Omnicell, Inc. Manager, Sales Development in Cranberry Township, Pennsylvania

Manager, Sales Development

Description

Manager, Sales Development

Responsible for the day to day management of the Omnicell Sales Development Team. Accountable for ensuring the Omnicell Sales Development team is equipped to operate effectively and efficiently. Collaborate closely with Sales Managers and VP’s to improve productivity of the field sales team. This role is responsible for the following: Sales Associates and Sales Consultants. This role is also responsible for process improvement efforts in the Sales Development Organization including continuous improvement and quality process efforts and related projects. Additionally, this role will be responsible for our College-Hire Development program. Contributes to assessing the health of the Omnicell Sales Development Organization and Customer Relationship status, identifying major strategic shifts, reporting to Omnicell Sales Enablement Leadership and adjusting course accordingly. Direct reports: Approximately 4 Sales Associates and 2 Consumables Sales.

KEY RESPONSIBILITIES:

Management/Leadership Sales Development team

30%

Field Sales Development Program Execution

30%

Forecasting/ Metrics/KPIs

20%

Company Projects & Assignments/ Process Improvement

20%

  • Establish goals and performance objectives that maximize financial and operational performance of our customer facing teams while developing action plans to ensure success.

  • Collaborate with functional leaders in Enablement, Sales, Marketing, Operations and Finance to deliver the needed financial outcomes for the business.

  • Provide coaching, leadership, and individual development (IDP) to all team members, with an emphasis on preparing the team for future field sales roles.

  • Oversee the day to day activity of the Sales Associate team, responsible for supporting our field sales organization within our current customer base. Continually evaluate which activities will have the greatest impact on freeing up the field team’s time.

  • Coach the team through direct selling efforts within current customers: product add-ons, replacements, upgrades and new growth solution.

  • Oversee the day to day activity of the Sales Associates, our recent college hires, through development goals designed to prepare them for the Sales Consultant role.

  • Coach the Sales Associates through new business prospecting, account research, remote product demonstrations, and product quotation support.

  • Manage escalations from field Sales Leadership regarding deal priority setting. Ensure consistent and complementary work efforts between the field and the Sales Development team.

  • Accurately forecast sales opportunities directly managed by the Sales Development team. Provide coaching and direction on specific sales opportunities and sponsorship on specific efforts if needed

  • Ensure sales activity is accurately reflected in the CRM.

  • Collaborate with other sales and customer resources to implement process improvement programs using Lean methodolgy and approaches

  • Track and analyze performance of team’s members progress against monthly, quarterly, and annual objectives. Analyze records of present and past sales trends. Interprets accounts, trends and report to Sales Leadership.

  • Collaborate with University Partners on recruiting efforts to secure the best talent for Omnicell’s Sales Development Program. Market the Sales Development Program and Omnicell through University Partner class room presentations and Sales Center events.

  • Partner in prioritizing contract and opportunity reviews with peers leading the Deal Desk, Configuration Desk, Sales Engineering, Sales Finance, and Legal functions.

  • Proactively identify process improvements that improve cycle time, field sales productivity, and the sales development’s time to field sales readiness

  • Conduct on-going job specific training sessions, working in close collaboration with the leader of Sales Learning & Development.

  • Present team performance and programs at field sales meetings.

  • Represent Sales Development in internal company projects

Basic Qualifications:

  • Bachelor’s Degree Required in Business (Finance, Accounting, Marketing, Economics, or Communications)

  • Minimum 5+ years of healthcare experience required.

  • 1+ years of experience leading sales and or sales support teams.

  • 1+ years of leading rotational development programs.

  • Strong business skills required.

  • Proven track record of success in meeting sales objectives.

Preferred Skills:

  • Field Sales experience in capital equipment, healthcare sales

  • Omnicell business process and product knowledge preferred

  • Process Improvement Trained or Certified (Lean, Six Sigma, PMP)

  • MBA

  • Demonstrated problem solving skills and initiative

  • Proficient at executing multiple concurrent/competing priorities.

  • Strong Business Acumen

  • Effective at resource utilization and attention to detail.

  • Excellent interpersonal communication with strong presentation skills.

  • Developing and mentoring others

  • Ability to collaborate productively with colleagues at all levels, and in a global, matrixed organization

  • Customer service driven; responsive to both internal and external customer issues and concerns.

  • PC skills with advanced Word, Excel, Power Point, Visio, and CRM Experience (SAP and Salesforce)

Working Conditions:

  • Environment – Office environment (based in Cranberry Township, PA)

  • Travel required – Yes, 15% Plus

  • Physical Requirements – Sitting, standing, walking, and using a keyboard.

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

Omnicell will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.