At a Glance
- Tasks: Own and grow BCS’s NHS portfolio, managing key relationships and driving revenue.
- Company: Join a leading organisation in the health sector with a focus on digital transformation.
- Benefits: Competitive salary, career development opportunities, and a chance to make a real impact.
- Other info: Dynamic role with opportunities for professional growth and networking within the NHS.
- Why this job: Be at the forefront of NHS digital strategy and influence positive change in healthcare.
- Qualifications: Proven experience in account management and strong relationship-building skills.
The predicted salary is between 65000 - 65000 € per year.
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.
Key Responsibilities
- NHS Portfolio Ownership
- Own and manage BCS’s NHS and public sector health account portfolio, covering NHS Trusts, ICBs, NHS England directorates, and associated bodies.
- 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), IT Directors, 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 client’s internal advocate within BCS — ensuring the NHS voice shapes how BCS develops and delivers its products and services.
- Engage with NHS England’s digital workforce team and ICB-level workforce leads 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 membership, and organisational digital skills assessments.
- Develop tailored commercial propositions that connect BCS’s offer to 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 the NHS - Trusts, ICBs, or functions not yet engaged with BCS - and develop targeted outreach strategies in collaboration with the wider sales team.
- Contribute to BCS’s NHS sector strategy by feeding back market intelligence: client 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.
- Sector Profile & Thought Leadership
- Represent BCS at NHS and health informatics sector events, conferences, and forums (e.g. HETT, NHS ConfedExpo, Digital Health Summer/Winter Schools).
- Build BCS’s profile within the NHS digital and health informatics community, including engagement with FEDIP, BCS Health, and relevant professional networks.
- Contribute to thought leadership activity - 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 coordinate NHS activity and improve client outcomes.
- Share NHS market intelligence and client insight with product and policy teams to inform BCS’s health sector roadmap.
- Support and mentor less experienced KAMs engaging with NHS or public sector accounts.
Vacancy: Senior Key Account Manager in Harrow employer: BCS, The Chartered Institute for IT
At BCS, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation. Our Senior Key Account Managers enjoy competitive salaries, comprehensive benefits, and ample opportunities for professional growth within the public sector health landscape. With a focus on meaningful impact in the NHS, our employees are empowered to build strong relationships and drive significant change, all while working in a supportive environment that values their contributions.
Contact Detail:
BCS, The Chartered Institute for IT Recruiting Team
StudySmarter Expert Advice🤫
We think this is how you could land Vacancy: Senior Key Account Manager in Harrow
✨Tip Number 1
Network like a pro! Get out there and connect with people in the NHS sector. Attend events, join relevant forums, and don’t be shy about reaching out on LinkedIn. Building relationships can open doors that applications alone can't.
✨Tip Number 2
Prepare for those interviews! Research the NHS organisations you’re targeting, understand their digital strategies, and be ready to discuss how your experience aligns with their needs. Show them you’re not just another candidate, but the right fit.
✨Tip Number 3
Follow up after interviews! A quick thank-you email can go a long way. It shows your enthusiasm and keeps you fresh in their minds. Plus, it’s a great chance to reiterate why you’re the best choice for the role.
✨Tip Number 4
Don’t forget to leverage our website! We’ve got loads of resources and tips to help you ace your job search. Plus, applying through us means you’ll be in the loop for any new opportunities that pop up!
We think you need these skills to ace Vacancy: Senior Key Account Manager in Harrow
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Senior Key Account Manager role. Highlight your experience with NHS accounts and any relevant commercial achievements that align with our needs.
Showcase Your Relationships:We want to see how you've built and maintained relationships at senior levels. Share specific examples of how you've engaged with stakeholders in the NHS or similar sectors to demonstrate your credibility.
Be Data-Driven:When discussing your past roles, include metrics and outcomes that showcase your impact. We love numbers, so if you’ve exceeded revenue targets or improved client satisfaction, let us know!
Apply Through Our Website:Don’t forget to submit your application through our website! It’s the best way for us to keep track of your application and ensure it gets the attention it deserves.
How to prepare for a job interview at BCS, The Chartered Institute for IT
✨Know Your NHS Inside Out
Before the interview, dive deep into the NHS landscape. Familiarise yourself with the latest digital strategies, key decision-makers, and budget cycles of the organisations you'll be working with. This knowledge will not only impress your interviewers but also show that you're genuinely interested in the role.
✨Showcase Your Relationship-Building Skills
Prepare examples of how you've successfully built and maintained relationships at senior levels in previous roles. Highlight your experience with stakeholders like CDIOs and IT Directors, and be ready to discuss how you can navigate complex environments to advocate for clients effectively.
✨Demonstrate Commercial Acumen
Be ready to discuss your approach to revenue growth and how you've exceeded targets in the past. Prepare to share specific examples of successful contract negotiations and how you’ve developed tailored propositions that align with client needs, particularly in the public sector.
✨Engage with Insight-Driven Strategies
Talk about your experience in strategic account planning and how you've used market intelligence to identify opportunities and mitigate risks. Be prepared to discuss how you would create insight-driven account plans that connect BCS’s solutions to NHS digital workforce strategies.
