The Healthcare Customer Technology Officer (CTO) role is responsible for helping to drive CDW revenue and gross profit by working with the Healthcare customers’ C-Suite to fully understand, document and advise them on their Healthcare technology initiatives. This includes digital transformation strategies that will enhance clinical workflow and communication, utilize data to improve care deliver and enhance the patient experience. This role is also responsible for advising CDW innovation teams on new healthcare offerings needed to address industry trends and drivers.
Key Areas of Responsibility
Developsand regularly updates formal opportunity review, including but not limited tostrategic account plans, capture strategy, win themes, RFP preparation, gapanalysis and strategy to overcome identified obstacles for targetopportunities. Presents progress on opportunities and results of efforts toSales Leaders on a monthly basis.
Developsrelationships with regional companies and uses those relationships tostrengthen CDW’s brand with key customers.
Analyzesopportunities and provides leadership with various options and the beststrategy to secure large program wins.
Worksclosely with multiple stakeholders at the customer to influence the finalrequirements of the target opportunity, including executives, program leads,project leads, technical experts and procurement.
Worksclosely with various stakeholders throughout the company including inside salesteams, field sales, sales management, program management, finance, counsel,services team, solution architects, et al. Identifies potential businesspartners (OEM’s, Primes, Subcontractors, etc.).
Participatesas a subject matter expert in conjunction with sales leaders throughout theproposal process. Secures/prepares certain proposal elements, such as pastperformance and diverse business inclusion plans, in anticipation of RFPrequirements.
Representscompany at external business networking opportunities, conferences and events.
Attendscustomer onsite meetings, business reviews, and industry days, as needed.
Coordinateswith appropriate resources to execute necessary legal and financial agreements,such as NDA’s and Teaming Agreements prior to RFP release.
AssistsProgram Management team with contract launch and sales team education fortarget contracts to maximize sales potential and contract utilization.
Developspartner-facing business plans to secure advantageous pricing or appointment tocontracts.
Drivesincremental revenue and profit growth through contract wins and strategic salesinitiatives.
Identifiestrends in customer purchasing patterns and enacts specific plans to help salesteams capture a greater share of business.
Identifieskey contract opportunities and maintains a 5-year pipeline. Participates inannual planning sessions.
Articulatesvalue proposition to partners and customers.
The information in thisposition description is intended to convey information about the keyresponsibilities and requirements of the position. It is not an exhaustive list of the skills,efforts, duties, responsibilities or working conditions associated with theopportunity. Position Descriptions aresubject to change.
Education and/or Experience Qualifications
5 years of experience selling technology to healthcare clients
1 year of experience working on large contract pursuits
Strong understanding of the healthcare market
Other Required Qualifications
Minimum 10 years’ experience as a licensed practitioner in the field of acute and/or post-acute care OR a minimum 10 years’ experience leading IT strategy and operations in a clinical setting
Extensive knowledge of EHR/EMR platforms and clinical workflow
Strong knowledge of the duties of clinical staff
Strong strategic planning ability
Excellent presentation skills
Proven ability to influence across all functions of an organization
Effective communication skills both oral and written using a variety of styles and techniques appropriate to the audience
Applicant should demonstrate solid attention to detail with a penchant to accuracy
Demonstrated collaboration behavior with excellent facilitation and negotiation skills
Strong problem solving skills with demonstrated ability to find solutions while working independently
Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility
50-70% travel as required
Experience with Shipley, Miller Heiman or other sales methodologies
Wide network of IT manufacturer contacts
Healthcare Technology Officer
* Nashville, TN *