Director, Health Systems - Government Sales

Job Description

Director – Government Sales

The Director – Government Sales role, reporting to the Sr. Director of Sales, will be responsible for leading Omnicell’s strategy and sales efforts within the Federal sector. This role will require strong leadership with a disciplined approach, as there will be a dedicated team of resources assigned. Responsibilities include providing sales support though direct customer engagement, negotiating agreements, identification of new contracting vehicles, oversight of proposals (RFI, RFQ, and RFP), accurate sales forecasting & quota attainment. This role will also lead efforts with internal business partners (Legal, Product, Marketing, Finance & Operations) to ensure optimal alignment & support for our Government customers and continued growth of the business.

Responsibilities:

• Direct support of Sales team focused on Federal Sector, nationally
• Coordination of complex deal strategies and messaging for entire solution set
• Development of strategies, campaigns & efforts to expand footprint with current customers, as well as targeting net-new accounts (competitive conversion focus)
• Provide direction & support to maintain & maximize FSS contract
• Provide direction & support to expand upon OMCL contracting vehicles
• Negotiate all aspects of a customer transaction from initial sales stages to close, including pricing, contractual terms and final booking requirements
• Work directly internal business partners to identify the needs, strategy & processes to improve efficiencies and identify net-new opportunities across the Federal sector
• Increase profitability by managing pricing strategies & deal margins
• Pipeline management and accurate forecasting disciplines for all Federal business
• Measure & manage customer engagement activities of sales team & key relationships within the Federal sector
• Manage back-office activities (expense reports, time off requests, customer survey results, etc.)
• Effectively manage sales representative’s job performance through ride-a-longs, one on one coaching, formal performance reviews, development plans and performance improvement action if needed
• Effectively manage and coordinate appropriate resources to resolve customer issues and complaints to ensure resolution and customer satisfaction
• Manage & report on offline builds, un-installable backlog, and short term/long term revenue opportunity with both Professional Services and Service teams
• Provide Sr. Dir. of Sales with regional business plans & regular reports that outline team performance, core measures, customer satisfaction, pipeline development, succession planning, bookings plan and regional business strategies to ensure success
• Strong team-building skills to work within a cross-functional team, inclusive of many different internal departments
• Gather market feedback relative to competitive landscape, customer trends & initiatives, industry news, etc.
• Travel to attend meetings, trade shows, vendor sites, etc. as needed
  
  
  

Required Skills:

• Expert level knowledge of healthcare workflow
• History working with, or as a part of Federal Government healthcare
• History with, or demonstrated knowledge of government contracting, contracting vehicles, procurement processes and budgeting / funding
• Ability to perform and execute strategic planning
• Ability to provide an accurate forecast
• Outstanding business system skills
• Outstanding relationship management skills
• Ability to articulate a sophisticated value proposition and brand
• Demonstration of a successful track record of sales experience and quota achievement
• Demonstration of the ability to recruit, train, motivate and manage sales professionals
• Excellent communication skills including written and verbal but more importantly ability to present with all levels of internal and external customers.
  
  
  

Basic Qualifications:

• Bachelor’s degree or equivalent experience (4 years) in providing strategy, support, coaching & development for either direct reports or a team of Sales Professionals
• 5 years of healthcare experience
• 3 years experience supporting the federal sector
• 2 years of contracting experience
  
  
  

Preferred Qualifications:

• 5 years’ experience in sales management or leadership experience or competency achievement through sales development/promotion path
• 2 years of experience working with or supporting pharmacy, nursing and / or IT solutions
• 2 years of contracting experience within the Federal sector
• 2 years of experience / understanding of Govt. budget, funding & procurement processes
  
  
  

Work Conditions:

• Home based office
• Travel Demand: 50%
• Management of a remote team
• Work across multiple time zones
• Long period of time sitting or standing in front of a computer using video technology
• Clean motor vehicle report
• Pass background 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 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.