Key Account Executive
Entails selling Omnicell's full suite of solutions to, and maintaining relationships with a defined number of strategic health-system existing customers. This is a strategic account management position. Accounts are target accounts that have a major strategic impact on the long-term success of the organization. Will have the skill-set to represent Omnicell's entire portfolio to the customer. Maintains contact with accounts at a high, executive level, focusing on the strategic nature of the relationship. Represents the organization to the customer and the customer to the organization. Provides guidance to the other sales team members focused on the strategic global or national accounts.
What You'll do
Responsible for the master strategy to provide guidance to assigned strategic health systems customers and ensure strategy is executed. Execute contract business case and account plans, detailing resources and contractual obligations, opportunities, expansion strategies, decision makers and influencers, and insights into account.
Drive the attainment of customer satisfaction indicators such as the customer-specific KPIs related to service level, financial objectives, quality, and reliability. Ensure alignment and attainment of customer objectives
Establish multi-year roadmap collaboratively with customer
Builds relationships with key leaders and influencers at account headquarters to drive acceptance and use of Omnicell offerings
Applies specialized knowledge to ensure customer satisfaction and retention and expands opportunities for sales growth
Align internal resources to efficiently and effectively assist in the customer's goals and objectives
Existing Expansion
Identify opportunities to expand upon customer's utilization of Omnicell solutions through the development of workflow improvements, patient safety opportunities & improved business results.
Collaborate with Omnicell supporting resources to identify areas of growth and penetration
Gather data on marketing trends, competitive products, and pricing to capitalize on selling opportunities
What you Bring
Targeting & Pipeline Management: Understands how effective targeting, & pipeline management dramatically improve sales performance
Customer Needs & Opportunities Assessment: Understands how defining needs and priorities with the customer prior to introducing potential solutions dramatically improves sales performance
Value Proposition Design & Communication: Understands how value-based selling dramatically increases sales performance and profitability
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
Influencing Others: The ability to gain others' support for ideas, proposals, projects, and solutions
Building Executive Partnerships: Adding customer equity by creating valued business partnerships with customers; proactively identifying business opportunities for the customer; conveying a firm understanding of the customer's business drivers
Negotiation & Closing Skills: Understands how price and value tradeoffs dramatically impact win rates AND Omnicell financial performance
Significant health systems sales experience and current relationships with health systems in the assigned region
Experience selling to C-Suite
Must have multiple examples of providing sales support to large, complex customers that integrate a variety of sales solutions
Experience creating ROI's and financial business cases
Proven track record of relevant successful sales experience with ability to submit a portfolio
Must have strong executive level negotiation skills
Strong communication skills, written and verbal
Must be able to work cross-functionally in matrix environment
Proficiency in MS office
CRM SalesForce
Basic Qualifications ?:
Bachelor's Degree from an accredited college
4 plus years of strategic account sales experience
4 plus years experience working within IDN's
OR
High school diploma
Minimum of 6 years of sales or consulting experience
Preferred Skills:
Experience growing product across multiple levels of a health systems (ex. selling across hospital, non-acute, outpatient settings)
Experience with contracts
Working 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.
Self-directed
Home based office
Maintain clean driving record
Ability to pass background check and drug screening
Travel demand: 40%
Physical demands - Sitting, standing, walking, and using a keyboard.?May also be required to lift demo equipment as needed during trade show events.??
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.
Job Identification: 4103
Job Category: Strategic Account Management
Posting Date: 04/24/2025, 8:02 PM
Job Schedule: Full time
Locations: Nashville, TN, United States
Birmingham, AL, United States
Job Level: Experienced
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
