What are the responsibilities and job description for the Key Account Manager position at Omnicell?
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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.
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.
