Job Description and Person Specification Group Commercial Services Director Bon Secours Health System
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Job Description and Person Specification
Group Commercial Services Director
Bon Secours Health System
Page 1 of 8Philosophy, Mission and Values of the Bon Secours Health System (BSHS)
Philosophy
Bon Secours Health System CLG (Bon Secours) carries forward the healing ministry of
Jesus, in succession to the Sisters of Bon Secours in Ireland, through the ownership,
management and governance of facilities, programmes and services intended to improve
the health and wellbeing of the community in general, and is dedicated to bringing ‘Good
Help’ to those to whom it ministers, in particular to the sick and the dying, through
compassion, healing and liberation, in a manner consistent with the teachings and laws of
the Roman Catholic Church.
We translate our Mission into action through a set of five Core Values, through which we
endeavour to make our care a reality at all levels of the organisation. Founded in 1993, the
Health System was formed to carry on the Ministry of the Sisters of Bon Secours, which is a
ministry of the Catholic Church. Health care is also a business, and business decisions are
made every day through the prism of our Mission, Values and Ethos.
As a staff member of Bon Secours Health System, one of the team, as you live our Mission
and values, you are an ambassador, influencer and advocate for our mission at all times.
How you do what you do matters.
Our Mission
Founded by the Sisters of Bon Secours, our hospitals have as their mission, care for the
sick, the dying and their families within a Catholic Ethos.
Inspired by the Gospel and sharing in the healing mission of Jesus, we recognise the dignity
and uniqueness of each person, seeking to provide high quality, holistic care which is
characterised by compassion, respect, justice and hope.
Our Vision
Inspired by God’s hope for the world, we will be a ministry where staff want to work,
clinicians want to practice, people seek wellness and communities thrive. Inspired by God’s
hope for the world, we will be a ministry where staff want to work, clinicians want to
practice, people seek wellness and communities thrive.
Our Core Values
Human Dignity: We commit to uphold the sacredness of life and to be respectful and
inclusive of everyone.
Integrity: We commit to act ethically and to model right relationships in all of our
individual and organisational encounters.
Compassion: We commit to accompany those we serve with mercy and tenderness,
recognising that “being with” is as important as “doing for.”
Stewardship: We commit to promote the responsible use of all human and financial
resources, including Earth itself.
Service: We commit to provide the highest quality in every dimension of our ministry.
Page 2 of 8Context
As Ireland’s largest independent hospital group, BSHS is renowned for the quality of its
service provision coupled with a rich tradition in healthcare. Bon Secours Health System is
a not‑for‑profit organisation with its mission centred on providing compassionate, world-
class medical treatment to all those it serves. With over 3,500 staff, 843 beds, 450 leading
consultants, Bon Secours treats in excess of 300,000 patients per year.
BSHS incorporates five modern acute hospitals in Limerick, Cork, Dublin, Galway and Tralee
with a Care Village in Cork and is internationally accredited by the Joint Commission
International Accreditation Standards for Hospitals, i.e. JCI, the leading organisation in the
International Accreditation of Hospitals for quality of care and patient safety.
Our 2025 Strategic Plan is underpinned by a €300m capital investment plan, that will see
investment in all of our facilities, state-of-the-art equipment and major Investment in IT
such as an Electronic Health Record, Information Security, Enterprise Management System,
ongoing investment in hardware, core infrastructure upgrades and replacements, to ensure
we continue to provide Advanced Medicine and Exceptional Care to those we serve. For
further information log on to www.bonsecours.ie
In July 2019 BSHS became affiliated with Bon Secours Mercy Health, Inc. Bon Secours
Mercy Health is non-profit Catholic healthcare ministry in the United States. The health
ministry employs more than 57,000 staff in 43 hospitals and 1,000 sites of care across
seven states, including Ohio, Kentucky, New York, Virginia, South Carolina, Florida and
Maryland.
Job title: Group Commercial Services Director, BSHS
Reports to: Group Chief Executive Officer (GCEO),
The Group Commercial Services Director will lead the Group Commercial Services function
which will add value, growing EBIDA through engagement and negotiations with Private
Health Insurers, supporting growth activities by identifying commercial opportunities and
engaging with the Public sector to identify partnership opportunities
Key Internal Working Relationships
The Group Services Commercial Director will have key working relationships with the
BSHS’s Executive Management Team (EMT) and Hospital Management Teams, for example;
• Group CEO
• Chief Strategy Officer
• Clinical Director(s)
• Group Chief Financial Officer and Group Finance Function
• Chief Legal, Corporate and External Affairs Officer
• Chief People Officer
• Chief Nursing, Quality and Patient Safety Officer
• Chief Sponsorship and Mission Officer
• Hospital CEOs
• Senior Managers within BSHS
Key External Working Relationships
• Health Insurance Providers
• Department of Health
• HSE and Hospital Groups
• National Treatment Purchase Fund
• Private Hospitals Association and other Private Hospitals
• General Practitioners and Primary Care Providers
Page 3 of 8Job Purpose
The Group Commercial Services Director is a critical post in relation to developing, leading
and managing commercial activities of the business and driving the EBIDA of the Bon
Secours Health System.
As Group Commercial Services Director, the post holder will lead Insurer engagement and
negotiations, Contract Management and monitoring across BSHS.
The role is responsible for growing revenue and EBITDA through planning, developing,
negotiating and implementing a reimbursement scheme across the Group.
The candidate will work closely with the Group CEO, CFO, CSO, Revenue Cycle Function,
Hospital CEOs and Finance Managers, to increase revenue and EBIDA as part of the 2025
Plan and annual budget setting
The role requires the leadership and management skills necessary to deliver the strategic,
operational and financial targets in accordance with the Mission, Vision, Values and Ethos of
the Bon Secours.
The Group Commercial Services Director will play a key role in ensuring the delivery of the
2025 plan – One Vision, 5 Strategic Goals and 15 Strategic Initiatives and in particular
Strategic Initiative 4 – Sustainable Growth
Key Duties and Responsibilities:
General Accountability
• Work collaboratively with the Group CEO and Hospital CEOs to develop and
successfully implement a Service Model for BSHS Hospitals, which is aligned to the
BSHS’s 2025 Plan.
• Develop and maintain partnerships with other Healthcare Organisations, Hospital
Groups, HSE and other educational and academic institutions.
• Promote open communications throughout the Hospitals and the BSHS.
• Proactively work with the Group EMT to ensure that the Hospitals and their staff
work collaboratively to better position the BSHS in the Private Healthcare market and
contribute to its overall development and success.
Specific Accountability
Re-Imbursement Strategy
• Develop and implement a pricing strategy as part of the annual Budget setting
process to grow Revenue and EBIDA
• Responsible for the effective planning, development and implementation of re-
imbursement strategies for BSHS Hospitals.
• Review current reimbursement requirements and define and implement strategies to
position BSHS for optimum performance in managing re-imbursement contracts.
• Responsible for negotiating reimbursement contracts with Private Health Insurers
and working with BSHS Hospitals in ensuring effective implementation and maximum
financial performance under such contracts.
• Maintain current market information including data that compares market trends for
providers and purchasers. Develop new and innovative business and service
initiatives with business partners.
• Oversee and provide leadership for the development and implementation of a
coordinated plan which defines the strategy for reimbursement contracts and related
implications for overall development across the Group.
Page 4 of 8• Provide leadership and resources for education and training of staff within the
Hospitals relating to reimbursement contracts, business concepts and their impact on
operations and business success.
• Assess and maximise opportunities to grow NTPF Revenue, identifying capacity and
service development opportunities with Hospital CEOs and establishing effective
engagement negotiations with the NTPF
Contract Management
• In conjunction with the Chief Strategy Officer, work closely with the Performance and
Information Team, to embed a performance driven culture underpinned by
appropriate performance management systems and agreed KPIs/development of
dashboard.
• Develop and maintain a system of data reporting and analysis to manage and
monitor performance under various reimbursement contracts to support the
Operational Delivery Group and reporting to the Board
• Report on commercial services and contracting performance to the Group EMT and
identify action plans to continually improve service
• Introduce and lead structured and regular performance management meetings with
Insurers to build relationships, set the agenda with Insurers to work through key
issues for BSHS and effectively manage contracts and debtor days.
• Ensure that all commercial activities meet or improve on budget, cost, volume and
efficiency targets Key Performance Indicators (KPIs) in line with business objectives
• Provide regular and relevant reports at Hospital Performance Review Meetings to
drive and improve performance.
• Understand the value drivers of the business and identify profitable commercial
opportunities to grow revenue and market share.
• Champion and lead new product or service development, from innovation through to
successful implementation.
• Assess the risks to the business of any new commercial opportunities and respond in
a planned and managed way.
• Maintain an awareness of external factors (including competitors, pharmaceutical
developments, government initiatives, current and proposed legislation) in relation to
commercial activities which impact the business.
Organisation Change and Development
• Contribute to the Organisational Change Agenda within the BSHS Organisation,
working colloboratively with key stakeholders to achieve Strategic and Operational
change which will strengthen and enhance the delivery of advanced medicine and
exceptional care.
• Lead and oversee the implementation of Organisational Change and Development
programmes locally, which are aligned to the BSHS 2025 Plan.
• Develop and foster strong team working and cross functional working in this new
evolving Group Department.
• Contribute to the development and implementation of Talent Management and
Succession Planning initiatives in conjunction with the Chief People Officer designed
to develop and retain key staff at Group and Hospital level, in a competitive
healthcare environment.
Mission, Vision and Values
• Promote and support the living of the BSHS Mission, Vision and Values throughout
the Health System, ensuring that the strategic and operational focus of our care is
influenced strongly by the Mission, Vision and Values of BSHS, evidenced in
workplace culture, patient safety and quality care.
• Support Mission formation programs, Mission induction and staff ethical education
• Ethical culture: That policies, agreements and practices, from patient care to
boardroom decisions reflect our Core Values and Core Ethical Principles which are in
the Catholic moral tradition.
Page 5 of 8Person Specification
Factors Essential Desirable
Qualifications • Business Degree or equivalent professional • Master’s degree level or equivalent
qualification. professional qualification.
• Evidence of continuous professional
development.
Experience • A successful track record of achievement at • Experience of operations
a Senior leadership management level in a management in a healthcare
large complex operating environment. setting.
• Strong ‘people management’ and change • Senior leadership experience of
management experience. negotiating and implementing
• A proven track record in negotiation significant commercial contracts.
Core Leadership & Direction
Competencies • Demonstrate a track record of service innovation and leading through influence.
• Have demonstrated effective leadership in a challenging environment.
• Demonstrate an aptitude for strategic thinking, coupled with leadership skills and the
ability to motivate and lead specialist professionals.
• Strong Negotiation skills in a commercial environment
Operational Excellence – Managing & Delivering Results
• Have a clear focus on operational performance, results and an understanding of the
performance systems needed to manage in a large complex organisation.
• Show a strong degree of self sufficiency, being capable of personally pushing
proposals and recommending decisions on a proactive basis while actively suggesting
improvements and adapting readily to change.
• Demonstrate evidence of effective planning and organising skills including awareness
of resource management and importance of value for money.
Working with & through others – Influencing to Achieve
• Operate effectively in a matrix working environment.
• Be flexible, team orientated and a relationship builder and have a significant track
record of achievement in the area.
• Demonstrate leadership and team management skills including the ability to work
with multi-disciplinary team members.
Critical Analysis & Decision Making
• Have the ability to consider the range of options available, involve other parties at
the appropriate time and level and to make balanced and timely decisions.
• Demonstrate knowledge and application of evidence based decision making practices
and methodologies.
Building and Maintaining Relationships – Communications
• Have the capacity to lead, organise and motivate staff to function effectively.
• Possess the interpersonal skills to facilitate working effectively in teams, while having
the ability to give constructive feedback to encourage learning.
• Have excellent interpersonal and communications skills and be willing and able to act
as a media spokesperson as required.
Personal Commitment & Motivation
• Be driven by a value system compatible with the aims and ethos of the BSHS.
• Demonstrate a patient/service user centred approach to provision of health and
personal social services.
• Be capable of coping with competing demands without a diminution in performance.
Page 6 of 8Particulars of Office
The appointment is: A full time, permanent contract.
Annual Salary: Negotiable (Commensurate with experience etc)
Probationary Period: The appointee shall hold office for a probationary period of six
months.
Pension Scheme: You will be eligible to join a defined contribution (DC) scheme which the
Organisation has in place through Irish Life.
Working Hours: The core working hours of attendance will be 37 hours per week. Your
flexibility on hours of attendance in response to service needs and managements
requirements will be a key element of this role.
Location: You will be primarily based in the BSHS Headquarters, 7 Riverwalk, Citywest,
however as a Senior Manager of the BSHS, you will be required to travel for business
purposes within the Group and externally. Therefore you will be required to use your own
car, in the performance of your duties.
Additional Information
Application Process:
Bon Secours Health System is an equal opportunities employer and is committed to
promoting an environment free from discrimination in accordance with the Employment
Equality Acts 1998 and 2015. The BSHS values diversity and recognises the benefits of
having a workforce that reflects the community we serve. All recruitment activity and
documentation will encourage applications from all potential candidates without
discrimination.
Interested candidates should apply for vacancies of interest by visiting the BSHS Careers
pages: https://www.bonsecours.ie/careers.
Applications must be received before the closing date of the competition as late applications
will not be accepted. All applications are treated in strict confidence.
Data Protection:
All personal information provided by applicants will be stored securely by the BSHS and
will be used for the purposes of the recruitment process. Applicant information will not be
disclosed to any third party without their consent, except where necessary to comply with
statutory requirements or to provide normal BSHS services.
Safety, Health and Welfare at Work
The post holder will be required to satisfy Occupational Health requirements for the post
and thereafter demonstrate their capability to perform through satisfactory attendance
records.
The post holder will be required to ensure, in so far as it is reasonably practicable, the
safety, health and welfare at work of self and all other employees. They have a duty to be
responsible for all safety practices/procedures in the BSHS (including mandatory training
and job specific requirements) and to ensure regular update of same.
They will participate in ensuring that effective safety procedures are in place to comply not
only with the Safety, Health and Welfare at Work Act but also within the spirit of the BSHS
mission, vision and values.
Page 7 of 8Hygiene:
During the course of employment, staff are required to ensure that the BSHS hygiene and
infection control policies are adhered to at all times. All staff have a responsibility to prevent
transmission of infection by adhering to and implementing optimal hand hygiene and
adhering to the BSHS Hygiene processes. Hygiene is a fundamental component of BSHS
quality system to ensure the safety and well-being of its patients and staff and plays a role
in the prevention and control of healthcare associated infection.
Educational Credentials
Staff are required to submit all educational credentials including certificates/diplomas etc.,
which are pertinent to their employment with the Bon Secours Health System.
Policies/Legislation:
All Bon Secours Health System policies and procedures form an integral part of an
employment contract and may be subject to update and revision, from time to time, in
consultation with union representatives as appropriate. Employees are required to comply
with all BSHS policies, procedures (e.g. Dignity and Respect at Work, Attendance
Management and Sick Leave policy, Computer Usage Policy) and the BSHS/BSMH codes of
conduct.
Accreditation
During the course of employment, staff are required to maintain an awareness of current
developments in Accreditation and Quality both nationally and internationally.
Interdepartmental/Interdisciplinary Relationships
Staff are responsible for the completion of their agreed programme and must build strong
working relationships and liaise closely with colleagues to ensure the satisfactory completion
of same.
Professional Requirements
Staff are required to demonstrate professionalism at all times through their relationships,
work standards, appearance and compliance with policies and procedures of the
organisation.
Conflict of Interest/Corporate Compliance
Staff are required to be aware of the BSHS Code of Conduct – Business Relationships Policy
and declare any potential conflict of interest that may arise in the course of carrying out
their duties.
Confidentiality:
During the course of employment staff may have access to, or hear information concerning
the medical or personal affairs of patients, students, staff and/or other health service
business. Such records and information are strictly confidential and unless acting on the
instruction of an authorised officer, such information must not be divulged or discussed
except in the performance of normal duty. In addition, records must never be left in such a
manner that unauthorised persons can obtain access to them and must be kept in safe
custody when no longer required.
This job description will be subject to review in the light of changing circumstances and may include
any other duties and responsibilities as may be determined from time to time.
Date: February 2022
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