Adrian Wookey

Area General Manager, Sales (Healthcare IT Solutions) @Csc

GB

Sales - managed multiple different NHS Provider organisations; establishing strong trusted relationships developing strategic selling approaches for leading-edge healthcare IT transformational solutions. SALES LEADERSHIP & GENERAL MANAGEMENT- Directed expert teams to grow a £multi-million client portfolio (strategic accounts)- Developed / led territory sales strategy to win £multi-million (multi-year) contracts- Strategic plans, capture plans, key accounts, client delivery, budgets, product mix- Business development (extended sales lifecycles), strategic account management- Led multi-disciplinary teams / technology experts (brought in relevant expertise)- Worked collaboratively with senior leadership teams and C-level decision-makers- Salesforce.com - progress tacking, lead generation, sales pipeline, reporting metrics- Executive reporting, account reviews, revenue forecasts, competitor / market analysisSTRATEGIC SELLING & CLIENT RELATIONSHIPS- Built strategic relationships with major NHS organisations to achieve new business- Solutions selling / consultative sales approaches (features / benefit expectations)- Stakeholder management (C-level relationships) and complex contract negotiations- RFI / RFP / pre-sales consultancy, customer requirements, budgets, IT specifications- Managed expectations through strict NHS procurement processes and regulations- Negotiated multiple complex win-win settlement agreements CLIENT PROPOSITIONS / HEALTHCARE IT SOLUTIONS- Created powerful \'strategic alignment tools\' using pre-sales intelligence / analysis- Cloud-based Electronic Patient Records Systems, IT Consolidation and lab services- Integrated solutions to meet recommendations of the Lord Carter NHS Review (2016)- External partners - i.e. third party systems integrators and major technology suppliers