Vacancy: Senior Key Account Manager

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.

Key responsibilities:

• 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.
• 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 co‑ordinate 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.

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)