NHS.
* NHS Digital Skills Development Networks
* NHS procurement frameworks including NHS Shared Business Services (SBS), Crown Commercial Service (CCS), and G-Cloud
* Key NHS digital programmes and policy drivers: NHS Ten Year Plan and associated priorities, frontline digitisation, and the Digital Workforce Strategy
* Workforce development functions including NHS England’s digital workforce team and equivalents in other UK Nations
* FEDIP (Federation for Informatics Professionals) and BCS’s role within the NHS digital and health informatics profession
Key Responsibilities
Health and Care Portfolio Ownership
* Own and manage BCS’s NHS, public and private sector health and care account portfolio.
* Maintain deep, up-to-date knowledge of each account’s digital strategy, workforce priorities, budget cycles, and key decision-makers.
* Serve as BCS’s senior point of commercial accountability for the NHS portfolio, ensuring consistent delivery and client confidence.
* Maintain detailed, structured account plans for all tier‑1 and tier‑2 accounts, reviewed and updated on a quarterly basis.
* Track NHS budget cycles, procurement windows, and framework agreements to ensure BCS is positioned at the right time in every buying process.
Senior Stakeholder Engagement
* Build and sustain strong relationships at multiple seniority levels within NHS organisations: Chief Digital and Information Officers (CDIOs), CIOs, CXIOs, Heads of Digital Workforce, Learning & Development leads, and procurement teams.
* Lead Quarterly Business Reviews (QBRs) and executive briefings that demonstrate BCS’s impact on NHS digital workforce outcomes and align on future priorities.
* Navigate the complexity of NHS stakeholder landscapes, including multiple decision‑makers, committee‑based procurement, and politically sensitive environments.
* Act as the internal advocate within BCS for BCS members working in digital health and care — ensuring the NHS voice shapes how BCS develops and delivers its products and services.
* Engage with DHSC/NHS England’s digital workforce team and equivalents in other UK Nations to position BCS as a system‑level partner, not just a Trust‑by‑Trust supplier.
Revenue Growth & Commercial Performance
* Own and exceed an annual revenue target covering renewals, upsells, cross‑sells, and new product expansion across the NHS portfolio.
* Identify and pursue growth opportunities across BCS’s full portfolio: professional IT certifications (including BCS qualifications and digital skills accreditation), corporate training, eLearning, FEDIP registrations, and organisational digital skills assessments.
* Develop tailored commercial propositions that connect BCS’s offer to the NHS digital workforce strategy priorities, presenting compelling business cases in the language of NHS outcomes and value for money.
* Lead contract negotiations with confidence, including framework call‑offs, multi‑year agreements, and volume‑based licensing, ensuring strong commercial terms for BCS.
* Manage the full account‑based sales cycle, including pipeline development, forecasting, and close planning through Salesforce.
* Work with BCS’s marketing and bid teams to respond to NHS procurement exercises, tenders, and framework applications where required.
Strategic Account Planning
* Produce and maintain insight‑driven account plans that map each NHS client’s digital workforce strategy to BCS’s solutions, identify revenue opportunities, and flag commercial risk.
* Identify whitespace opportunities within health and care, including organisations not yet engaged with BCS — and develop targeted outreach strategies in collaboration with the wider sales and marketing teams.
* Contribute to BCS’s NHS sector strategy by feeding back market intelligence: client and member needs, commissioner priorities, competitor activity, and emerging digital skills demands.
* Support BCS’s position on NHS procurement frameworks, ensuring the organisation is properly listed, compliant, and actively engaged with framework managers.
Retention & Risk Management
* Proactively manage renewal pipelines across the NHS portfolio, ensuring no contract is lost through late engagement or poor planning.
* Identify at‑risk accounts early — particularly those affected by NHS restructuring, budget pressures, or leadership change — and implement targeted recovery plans.
* Monitor satisfaction, NPS, and service delivery performance, working with BCS operations and delivery teams to resolve issues promptly.
* Maintain accurate, real‑time CRM records in Salesforce to support forecasting, pipeline health reporting, and senior management visibility.
* Work with the Faculty of Health and Care to deliver health and care specific offerings, such as webinars, events and opportunities for learning and development, that will enhance the BCS offer to those working in this sector.
Sector Profile & Thought Leadership
* Represent BCS at NHS and health informatics sector events, conferences, and forums (e.g. HETT, NHS ConfedExpo, Digital Health Summer School).
* Build BCS’s profile within the NHS digital and health informatics community, including engagement with FEDIP, BCS Faculty of Health and Care, and relevant professional networks, such as the Digital Skills Development Networks.
* In collaboration with BCS Faculty of Health and Care and FEDIP, organise webinars, conferences and other events to raise the BCS profile and to enhance the BCS offer to those working in this sector by providing health and care specific opportunities for learning, development and networking.
* Contribute to thought leadership activity, working with the Faculty of Health and Care and associated communities of practice — supporting BCS content, policy positioning, and sector commentary relevant to NHS digital workforce development.
Internal Collaboration
* Work cross‑functionally with BCS Marketing, Product, Learning Solutions, Group Operations, Finance, and Bid teams to co‑ordinate health and care activity and improve client outcomes.
* Share NHS market intelligence and client insight with product and policy teams to inform BCS’s health sector roadmap.
* Membership of the BCS Faculty of Health and Care Board and regular liaison with the Chair to support development of the Faculty in line with BCS objectives and the needs of those working in health and care.
* Support and mentor less experienced KAMs engaging with NHS or public sector accounts.
Key Deliverables
* Achievement of and beyond annual NHS portfolio revenue target across renewals, upsells, and expansion
* NHS portfolio retention rate at or above agreed target
* Active, current account plans maintained for all tier‑1 and tier‑2 NHS accounts
* Quarterly Business Reviews delivered to all major NHS accounts on schedule
* Accurate CRM pipeline and forecast data maintained in Salesforce at all times
* Growth initiatives documented with outcomes tracked and reported to management
* CDIO/CIO-level relationships established and active across the NHS portfolio
* Timely contract renewals and framework call‑offs with strong commercial terms
* Client satisfaction (NPS / CSAT) at or above agreed benchmark
* BCS represented at a minimum of 2 to 3 national health and care sector events per year
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