Strategic Accounts Executive at Omnicell
Dallas, TX
About the Job
Job Description
Strategic Account Executive, Mid Market:
The success of any company selling complex capital, consumable, and software solutions within health care comes down to its ability to navigate and win major Strategic Account opportunities. Assigned a specific number of named accounts, both existing and competitive, the focus of the Strategic Account Executive spans across multiple healthcare channels, including Acute Care, Post-Acute Care, Specialty Care, Long Term Care, and State Entities. The Strategic Accounts Executive works in conjunction with Field Sales, Operations, Service, Finance, Legal and Marketing to achieve sales quota and assigned strategic objectives. This role is the lead in developing and executing all sales engagement strategies; representing the entire range of company products and services to the assigned accounts, spread across a large geography.
Responsibilities:
The role includes, but is not limited to:
Required Knowledge and Skills:
Basic Qualifications:
Preferred Qualifications:
Work Conditions:
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:
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 diversity and inclusion, 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 a diverse and 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 R[redacted].
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.
Strategic Account Executive, Mid Market:
The success of any company selling complex capital, consumable, and software solutions within health care comes down to its ability to navigate and win major Strategic Account opportunities. Assigned a specific number of named accounts, both existing and competitive, the focus of the Strategic Account Executive spans across multiple healthcare channels, including Acute Care, Post-Acute Care, Specialty Care, Long Term Care, and State Entities. The Strategic Accounts Executive works in conjunction with Field Sales, Operations, Service, Finance, Legal and Marketing to achieve sales quota and assigned strategic objectives. This role is the lead in developing and executing all sales engagement strategies; representing the entire range of company products and services to the assigned accounts, spread across a large geography.
Responsibilities:
The role includes, but is not limited to:
- Establishment of long-term contractual relationships with assigned Strategic Accounts across multiple channels to include Acute Care Post-Acute Care, Long Term Care, Specialty Care and State Entities.
- Help structure corporate contracts
- Determine product offerings
- Determine pricing, discounts and customized value-adds
- Develop and implement long-term Strategic Account selling strategies in the assigned accounts in each market segment, determine appropriate deal structures and value propositions to best position Omnicell for sustained growth.
- Work with Director of Sales and Senior Leadership on key projects and initiatives to refine company strategy around increasing Strategic Account penetration
- Report as required to the Senior Leadership on targeted account progress, over-arching strategy , field messaging, alignment with division/company goals, impact, and areas for improvement
- Collaborate with co-workers (legal, finance, operations, sales team, etc.) to share information, coordinate sales and ensure end-to-end customer satisfaction
- Lead special projects as identified and approved by senior leadership
- Effectively selling to top-level executives in assigned hospital, non-acute / post-acute healthcare administration as well as assigned state entities
- Strong team building skills to work within a cross functional sales team
- Develop and manage sales funnel to analyze and track activity and provide accurate forecasts of opportunities. Maintain up-to-date customer records relative to all account activity.
- Gather market feedback relative to competitive landscape, customer trends, products, customer forecasts, etc.
- Travel to attend meetings, trade shows, vendor sites, etc. as needed.
- Complete all administrative tasks on time: expense reports, mileage logs, salesforce.com updates, etc.
Required Knowledge and Skills:
- Strong track record of effectively selling to top-level executives in a healthcare setting
- Demonstrated knowledge of contracting and contract negotiations
- Strong understanding of healthcare industry
- Exceptional Team Building skills
- Exceptional Challenger and Consultative selling skills
- Excellent communication skills (written, verbal, presentation)
- Ability to provide accurate forecast
- Demonstrated presentation skills
Basic Qualifications:
- Bachelors' degree
- 5 + years of sales experience with capital equipment or solution sales
- 2 + years of prior experience managing sales teams or 2 years of strategic/corporate sales
- 2+ years of experience working within healthcare, acute or post-acute setting, with an assigned territory or account list
- 2+ years of experience with complex negotiations and contracting
Preferred Qualifications:
- Demonstrable understanding of pharmacy industry and workflow.
- Master's degree in related field
- 2+ years of experience selling clinical and IT applications
- 2+ years of experience working with pharmacy and/or supply chain automation and operational process
- 8 + years of sales experience with capital equipment or solution sales
- 4 + years of prior experience managing sales teams or 2 years of strategic/corporate sales
- 4+ years of experience working within healthcare, acute or post-acute setting, managing corporate or strategic accounts in an assigned territory
- 4+ years of experience with complex negotiations and contracting
Work Conditions:
- Medium to Heavy Travel (25-50%+)
- Home-based office
- Must pass background check, Motor Vehicle Record check, and drug-screen
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 diversity and inclusion, 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 a diverse and 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 R[redacted].
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.
