Head of Insourcing

Ready to shape the future of healthcare insourcing?

Globe is seeking an ambitious and commercially driven leader to take ownership of our growing Insourcing division. This is a rare opportunity to build strategic partnerships across the NHS and private healthcare sector, drive significant revenue growth, and play a pivotal role in delivering innovative workforce solutions that improve patient outcomes.

Overview

The Head of Insourcing is responsible for the commercial growth, profitability, and market expansion of Globe's Insourcing division. Reporting to the MD, the role carries direct accountability for developing and converting a sustainable sales pipeline, securing new NHS and private healthcare contracts, increasing recurring revenue, and delivering profitable growth.

The postholder will act as the commercial lead for all Insourcing opportunities, driving business development activity across NHS Trusts, ICBs, Community Diagnostic Centres, Mental Health Providers, Independent Healthcare Organisations and Procurement Frameworks.

Success in the role will be measured through achievement of revenue, gross profit, pipeline conversion, client acquisition, retention, and contract expansion targets.

Sales & Business Development Leadership Responsibilities

• Own and deliver the annual Insourcing sales strategy, ensuring alignment with Globe's overall growth objectives.
• Hold accountability for achieving agreed revenue, gross profit and EBITDA targets for the Insourcing division.
• Develop and maintain a qualified business development pipeline with a minimum value equivalent to 3-5 times annual sales targets.
• Generate and convert new business opportunities through direct engagement with NHS Trusts, ICBs, Health Boards, Community Diagnostic Centres, Mental Health Trusts and Private Healthcare Providers.
• Build strategic relationships with executive-level stakeholders including Chief Executives, Chief Operating Officers, Chief Medical Officers, Directors of Workforce, Procurement Leads and Service Directors.
• Lead all commercial discussions, solution design workshops, negotiations and presentations for prospective clients.
• Identify opportunities to expand existing contracts through service diversification, geographical expansion and additional specialties.
• Work collaboratively with operational teams to develop innovative solutions that address workforce challenges and improve patient outcomes.
• Develop a robust account growth strategy for existing clients, ensuring retention and increased spend year-on-year.
• Establish a structured sales cadence including prospecting, stakeholder mapping, client meetings.

Account Delivery & Team Leadership Responsibilities

• Provide strategic leadership and oversight to the Insourcing Account Delivery team, ensuring the successful mobilisation, implementation and ongoing management of all client contracts.
• Lead, develop and mentor Account Managers and Delivery Leads, creating a high-performance culture focused on service excellence, client satisfaction, commercial growth and continuous improvement.
• Establish clear objectives, KPIs and performance standards for the Account Delivery team, ensuring accountability for contract performance, client retention and operational excellence.
• Conduct regular performance reviews, development planning and succession planning to build capability and strengthen the leadership pipeline within the division.
• Work collaboratively with Account Managers to identify opportunities for contract expansion, service enhancement and cross-selling of Globe's wider workforce solutions.
• Ensure all client accounts have robust account plans, governance structures and communication frameworks in place to support long-term strategic partnerships.
• Oversee contract mobilisation and implementation activities, ensuring projects are delivered on time, within budget and in line with contractual requirements.
• Monitor account performance against agreed service level agreements (SLAs), key performance indicators (KPIs) and contractual obligations, implementing corrective actions where necessary.
• Lead client governance meetings, executive reviews and performance discussions, ensuring Globe consistently demonstrates value and delivers positive outcomes.
• Act as the senior escalation point for operational, commercial and client relationship issues, ensuring timely resolution and maintaining strong stakeholder confidence.
• Drive a culture of continuous improvement across the Account Delivery function through the use of performance data, client feedback, audits and lessons learned.
• Ensure close collaboration between Business Development, Operations, Clinical Leadership, Recruitment, Compliance and Finance teams to deliver a seamless client experience.
• Take ownership of client retention targets and account growth objectives, ensuring existing contracts contribute to the overall revenue and profitability targets of the Insourcing division.