Director, Health Systems - Strategic Accounts

Job Description

The Director of Strategic Accounts at Omnicell leads a high-impact business unit generating over $50M annually. This role is central to Omnicell’s mission to transform its sales approach, fostering deep, solution-oriented relationships with healthcare systems. You will champion innovation, drive revenue, and lead a talented team of sales professionals to deliver results.

Key Responsibilities:

Transformational Leadership:

• Spearhead the transition to a strategic solution-selling model by setting a clear vision and engaging the team in achieving shared goals.
• Guide and develop a team of 5-8 Strategic Account Executives, fostering a growth mindset and cultivating a culture of accountability.
• Inspire innovation by empowering the team to challenge the status quo and propose creative solutions that drive customer success.
  
  
  

Client-Focused Strategy:

• Partner with health system leaders to co-develop tailored solutions that align with their organizational goals and deliver measurable value.
• Present compelling ROI analyses and ensure clients understand the impact of Omnicell’s solutions on their strategic objectives.
• Actively engage with clients to resolve conflicts, address barriers, and build long-term, trusted partnerships.
  
  
  

Sales Excellence:

• Manage all aspects of the sales cycle, ensuring seamless execution from initial engagement to deal closure.
• Maintain focus and perseverance in achieving objectives, even in the face of ambiguity or challenges.
• Optimize pricing strategies and deal structures to maximize profitability while meeting customer needs.
  
  
  

Collaboration and Innovation:

• Work cross-functionally with Professional Services, Marketing, Legal, and other teams to deliver comprehensive and integrated solutions.
• Advocate for customer needs internally, driving product and service improvements that enhance the client experience.
• Foster an inclusive environment where diverse ideas and perspectives are valued and leveraged to drive success.
  
  
  

Leadership Development:

• Invest in the professional growth of your team through mentoring, coaching, and providing opportunities for learning and development.
• Establish clear performance metrics and celebrate achievements that contribute to team and organizational success.
• Create a safe space for team members to take risks, learn from failures, and grow into future leaders.
  
  
  

Required Skills and Experience:

• Bachelor’s degree or equivalent experience in strategic account management.
• Demonstrated success in managing high-value accounts and driving significant revenue growth.
• Strong ability to influence and build trust with executive stakeholders.
• Exceptional analytical, communication, and negotiation skills.
  
  
  

Preferred Qualifications:

• MBA or advanced degree in business or healthcare management.
• 3 years of leadership experience with a focus on solution selling in healthcare or technology.
• Experience leading sales teams through organizational change.
• In-depth knowledge of healthcare systems and capital equipment sales.
  
  
  

Work Environment:

• 70% travel required for client engagement and team leadership.
• Remote role with flexibility for managing across diverse time zones.
  
  
  

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.