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.
Develops and regularly updates formal opportunity review, including but not limited to strategic account plans, capture strategy, win themes, RFP preparation, gap analysis and strategy to overcome identified obstacles for target opportunities. Presents progress on opportunities and results of efforts to Sales Leaders on a monthly basis.
Develops relationships with regional companies and uses those relationships to strengthen CDW’s brand with key customers.
Analyzes opportunities and provides leadership with various options and the best strategy to secure large program wins.
Works closely with multiple stakeholders at the customer to influence the final requirements of the target opportunity, including executives, program leads, project leads, technical experts and procurement.
Works closely with various stakeholders throughout the company including inside sales teams, field sales, sales management, program management, finance, counsel, services team, solution architects, et al. Identifies potential business partners (OEM’s, Primes, Subcontractors, etc.).
Participates as a subject matter expert in conjunction with sales leaders throughout the proposal process. Secures/prepares certain proposal elements, such as past performance and diverse business inclusion plans, in anticipation of RFP requirements.
Represents company at external business networking opportunities, conferences and events.
Attends customer onsite meetings, business reviews, and industry days, as needed.
Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA’s and Teaming Agreements prior to RFP release.
Assists Program Management team with contract launch and sales team education for target contracts to maximize sales potential and contract utilization.
Develops partner-facing business plans to secure advantageous pricing or appointment to contracts.
Drives incremental revenue and profit growth through contract wins and strategic sales initiatives.
Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business.
Identifies key contract opportunities and maintains a 5-year pipeline. Participates in annual planning sessions.
Articulates value proposition to partners and customers.
The information in this position description is intended to convey information about the key responsibilities and requirements of the position. It is not an exhaustive list of the skills, efforts, duties, responsibilities or working conditions associated with the opportunity. Position Descriptions are subject to change.
Education and/or Experience 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
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
Experience with Shipley, Miller Heiman or other sales methodologies
Wide network of IT manufacturer contacts