Approval Date: dd month year

Review Date:: dd month year

Position Title: xxxx A P.P.R.O.V.E.D

POSITION DESCRIPTION

COMMERCIAL LEAD KO AWATEA

Date Produced/Reviewed: Friday, 05 June 2015 Position Holder's Name: ------------------------------------------------- Position Holder's Signature: ------------------------------------------------- Manager / Supervisor's Name: ------------------------------------------------- Manager / Supervisor's Signature: ------------------------------------------------- Date: -------------------------------------------------

PURPOSE OF THE POSITION The purpose of the position is to develop, drive and implement a commercial strategy for Ko Awatea that aligns with and supports Ko Awatea’s mission and strategy. Providing successful leadership, management and governance of Ko Awatea commercial functions. Delivering effective, efficient and value-adding services, systems and processes to the rest of the organisation that are directly aligned to internal and external customer needs. The incumbent will:-

Be responsible for identifying new commercial opportunities, driving growth and supporting commercial development across the business and programme activities for Ko Awatea.

Be responsible for ensuring that Ko Awatea meets annual revenue targets.

Be responsible for creating a business plan and annual revenue targets that generate a profit for the Health District and ensures Ko Awatea’a financial viability for the long haul.

Work with senior colleagues to identify, create and test longer-term, sustainable income - generating plans for Ko Awatea enterprise activities.

Develop, utilise and manage relationships with regional, national and international business associations to the benefit of Ko Awatea.

To develop clear sponsorship programmes and packages to attract commercial partners to the benefit of Ko Awatea.

To undertake targeted income generation and business plans to support Ko Awatea programmes and corporate events, academic and student activity and the externally focussed work in enterprise assistance and development.

Develop a clear and robust process for reviewing commercial opportunities (including tracking opportunities and obtaining commercial intelligence, bid timetables, internal and external teams, resource requirements (financial and people) risk/reward and pricing analysis to enable Ko Awatea to make sound commercial and investment decisions that support Ko Awatea’s mission and strategies, and maximise the likelihood of winning new contracts.

Lead the development of a management framework and bid team infrastructure for all large and strategically important tenders and new business developments and support operational and clinical colleagues on other bids.

Design robust new business sales process, KPI’s and governance to ensure all tenders/bids are managed effectively to enable success.

Lead the execution of Ko Awatea corporate strategy in relation to mergers and acquisitions, identifying potential opportunities for partnership/joint venture models for delivering services. All new business models must be supported by appropriate governance arrangements and risk/return analysis and meet regulatory requirements.

Measure and evaluate the effectiveness (financial and outcomes) of all commercial activity.

Work closely with the Finance Manager to ensure appropriate support and financial analysis of revenue generating and cost saving opportunities.

Oversee and manage all marketing, communications, contracts and facilities functions to meet enrolment targets and goals.

Provide the professional lead for all aspects of commercial management.

Participate as a member of the Ko Awatea senior management team developing the Strategic Direction of Ko Awatea and delivering the Ko Awatea Business Plan.

Vision & Values

Organisational Shared Vision

Our DHB shared Vision is to work in partnership with our communities to improve the health status of all, with particular emphasis on Maaori and Pacific peoples and other communities with health disparities.

We will do this by leading the development of an improved system of healthcare that is more accessible and better integrated. We will dedicate ourselves to serving our patients and communities by ensuring the delivery of both quality focussed and cost effective healthcare, at the right place, right time and right setting.

Ko Awatea’s Purpose

The aim of Ko Awatea is to be a hub of education, improvement and innovation to support health systems and public services, foremost for Counties Manukau Health, but also nationally and internationally.

Organisational Values

Partnership Working alongside and encouraging others in health and related sectors to ensure a common focus on, and strategies for achieving health gain and independence for our population Care and Respect Treating people with respect and dignity, valuing individual and

cultural differences and diversity

Professionalism We will act with integrity and embrace the highest ethical standards Teamwork Achieving success by working together and valuing each other’s skills

and contributions Innovation Constantly seeking and striving for new ideas and solutions Responsibility Using and developing our capabilities to achieve outstanding results and

taking accountability for our individual and collective actions

PLACE IN THE ORGANISATION

CEO

CMH

Director

Ko Awatea

General Manager

Ko Awatea

Commercial Lead

Ko Awatea

Centre Manager

Improvement

Advisor for

Strategic Projects

Contracts

Manager

APAC Lead

Events Co-

ordinator

IS Technical

Support

(healthAlliance)

Rostering Centre

Scheduler

APAC Programme

Manager

APAC

Administrator

APAC Project

Manager

APAC

Communications

NATURE AND SCOPE OF RESPONSIBILITIES

Key Accountability Standards / Achievements

Commercial Development

Leads on specific business and development opportunities for Ko Awatea, including income generation projects, commercial development, market information and planning.

Promotes the vision of the organisation both internally and externally.

Create and develop commercial opportunities to increase our income for Ko Awatea. This is with both existing and potentially new clients with whom the commercial unit will target, initiate and develop business relationships.

Identify new market opportunities, talking the lead on constructing robust and successful business proposals that secure new contracts and long term client relationships for Ko Awatea.

Ensure the Ko Awatea Executive team are systematically appraised of market opportunities, conditions and associated business developments.

Seeks and leads opportunities for continual improvement.

Empowers and encourages people to develop in their roles and their skill sets.

Leads by example and sets the standard for professional behaviour and excellent work habits that support a positive, progressive working environment.

Represents Ko Awatea professionally and enthusiastically, both internationally and within New Zealand.

People Management

Motivates, coaches and manages staff towards the achievement of goals.

Provides regular feedback, including documented performance management. Addresses poor performance and nurtures high performers.

Monitors the skills required for delivering services, develops successors and communicates organisational and functional direction to their team.

Customer Focused

Linking with relevant clinical leads following horizon scanning or the announcement of tender opportunities to determine if the potential opportunity is a viable option for bidding for the new service in-line with the operational and strategic development plans for Ko Awatea.

Ensures that the Ko Awatea commercial functions meet user requirements and provides services that exceed customer expectations.

Manages Ko Awatea assets and team, and ensures capability and availability meet customer need while optimising cost benefit by providing cost effective systems, planning, design and implementation and management services that are fit for purpose.

Key Accountability Standards / Achievements

Business Frameworks

Develop robust systems to provide market intelligence to keep abreast of wider strategic direction and priorities and to identify new business opportunities.

Supports the business through internal infrastructure/frameworks, policies, processes and systems that maximise the commercial and operational success of ventures.

To develop a reporting, monitoring and performance framework and process that informs, assures, and contributes towards strategies and plans, for partners, internal customers, management and the Board etc.

Drives innovative approaches with a focus on business improvements.

Ensures effective people and capability management to ensure organisational culture is aligned to performance and outcomes.

Financial Responsibilities Manage the commercial unit budget to meet the strategic and operational business plans of Ko Awatea.

Ensure areas of responsibility are delivered in a way that are consistent with the financial plans and cost improvement plans of the commercial unit.

Assist in embedding a commercial, client service focussed approach to all business processes and activities.

Team Membership & Support Contributes as a member of the Commercial Unit team.

Mentors and provides support to other members of the team where required.

Quality Improvement and Quality Assurance

Ensure systems and processes to ensure improvement science methodologies deliver better performance.

Ensure systems for robust quality assurance.

HEALTH & SAFETY

Recognises individual responsibility for workplace Health & Safety under the Health and Safety Act 1992

Management roles:

Ensure a safe working environment and safe working practices.

Plan, lead, organise and control Health & Safety activities directed at preventing harm in the workplace, in consultation with employees and Health & Safety representatives for area.

Ensure that all accidents/incidents in the workplace are investigated, and that hazards are recognised and adequate controls put in place.

Non Management roles:

Counties Manukau DHB Health and Safety policies are read and understood and relevant procedures applied to own work activities.

Workplace hazards are identified and reported including self-management of hazards where appropriate.

Can identify health and Safety representative for area.

Key Accountability Standards / Achievements

CULTURAL SAFETY Commitment to the principles of Treaty of Waitangi

Honouring Cultural Diversity

Respect, sensitivity, cultural awareness is evident in interpersonal relationships.

Our cultural differences are acknowledged by respecting spiritual beliefs, cultural practices and lifestyle choices.

Utilise Information Technology Demonstrate an ability to access and use available clinical information systems.

Is conversant with applications required for specific discipline/role. For example, PIMS, Concerto, Outlook, etc.

Maintains own professional development by attending relevant IT educational programmes.

COMMUNICATION AND INTERPERSONAL SKILLS Will be required to interact on a regular basis with a range of CMDHB staff members including:

Ko Awatea units

Ko Awatea clinical leads and internal faculty

Content experts across CMH

Ko Awatea Director and General Manager

Externally there will be contact with:

External organisations

Sponsors

DHBs

Other Government agencies

Universities and educational agencies

Customers and Clients of Ko Awatea Situations may often call for tact, diplomacy and will require information to be handled in a discreet and sensitive manner. In conflict situations will be required to exercise sound judgement, negotiation and persuasiveness skills, toward facilitating a workable outcome.

PROBLEM COMPLEXITY

Balance allocation of resources to meet competing objectives.

Develop criteria for identifying, evaluating and developing potential commercial opportunities.

Represent the organisation in matters relating to the portfolio and within the agreed commercial framework.

Manage internal and external communication.

SCOPE FOR ACTION Develop business cases and generate new products which are consistent with Ko Awatea’s strategic objectives, within agreed budget. Agree on objectives annually and report on progress regularly.

DIMENSION OF THE POSITION Will be responsible to the General Manager for the achievement of agreed objectives and

operates within the confines of Counties Manukau District Health Board.

POSITIONS REPORTING Directly Marketing Manager, Communications Officer, Contracts Manager, Ko Awatea

Facility & Joint Venture Manager. Indirectly Finance Manager.

PERSON SPECIFICATIONS

Minimum Preferred

Qualification

Educated to Degree Level.

Evidence of Continuing Professional Development.

Recognised management qualification.

Masters Degree level experience and knowledge gained from relevant working environment.

Experience

5 years experience in business development role within or outside the health sector.

Successful at establishing relationships and working across organisational boundaries.

5 years experience at Senior Level.

Managing complex workload.

Evidence of success.

Commercial skills - defining and analysing growth options, strategic planning, sizing markets, understanding pricing strategy and contracting.

Understanding and experience of procurement directives.

Prince 2 Foundation trained.

Skills/Knowledge/ Behaviour

Strategic Influencing - ability to think and act strategically, developing practical, creative and innovative solutions to the management of strategic issues and complex problems.

Communication skills - Well-developed oral, written, presentation and leadership skills with the ability to develop, communicate and gain ownership for a clear strategic vision and direction.

Negotiating skills - Good influencing skills with willingness to fully understand other party’s negotiating position and craft mutually acceptable solutions.

Entrepreneurial/Commercial - Highly developed entrepreneurial and commercial skills honed within a business/enterprise culture.

Analytical ability - Good financial and analytical skills with the ability to understand rapidly new business

A commercial approach, dynamic, and entrepreneurial.

opportunities and reject those that do not meet the Organisations objectives.

Personal Qualities Leadership and vision – demonstrate a vision for the future development of services and obtain commitment and ownership from staff.

Results Driven – proven success in setting ambitious targets and delivering upon them.

People management - good interpersonal skills, collegiate and able to bring along colleagues in implementing strategy and achieving objectives.

Determination – highly motivated, with ability to craft alternative solutions in response to initial set-backs.

Integrity – highest degree of honesty and integrity with a clear commitment to the core values of CMH.

Competency Description

Collaborative leadership

Promotes and generates cooperation among one's peers in leadership to achieve a collective outcome; fosters the development of a common vision and fully participates in creating a unified leadership team that get results.

Takes into account the organisation as a whole when making decisions.

Communicates key priorities and how one's division or department contributes to achieving those priorities.

Shares goals with peers to increase alignment, cooperation, and opportunities to collaborate.

Creativity

Able to generate new initiatives, contributes to group development of ideas.

Innovation Management

Is good at bringing the creative ideas of others to fruition.

Has good judgement about which ideas will be successful.

Is able to facilitate the creative processes of others.

Is able to identify how potential ideas will play out in the marketplace. Motivating Others

Understands how to motivate different types of people.

Empowers others & delegates appropriately.

Ensures staff understand how their work is valued. Planning

Sets objectives and goals.

Able to identify resources required to achieve goals, and anticipate and manage through problems.

Measures performance against goals. Strategic Agility

Able to establish a course of action to accomplish a long-range goal or vision.

Anticipates future consequences and trends.

Recognizes strategic opportunities for change. Political Savy & Organisational Agility

Gains commitment both internally and externally to strategies by involving broad constituents.

Business Acumen

Understands the business and uses good judgment to guide decision making.

Understands the business, revenue and profitability model and works accordingly-

Managing the work so that it is adding maximum value to the organization.

Getting the best value within the budget boundaries.

Demonstrate analytical and problem-solving capabilities.

Understands the business, the market, and the industry and develops effective tactics.

Maintains up to date knowledge about the industry.

Applies industry knowledge to business decisions.

Makes good business decisions in complex and ambiguous situations. Managing Vision and Purpose

Initiates and/or manages the change process and energizes it on an ongoing basis, taking steps to remove barriers or accelerate its pace.

Communicates a compelling vision and need for change within one's

Competency Description

department/group that generates excitement, enthusiasm, and commitment to the process.

Obtains and provides resources to implement change initiatives and works to make others feel ownership of the change.

Clearly communicates the direction, required performance, and challenges of change to all involved parties.

Identifies and enlists the support of key individuals and groups to move the change forward.

Serves as a personal model of the change that one expects of others by demonstrating commitment to innovation and continuous improvement in organizational performance.

Dealing with Ambiguity

Comfortable with change and can comfortably handle risk and uncertainty.

Understanding Others

Understands agendas and perspectives of others, recognizing and effectively balancing the interests and needs of one's own group with those of the broader organization.

Knows how to use the organisation’s formal and informal systems to get things done.

Maintains cross-functional focus and uses the most appropriate channels to communicate within and between departments/divisions.

Keeps objectives related to Organisation’s priorities at the top of one's own priorities and the priorities of one's work department or group.

Works to build a sense of common purpose across all work groups, avoiding a "we versus them" attitude.

Managing and Measuring Work

Clearly assigns responsibility for tasks and decisions; sets clear objectives and measures.

Monitors process, progress, and results.

Designs feedback loops into work. Developing Direct reports & building capacity

Proactively coaches and/or mentors others to help improve their contribution.

Provides positive as well as constructive feedback on an ongoing basis.

Seeks ideas from others in improving the work group’s capabilities (including from external stakeholders/customers).

Takes responsibility for holding regular coaching and development discussions with team members.

Delegates tasks or assignments that maximize the contribution of each employee, and contribute to their development.

Connects the value of learning with team objectives and business goals.

Creates structured learning opportunities for others.

Constantly learns new skills which improve ability to lead the team.

Ensures that development process and systems are in place.

Sets high standards for development.

Ensures organization is building long-term capacity for all roles.