Account Manager - Strategic

Job Description

Key Responsibilities:

• Collaborate: Lead a collaborative strategic account planning process, developing mutual performance objectives, implementation targets, and critical milestones with customers. Work with internal teams (Sales Support, Marketing, Operations, IT, Finance, Technical Support) to understand and meet customer requirements, providing direction and coordinating activities to support customer needs.
• Inspire: Conduct presentations, demonstrations, and corporate site visits to raise awareness of Omnicell solutions. Communicate Omnicell's business strategy and value propositions effectively to multiple levels within the customer organization.
• Develop: Develop account-specific business plans, execute them, and provide routine business updates. Identify opportunities for cross-selling new products, selling add-on and replacement solutions, and laying the foundation for customer success.
• Execute: Meet assigned goals for quota attainment, account strategy development, revenue retention and growth, and reference ability in assigned accounts. Negotiate and execute contract strategies as needed.
• Impact: Serve as both the internal and external customer liaison, acting as the customer sponsor. Monitor and support all activity through the appropriate part of our organization, escalating customer issues quickly if problems are not being addressed sufficiently. Ensure the highest levels of growth and customer satisfaction with Omnicell's products and services.

Detailed Responsibilities:

• Demonstrate an understanding of industry drivers and trends that impact our customers and drive their business.
• Support health systems' sales organization strategies; complete local site walk-throughs, provide product demonstrations, and serve as a key member of the health system account team.
• Develop and maintain relationships with senior-level executives at assigned accounts to identify opportunities, develop alliances, and ensure customer needs are met.
• Present educational information and contract proposals to assigned accounts.
• Work with internal teams to research, develop, and communicate corrective actions needed to resolve problems. Set appropriate expectations with internal teams and negotiate timelines to ensure deadlines are achieved.

Required Knowledge and Skills:

• Targeting Qualified Opportunities: Targets accounts based on total potential, likely profitability & probability of success
• Cross-Functional Collaboration: The ability to develop, maintain, and strengthen partnerships with others inside or outside of the organization who can provide information, assistance and support
• Value Proposition Design & Communications: Understands how value-based selling dramatically increases sales performance and profitability
• Relationship Building: Initiating and maintaining strategic relationships with stakeholders inside and outside the organization (e.g., customers, peers, cross-functional partners, external vendors, and alliance partners) to advance business goals.
• Negotiation & Closing Skills: Understands how price and value tradeoffs dramatically impact win rates AND Omnicell financial performance
• Advanced knowledge and experience with acute care hospitals and health systems.
• Proven ability to develop account-level strategic and tactical plans, successfully executing against measurable metrics.
• High level of financial acumen and negotiation skills.
• Proven success in generating and negotiating hospital contracts.
• Demonstrated leadership ability with a focus on influence, impact, and leading without formal lines of authority.
• Ability to work independently in a fast-paced environment, with the capability to multi-task and prioritize workload.
• Proficiency in MS Office and CRM Salesforce.

Basic Qualifications:

• Bachelor's Degree and 3+ years of healthcare sales experience selling capital equipment, software, complex services/solutions, or successful completion of Omnicell's Field Development certification. OR
• High School Diploma and 5 years of healthcare sales experience selling capital equipment, software, complex services/solutions.

Preferred Qualifications:

• Knowledge of complex, longer sales cycles
• Recent completion of an early sales development program
• Understanding of relevant products/services/solution offerings in a healthcare technology company
• Exposure and understanding of clinical environments, pharmaceutical industry
• Strong negotiation, conflict management, and customer service experience; experience acting as the issue resolution liaison for the customer.

Work Conditions:

• This role operates in a collaborative Sales Team ("pod") structure organized around the customer. By working as a coverage team, the pod will focus on solutions that fulfill customer needs. These customer-centric pods will have designated resources to drive customer value
• Independent work environment
• Travel required: 75% bi-weekly travel (west coast territory)
• Physical requirements include sitting, standing, walking, and using a keyboard; may also be required to lift demo equipment during trade show events

About Us

Since 1992, Omnicell has been committed to transforming pharmacy care through outcomes-centric innovation designed to optimize clinical and business outcomes across all settings of care. We strive to be the healthcare provider's most trusted partner by our guiding promise of "Outcomes. Defined and Delivered."

Our comprehensive portfolio of robotics, smart devices, intelligent software, and expert services is helping healthcare facilities worldwide to improve business and clinical outcomes as they move closer to the industry vision of the Autonomous Pharmacy.

Our guiding principles inform everything we do:

• As Passionate Transformers, we find a better way to innovate relentlessly.
• Being Mission Driven, we consistently deliver on our promises.
• Our Entrepreneurial spirit makes the most of EVERY opportunity for innovation.
• Understanding that Relationships Matter creates synergies that yield the greatest benefits for all.
• Intellectually Curious, eager to think deeper to learn and improve.
• In Doing the Right Thing, we lead by example in ALL we do.

We are deeply committed to Environmental, Social, and Governance (ESG) initiatives. Our ESG efforts focus on creating an inclusive culture and a healthier world. This includes our Employee Impact Groups, which foster inclusion and belonging, as well as our learning and well-being programs that support personal and professional growth. We also prioritize sustainability in our operations, aiming to reduce our environmental footprint and promote responsible business practices. Join us in transforming the pharmacy care delivery model, making patient care safer and smarter for all.

About the Team

Omnicell is dedicated to fostering an inclusive workplace. We welcome applications from all individuals, valuing a wide range of perspectives and backgrounds. As an equal opportunity employer, we do not discriminate based on race, gender, religion, sexual orientation, gender identity, national origin, veteran status, or disability. We are committed to making our recruitment process accessible to everyone. We offer support and reasonable adjustments for individuals with disabilities during our hiring process. If you need assistance, please contact us at Recruiting@omnicell.com.

At Omnicell, respect for privacy and confidentiality is paramount. We adhere to strict policies to prevent discrimination or retaliation against those who engage in open conversations about compensation. However, employees privy to compensation information as part of their job role are expected to maintain confidentiality, except in specific circumstances outlined by law, such as during formal complaints, investigations, or as required by legal obligations.

Please note that Omnicell reserves the right to modify job roles and responsibilities as needed to meet our organization's evolving needs and drive our mission forward.