Account Manager – Strategic

Account Manager – Strategic

Requirements

• Targeting Qualified Opportunities: Targets accounts based on total potential, likely profitability & probability of success
• 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
• Value Proposition Design & Communications: Understands how value-based selling dramatically increases sales performance and profitability
• Relationship Building: Initiating and maintaining strategic relationships with stakeholders inside and outside the organization (e.g., customers, peers, cross-functional partners, external vendors, and alliance partners) to advance business goals.
• Negotiation & Closing Skills: Understands how price and value tradeoffs dramatically impact win rates AND Omnicell financial performance
• Advanced knowledge and experience with acute care hospitals and health systems.
• Proven ability to develop account-level strategic and tactical plans, successfully executing against measurable metrics.
• High level of financial acumen and negotiation skills.
• Proven success in generating and negotiating hospital contracts.
• Demonstrated leadership ability with a focus on influence, impact, and leading without formal lines of authority.
• Ability to work independently in a fast-paced environment, with the capability to multi-task and prioritize workload.
• Proficiency in MS Office and CRM Salesforce.
• Bachelor’s Degree and 3+ years of healthcare sales experience selling capital equipment, software, complex services/solutions, or successful completion of Omnicell’s Field Development certification. OR High School Diploma and 5 years of healthcare sales experience selling capital equipment, software, complex services/solutions.

Responsibilities

• Lead a collaborative strategic account planning process, developing mutual performance objectives, implementation targets, and critical milestones with customers.
• Work with internal teams (Sales Support, Marketing, Operations, IT, Finance, Technical Support) to understand and meet customer requirements, providing direction and coordinating activities to support customer needs.
• Conduct presentations, demonstrations, and corporate site visits to raise awareness of Omnicell solutions.
• Communicate Omnicell’s business strategy and value propositions effectively to multiple levels within the customer organization.
• Develop account-specific business plans, execute them, and provide routine business updates.
• Identify opportunities for cross-selling new products, selling add-on and replacement solutions, and laying the foundation for customer success.
• Meet assigned goals for quota attainment, account strategy development, revenue retention and growth, and reference ability in assigned accounts.
• Negotiate and execute contract strategies as needed.
• Serve as both the internal and external customer liaison, acting as the customer sponsor.
• Monitor and support all activity through the appropriate part of our organization, escalating customer issues quickly if problems are not being addressed sufficiently.
• Ensure the highest levels of growth and customer satisfaction with Omnicell’s products and services.
• Demonstrate an understanding of industry drivers and trends that impact our customers and drive their business.
• Support health systems’ sales organization strategies; complete local site walk-throughs, provide product demonstrations, and serve as a key member of the health system account team.
• Develop and maintain relationships with senior-level executives at assigned accounts to identify opportunities, develop alliances, and ensure customer needs are met.
• Present educational information and contract proposals to assigned accounts.
• Work with internal teams to research, develop, and communicate corrective actions needed to resolve problems. Set appropriate expectations with internal teams and negotiate timelines to ensure deadlines are achieved.

Preferred Qualifications

• Knowledge of complex, longer sales cycles
• Recent completion of an early sales development program
• Understanding of relevant products/services/solution offerings in a healthcare technology company
• Exposure and understanding of clinical environments, pharmaceutical industry
• Strong negotiation, conflict management, and customer service experience; experience acting as the issue resolution liaison for the customer.