Wolters Kluwer Director, EHR Partner Development in Waltham, Massachusetts

Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.

This position will work with the VP Global EHR Partner Development to manage specific EMR partners on business development and strategic issues as well as obtaining new EMR partners. They will be responsible for generating new revenue growth with existing EHR partners by expanding usage or selling additional Wolters Kluwer Clinical Effectiveness portfolio solutions. They will also be responsible for maintaining existing revenue and monitoring the level of satisfaction with Wolters Kluwer Clinical Effectiveness solutions in organizations that currently leverage Wolters Kluwer products with their EMR. This person can be based from a remote home office.

The key areas of focus include but are not limited to building strong customer relationships for both new and existing EHR partners for Wolters Kluwer Clinical Effectives solutions. This position will also focus on aligning all CE Solutions, including UpToDate, Medi-Span, and Lexicomp within EHR systems, bringing clinical decision support into the clinical workflow.

Success will require strong analytical skills, sales skills, a strong working understanding of the healthcare industry regulations related to Meaningful Use, good business acumen, independent thinking, and ability to work across multi-functional teams. Operational excellence, enthusiastic embrace of an entrepreneurial culture, and a positive attitude are required. .

ESSENTIAL DUTIES AND RESPONSIBILITIES

  1. Develop and maintain strategic account business plans by designing and implementing a strategic direction for with Wolters Kluwer Clinical Effectiveness's EMR partners, leveraging Miller Heiman sales management methodology to support decision making process.

  2. Ability to understand EMR roadmaps, demonstrate how Wolters Kluwer Clinical Effectiveness products and solutions fit into client processes/timelines and contribute to their business performance.

  3. Develop into industry and product trusted advisor including competitive positioning. Contributes to new product development to ensure client needs are known by capturing regularly occurring or leading-edge customer requests; identifying gaps/issues where current products do not meet client needs; consolidating customer requests/gaps; and managing client expectations on the timing, delivery and scope of product enhancements.

  4. Leverage internal cross-functional task forces and lead value discovery sessions and drive alignment with EMR partners.

  5. Continuously engagement with clients, fully understanding client business needs and goals (e.g. workflow analysis) and seeking sales opportunities by expanding usage or selling modified or upgraded solutions to support a healthy sales pipeline allowing for accurate measurement, tracking, and forecasting on all opportunities through the CRM database in accordance with timing and content standards.

  6. Interface with Marketing in order to support the review and contributions of customer sales materials, updating vendor information on the Wolters Kluwer intranet, as well as contribution to the identification of healthcare conferences that require Wolters Kluwer support.

  7. Ability to deliver Wolters Kluwer Clinical Effectiveness presentation in a professional, compelling, and articulate manner of speech.

  8. Behaving in ways that demonstrate corporate core values and culture; developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.

  9. Responsible for preparing and delivering quarterly business reviews to sales management and VP Global EHR Partner Development.

  10. Support the Wolters Kluwer Clinical Effectiveness sales team regarding vendor information, new opportunities and updates.

OTHER DUTIES

  1. Performs other duties as assigned by supervisor

JOB QUALIFICATIONS

Education:

  • A Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.

Requirements:

  • 7+ years of experience developing complex partnerships in Sales, Business Development, or Key Relationship Management.

  • Accomplished interpersonal communication and listening skills. Expertise in delivering presentations to senior leadership and align with client's needs.

  • Possess a deep understanding of the healthcare information technology (HIT) marketplace, EMR and HIT systems, and clinical workflows. A strong understanding of the healthcare industry related to how policies and regulations influence the adoption of new technologies.

  • Project management skills and ability to manage multiple projects at one time.

  • Advanced use of Microsoft PowerPoint, Word, and Excel is required.

  • Demonstrated executive-level written, listening, presentation and verbal communication skills

  • The ideal candidate demonstrate the following attributes:

  • Entrepreneurial spirit

  • Relentlessly customer-focused

  • Self-motivated and comfortable with ambiguity

  • Intelligent

  • Creative problem solver

  • Driven

  • Dynamic and energetic

  • Committed to high standards

  • High sense of urgency

  • Decisive; willing to form an opinion and defend it

  • Data driven and objective in their evaluation of a business problem

TRAVEL REQUIREMENTS

  • Travel requirements are variable and include customer visits, sales trips, trade show attendance, presentations and other travel as required.

  • Travel may be as low as 10% and as high as 50%, tends to be irregular in frequency, and can occur on short notice.

PHYSICAL DEMANDS

  • Normal office environment

HIPPA COMPLIANCE

The individual may be exposed to private and confidential information, including personal health information, and is expected to adhere to company policies and all relevant laws regarding handling of such information

ABOUT WOLTERS KLUWER

Wolters Kluwer N.V. (AEX: WKL) is a global leader in information services and solutions for professionals in the health, tax and accounting, risk and compliance, finance and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services.

Wolters Kluwer reported 2017 annual revenues of €4.4 billion. The company, headquartered in Alphen aan den Rijn, the Netherlands, serves customers in over 180 countries, maintains operations in over 40 countries and employs 19,000 people worldwide.

Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices. Wolters Kluwer has a sponsored Level 1 American Depositary Receipt program. The ADRs are traded on the over-the-counter market in the U.S. (WTKWY).

For more information about our solutions and organization, visit www.wolterskluwer.com, follow us on Twitter, Facebook, LinkedIn, and YouTube.

EQUAL EMPLOYMENT OPPORTUNITY

Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions, and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled