At a Glance
- Tasks: Own and grow BCS's NHS portfolio, managing key relationships and driving revenue.
- Company: Join a leading organisation in health and care with a focus on innovation.
- Benefits: Enjoy hybrid working, generous holiday, private medical insurance, and more.
- Other info: Be part of a supportive team dedicated to professional development and equality.
- Why this job: Make a real impact in the NHS while advancing your career in a dynamic environment.
- Qualifications: Experience in account management and strong relationship-building skills required.
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.
The post holder will be expected to maintain working knowledge of the NHS and wider health and care structures and operating environment, including:
- The Department of Health and Social Care (DHSC), NHS England as it transitions, and the regional structures, including digital and transformation functions.
- 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.
- 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.
- 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.
BCS is dedicated to providing training and development to help all staff realise their potential, and also offer a generous benefit package. BCS, The Chartered Institute for IT are committed to promoting equality at every opportunity as an employer. This statement and our policies are designed to ensure our recruitment and employment practices and procedures actively promote equality of opportunity and value diversity. All applicants must be eligible to work in the UK upon application.
What we offer:
- Hybrid Working
- 27 days holiday per year, plus bank holidays
- Birthday leave
- Paid Christmas office shutdown
- Private Medical Insurance and/or Health Cash Plan
- Life assurance (x4 salary)
- Income protection
- Enhanced maternity/paternity leave
- Free BCS membership
- Financial wellbeing support
- Unum Help@Hand (including access to EAP, online GP consultations, wellbeing support, retail discounts and more)
Vacancy: Senior Key Account Manager – Health and Care in London employer: BCS, The Chartered Institute for IT
BCS, The Chartered Institute for IT, is an exceptional employer that prioritises employee growth and well-being, offering a generous benefits package including hybrid working, extensive holiday allowances, and private medical insurance. With a strong commitment to equality and diversity, BCS fosters a collaborative work culture where employees are encouraged to develop their skills and engage in meaningful projects that impact the health and care sector. This role as Senior Key Account Manager provides a unique opportunity to influence NHS digital strategies while working alongside senior leaders in a dynamic environment.
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 – Health and Care in London
✨Tip Number 1
Network like a pro! Get out there and connect with people in the NHS sector. Attend events, join forums, and engage on LinkedIn. The more relationships you build, the better your chances of landing that Senior Key Account Manager role.
✨Tip Number 2
Do your homework! Familiarise yourself with the latest NHS digital strategies and key decision-makers. When you know your stuff, you’ll impress during interviews and show you’re genuinely interested in the role.
✨Tip Number 3
Practice makes perfect! Prepare for common interview questions related to account management and revenue growth. Role-play with a friend or use our resources to boost your confidence before the big day.
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets noticed. Plus, we love seeing candidates who are proactive about their job search. Don’t miss out on this opportunity!
We think you need these skills to ace Vacancy: Senior Key Account Manager – Health and Care in London
Some tips for your application 🫡
Know Your Stuff:Before you start writing, make sure you’ve got a solid understanding of the NHS landscape and the key players involved. This will help you tailor your application to show that you’re not just another candidate, but someone who truly gets the industry.
Showcase Your Experience:When detailing your previous roles, focus on your achievements and how they relate to the responsibilities of the Senior Key Account Manager position. Use specific examples that highlight your ability to manage relationships and drive revenue growth in similar environments.
Speak Our Language:Make sure your application reflects the language used in the job description. This shows us that you understand the role and can communicate effectively with stakeholders at all levels within the NHS.
Apply Through Our Website:We encourage you 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. Plus, it’s super easy!
How to prepare for a job interview at BCS, The Chartered Institute for IT
✨Know Your NHS Stuff
Make sure you brush up on the latest NHS policies, digital strategies, and key players in the health sector. Being able to discuss current trends and challenges will show that you're not just interested in the role but are also genuinely engaged with the industry.
✨Build Relationships Before the Interview
If possible, try to connect with current employees or stakeholders within the NHS before your interview. This can give you insider knowledge about the company culture and expectations, plus it shows initiative and a proactive approach.
✨Prepare for Scenario Questions
Expect questions that ask how you would handle specific situations, especially around stakeholder engagement and revenue growth. Think of examples from your past experience where you've successfully navigated similar challenges and be ready to share those stories.
✨Showcase Your Commercial Acumen
Be prepared to discuss how you would identify growth opportunities within the NHS portfolio. Highlight your understanding of budget cycles and procurement processes, and come armed with ideas on how BCS can align its offerings with NHS priorities.
