Strategic Commercial Manager, Kooth

• Ideally, they will have had experience as a management consultant, with strong data literacy and ability to synthesise large amounts of information into a persuasive narrative
• The role requires commercial experience, understanding of the sales process and the healthcare / NHS landscape
• University degree in a relevant discipline
• 8+ years experience in a relevant position
• Experience of working alongside senior leadership driving change and improvement
• Experience working in cross-functional, multi-disciplinary teams and multiple projects with a number of teams involved where you influence and drive new ways of working
• Proven experience of working in a commercial environment, understanding sales process, customer success and successfully bidding for B2G tenders

Desirable

• This is a 9 month maternity cover
• Reports to: Commercial Director
• We are seeking a proactive and resourceful Head of Commercial Operations to join our team on a 9-month contract basis with possible extension (maternity leave cover) to lead our Central Commercial Team
• We are looking for someone who thrives in a scaling organisation, is comfortable rolling up their sleeves, and can navigate challenges with a pragmatic mindset
• This role will involve working with a broad range of stakeholders including leadership teams at Country Leadership and Global Leadership level
• Responsible for timely, accurate data provision to the Commercial and Marketing teams to support contract management and retention, and marketing decisions
• Your focus will be internal, although there may be occasional engagement with external stakeholders as required
• Ensure that Kooth remains evidence-based and data-driven through the production and publication of relevant reports that provide insight to commissioners and stakeholders
• Use your high-level data analysis, narrative development and presentation skills to create and critically review data-led, compelling content and high-quality business cases for commissioners that secure new business and contract renewals
• Oversee usage of Salesforce.com to provide accurate, live view of ARR
• Responsible for the commercial data assurance process; identify issues through the data and create an action plan to resolve, involving additional internal stakeholders as required
• Critically review data deep dives / dedicated data packs as required for specific contracts or focus areas to identify trends and narrative
• Responsible for external submission of contractual data to commissioning and regulatory bodies including MHSDS
• Overall accountability of delivering a tender success rate of 75% across core service tenders (both new business and retention)
• Overall accountability for maintaining framework compliance and submitting updates including G-Cloud
• Responsible for the ethical and accurate use of AI within procurement responses
• Together with the Regional Directors, facilitate go/no-go decisions for new business opportunities based on procurement avenues, model suitability and alignment, commercial viability and strategic importance
• Ability to respond quickly to procurement requirements to meet tight deadlines
• Identify new service proposition/adaptation/growth opportunities based on reviewing bid activity, customer success, new business and marketing activity coupled with commissioner feedback/insight, and drive cross-functional conversations at pace to develop models according to market demand
• Provide strategic leadership and insight, project management and a ‘hands-on’ approach to deliver dedicated projects aligned to company need
• Understand the wider Mental Health Landscape and NHS / ICS structures including strategic objectives to provide insight and commercial alignment to the development of new approaches
• Identify new value propositions and work with internal colleagues to redesign services to meet the identified need, ensuring Kooth and Qwell are both at the heart of new models of care
• Build, develop and manage program plans and timelines adapting to the flexible nature of a growing, fast-paced organisation
• Manage cross-functional teams to keep on track for project objectives
• Ability to grasp complex problems and explain them comprehensively yet succinctly, problem solver, not afraid to challenge existing processes and ways of working
• Review corporate commercial data with the Head of Financial Planning and Regional Directors (e.g. forecast vs budget, pricing, bid success trend analysis) to develop insight to drive data-informed practice, system, approach and process optimization, and overall improvement of the commercial function
• Deliver bespoke commercial modelling including KPIs and pricing for individual contracts and within specific financial envelopes
• Support contract renewal and negotiation conversations with data and pricing options as required
• Ability to identify new service proposition/adaptation/growth opportunities based on reviewing bid activity, customer success, new business and marketing activity coupled with commissioner feedback/insight and support the shaping, testing and delivery of these
• Develop, energize, lead and manage a high-performing team, to drive performance and set the tone for challenging existing practice to optimize ways of working in order to achieve the best commercial outcomes
• Develop and mentor direct reports with specific focus on creating compelling commercial narratives from data and identifying trends across multiple data sources
• Critically review/optimize analysts’ and operational outputs - presentations, tenders, business cases and key communications to commissioners and stakeholders ensuring they will advance strategic positioning of Kooth both locally and nationally
• Balance the achievement of BAU delivery and strategic project development within the team
• Ability to manage and solve complex problems, deal with critical situations in an effective manner
• Ability to work under pressure to tight deadlines
• Work in a way that engages positively with issues of diversity and difference
• Responsible for management and maintenance of Procurement Software, Portals, AI for commercial purposes, Salesforce, LinkedIn
• Along with Quality Improvement Team, provide information and evidence for achieving and maintaining accreditation requirements (DTAC, BACP, Cyber Essentials)
• Key Components:
• Analytics, Reporting & Insights - 25%
• Procurement Management - 20%
• Strategic Project Delivery - 15%
• Support Revenue Maximisation - 15%
• People Management, Team Leadership and Mentorship - 20%
• Oversight of all standardised commercial functions - 5%