Commercial Manager Sales London, United Kingdom

About Us

Since 2016, Patchwork Health has been on a mission to make truly flexible and sustainable working a reality for all healthcare staff. Their fully integrated workforce management solution helps optimise outcomes for organisations, managers, staff and patients alike. Built by a team of dedicated healthcare veterans, and co created with the NHS, their technology and services have been embraced by over 100 healthcare sites to date. Patchwork offers a range of different solutions, including temporary staff banks, which enable organisations to source temporary staff from their own pool of approved workers; 'collaborative staff banks', which help healthcare organisations team up with others in the same region to widen and share their temporary staffing pools; an innovative new rostering solution which enables more flexible, sustainable staffing for permanent healthcare staff; and an Agency Manager which makes it easier for managers to select appropriate temporary staff from external agencies when necessary. Patchwork Insights also provides managers with comprehensive data oversight, to monitor staffing trends, shift fill rates and pay rate escalations, and reliably plan ahead to prevent staffing gaps. Patchwork Health has been recognised as HSJ's 2022 Staffing Solution of the Year, and have recently received the prestigious HSJ Partnership Award and the Spectator's Economic Innovator of the Year Award.

The Role

Our Revenue Team is made up of Sales, Marketing, Strategic Partnerships and Revenue Operations teams. These teams play a critical role in driving top line growth and ensuring our revenue generating processes are efficient and scalable. The Commercial Manager sits within the Sales Team and is responsible for completing compelling bid and tender responses on behalf of Patchwork; as well as supporting buyer business cases, overseeing the creation of deal specific sales enablement materials, and framework liaison & account management. You will also produce high quality and compelling commercial materials to maximise Patchwork's win rate across all opportunities.

Key Responsibilities

Bids and Tender Management

• Establishment of a robust governance process around the decision making process to bid/not bid.

• Sourcing and responding to tenders; and managing bid processes in the most commercially successful way for Patchwork.

• End to end management and ownership from identifying the opportunity and initial information / screening requests (RFIs/RFPs) to completing and submitting final entries.

• Striving for all bids and entries to be as successful as possible by meeting and exceeding quality standards on relevance, validity and persuasiveness, ensuring all submissions are compelling.

• Project managing all internal stakeholders to provide information and documents in a timely manner, encouraging responsiveness and a collective desire to win business.

• Utilising all existing procurement portals and sources and creatively identifying new ways to locate opportunities.

• Identification and tracking of bids and tender performance metrics and coordinating lessons learnt process.

• Relationship management and coordination with external partner teams on shared bids.

Business Cases

• Collaborating with internal stakeholders to write compelling business cases for NHS Trust Executive Boards with a high approval rate.

• Standardising Patchwork's approach to the creation of business cases, ensuring that compelling, business winning content is created efficiently.

• Creating supplementary materials to support the business case process such as buying guides, commercial proposals and landing pages.

Sales Enablement

• Work with members of the sales team to produce presentations and materials of exceptional quality that close deals.

• Be responsive and turn materials around within internal target timescales to reduce time to close.

Framework Management

• Overseeing all procurement frameworks that enable Patchwork to compliantly contract and win business with the NHS and similar clients, this includes understanding framework limits to ensure contract compliance (i.e. commercial terms and models for each framework).

• Leveraging existing frameworks to identify and unlock revenue opportunities.

• Identifying new framework opportunities and managing framework responses

• Managing external relationships with framework providers to maximise commercial opportunities for Patchwork.

Stakeholder Management

• Building outstanding and meaningful external relationships with partners on bids and being able to engage and influence stakeholders from all levels.

• Educating internal stakeholders on commercial processes and best practice.

Quality Standards

• Leading by example by producing commercially sensitive responses that are successful i.e., are always persuasive and compelling, and ensuring all external deadlines are met and never missed.

Research & Innovation

• Keep up with industry trends, emerging technologies, and best practice.

• Evaluate new tools, technologies, and methodologies to drive continuous improvement.

• Embracing AI to drive efficiency and scalability in finding and responding to opportunities.

Requirements Essential

• Demonstrable experience in bid writing, bid and tender management, and contract management.
• Demonstrable accountability in owning complex, multi stakeholder business projects from start to finish.
• Understanding of bid portals and tender alert systems.
• Experience working with NHS or public sector procurement frameworks.
• Understanding of business case methodologies e.g. Five Case Model.
• Commercial acumen and growth mindset, with the ability to convey business information in a compelling and low risk way that increases the likelihood of winning business.
• Ability to identify risks and opportunities associated with all bids and tenders, contract management, framework management and client requirements.
• Ability to engage and build rapport with internal and external stakeholders and decision makers.
• Ability to create presentations and other sales documentation of an exceptional calibre.
• Tech savvy and adaptable to new technologies and systems with a good understanding of good data hygiene; familiarity with portals, CRM systems.
• Eagerness to work with multiple people and be a self starter.
• Prideful in attention to detail.
• Ability and passion to work in a fast paced scale up team environment.

Nice to Have

• Experience in a tech start up/scale up.
• Experience or knowledge of the NHS, healthcare, or healthtech industry.
• Experience or knowledge of workforce management solutions.

Benefits, Perks & Remuneration

Base Salary: £60,000-70,000

• Hybrid and flexible workplace
• Cycle Scheme
• Tech Loan Scheme
• Employee Assistance Programme (Health Assured)
• Personal Learning & Development Budget
• Flexible income options via Wagestream
• Dog friendly London Hub
• Vibrant and fun London Hub with unlimited refreshments & games
• Access to co working spaces across the UK

The Small Print

We are unable to provide individual feedback on each application. If you have not heard from us within two weeks, you have not been selected for an interview. We pledge to always provide feedback to applicants who interview with us.

Patchwork is an inclusive employer, and iscommitted to not only meeting legal requirements and standards, but our owndiversity, equality, and inclusivity policies and pledges throughout all stages of the employee lifecycle. For more information on our pledges and policies, please refer to our website or reach out to Patchwork's Talent Team.