Omnicell, Inc. Senior Technical System Sales Director in Indianapolis, Indiana

Senior Technical System Sales Director

Description

Senior Technical System Sales Director

Omnicell has a unique sales and business management opportunity to work in the developing market of IV compounding. This position involves working closely with Field Sales Leadership (across the business segments), Individual sales representatives, Product Management, Operations, our Professional Services Group and Our Executive Team. This individual will become the subject matter expert on IV Sales strategy, Sales Process and workflow. They will have a deep understanding of competitive positioning, value propositions and Industry Best Practices. This person will have to understand the sterile compounding process, the advantages and disadvantages of different buying patterns, form factors and the associated impact to clinical workflow. They will need to form the unique market strategy based on the different segments of the market and how Omnicell is approaching them. This is a direct sales position that involves working with the core Omnicell Sales team in a coaching and mentoring role, particularly in the early stages of Opportunity Development and the leadership position in navigating each opportunity from Executive Sponsorship through the assessment process all the way through to closure.

This role is also responsible for developing an annual territory business plan across segments, identifying a specific action plan to achieve annual assigned targets/goals and quota, MBOs, individual development plan (IDP), management of campaigns in SF.com and detailed Steps to Close activities. This person will be proficient in presenting Challenger Insight and Impact Statements for their markets and be involved in the development of such content.

Responsibilities:

Field Sales Personnel Learning and Development

10%

New Business Lead Generation and sales assistance; 2.5x annual quota; business plan; Strategic Selling incorporating Challenger Sales

25%

Solution Assessment/Confirmation/Closing

35%

Product Demonstrations/Solution Center Customer Tours

15%

Field Sales Strategy/Contract/Proposal Support

15%

  • Further cultivate strategic customer relationships through face-to-face contact and client opportunities with key opportunities, partnering with Omnicell field or inside sales resources as appropriate.

  • Maintain a consistent cadence with Sales and Sales Leadership with the field teams they work with.

  • Research, prepare, and present selling/customer focused presentations.

  • Understand current workflow and articulate key value positions for current to future state Gap Analysis

  • Cross-functional/cross business leadership, working in conjunction with Marketing, Product Development and Operations to develop the appropriate sales tools and commercial marketing requirements.

  • Lead sales efforts from Executive Sponsorship to contract negotiations

  • This individual will be responsible for closing new and existing business sales in their territories (Enterprise and Regional) and potentially beyond.

  • This person is responsible for selling our new IV portfolio. Specific products include: IV Station, IV Onco, IV Soft, IV TPN (when GA) and any other solutions that are added to the portfolio.

  • Travel to customer sites to coordinate presentations, conduct demonstrations and facilitate site visits.

  • Manage time and resources effectively to meet territory sales objectives and improve customer relationship.

  • Maintain industry and product knowledge and inform company of changing market conditions and competitive issues.

  • Utilize and display competency with all sales process tools.

  • Develop tailored call plans for key constituents such as Risk Management, DOP, CFO, CEO, CNO, CMO, CIO and Plant Operations(Facilities)

  • Participate in an implementation; learn and utilize Omnicell’s Gateway process.

  • Support Field Marketing efforts through leading product demonstrations at trade shows and regional events as assigned by Business Leader.

  • Utilize SalesForce.com software and other necessary tools for accurate and detailed data capture and metrics.

  • Achieve Business and MBO objectives and metrics as assigned by IV Business Leader.

Required Knowledge and Skills:

  • Strong Sales Disposition

  • Shows discipline - takes a structured approach to managing sales; strives to make well-informed decisions related to sales strategies and tactics; maintains high work and ethical standards.

  • Drives toward success - possesses an energetic and tenacious achievement orientation; proactively seeks business opportunities; strives to gain competitive advantage; takes action for a recognized benefit despite uncertainty of outcome

  • Demonstrated Sales Innovation –

  • Takes a creative approach - thinks unconventionally when faced with sales challenges; is open to new ideas. Inspires curiosity and challenges the current thinking

  • Proficient at executing multiple concurrent/competing priorities.

  • Retains focus and sustains positive outlook demonstrates resilience and adaptability in the face of obstacles; effectively channels emotions to manage job challenges and stress; handles disappointment and/or rejection without losing effectiveness. Approaches sales challenges with confidence of success; remains realistically optimistic when pursuing sales objectives (e.g., celebrating successful milestone achievements)

  • Strong problem solving skills.

  • Deals well with ambiguity

  • Excellent interpersonal skills, high impact communication, and strong presentation skills

  • Proven leadership skills

  • Highly motivated

  • Solid team skills (team player)

  • PC skills with strong Word, Excel, Power Point, and Internet capabilities.

Basic Qualifications:

  • PharmD

  • Minimum of one of the following:

  • Demonstrable experience in a hospital pharmacy and with IV admixture

  • 8 + years of sales experience in pharmacy capital

  • 5 + years of a proven track record of exceeding plan and performance in a Complex Solution Sales role

Preferred Qualifications:

  • Hospital pharmacy and IV admixture experience

  • 8 + years of sales experience in pharmacy capital

  • 5 + years of a proven track record of exceeding plan and performance in a Complex Solution Sales role

Work Conditions:

  • Environment – Field based/home office environment

  • Travel required – Yes, 70% 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.