Omnicell, Inc. Regional Sales Director in Montreal, Canada

Regional Sales Director


Regional Sales Director - Canada

The Regional Sales Director is responsible for managing the Canadian bookings Omnicell’s entire Medication and Supply portfolio. Responsibilities include recruiting, hiring, and training of 4-6 Sales representatives (Areas Account Executives) and 1 Clinical Consultant to drive the core strategies of the Division. Work fundamentals include aligning a multitude of sales resources within the region to ensure strategy development and execution. Resources include Clinical Consultants, Strategic Accounts, Account Managers, Sales Consultants, Non-Acute Sales, IV Sales Specialist, and Performance Center Sales Specialist. Responsibilities also include providing sales support though direct customer engagement, negotiating agreements, oversight of proposals (RFI, RFQ, and RFP), accurate sales forecasting, quota attainment, and acting as a liaison to internal legal and business resources within Omnicell. In addition, role must work closely with Operations and Service counterparts to achieve company revenue goals and profitability while ensuring a seamless customer experience.


  • Direct sales support of Sales Representatives in a geographic region/division

  • Coordination of complex deal strategies and messaging for entire solution set

  • Collaborate with National Account management & sales representatives driving regional activities to support IDN strategies

  • Align Strategic Account Representatives with System Sales Representatives and regional resources to drive IDN bookings to achieve regional quota

  • Create effective collaboration amongst various business segments and functional groups within region according including growth products & non-acute sales.

  • Increase profitability by managing pricing strategies & deal margins

  • Negotiate all aspects of a customer transaction from initial sales stages to close, including pricing, contractual terms and final booking requirements

  • Pipeline management and accurate forecasting disciplines for all business activity in region

  • Measure & manage customer engagement activities of sales team & key relationships within the region

  • Manage back office activities ( i.e. expense reports, time off requests, customer survey results)

  • Effectively manage sales representative’s job performance through ride-a-longs, one on one coaching, formal annual performance reviews, development plans and performance improvement action if needed.

  • Effectively manage and coordinate appropriate resources to resolve customer issues and complaints to achieve customer satisfaction and maintain “Best in KLAS” brand

  • Manage & report on offline builds, un-installable backlog, and short term/long term revenue opportunity with both operations and Strategic account counterparts.

  • Provide VP of Sales with regional business plans & regular reports that outline team performance, core measures, customer satisfaction, pipeline development, succession planning, bookings plan and regional business strategies to ensure success.

  • Strategize and coordinate all sales related activity and resources within region including working with Pharmacy Consultants, Supply Consultants, Nursing Consultants, Director of Strategic Accounts, SSD, Vendor Solutions, Marketing, Finance and Legal to meet the needs of the region

  • Manage all aspects of proposals & RFP responses

  • Track, discuss and resolve all product and feature request issues with Marketing, installation issues with Operations, service issues with Service, personnel issues with Human Resources and/or Director of Sales/GM

  • Effectively work and collaborate with other on cross-functional teams for special projects and initiatives

  • Work directly with Sales Training to continuously enhance Sales Representatives selling skills and product/market knowledge

Required Knowledge and Skills:

  • Expert level knowledge of healthcare workflow

  • Ability to perform and execute strategic planning

  • Outstanding relationship management skills

  • Ability to articulate a sophisticated value proposition and brand

  • Outstanding business system skills

  • Demonstration of a successful track record of sales experience and quota achievement

  • Demonstration of the ability to recruit, train, motivate and manage sales professionals

  • Excellent communication skills including written and verbal but more importantly ability to present with all levels of internal and external customers.

Basic Qualifications:

  • Bachelor degree

  • 3+ years’ experience in sales management or leadership experience or competency achievement through sales development/promotion path internally

  • 3+ years’ experience selling into hospitals

  • Fluency in French, verbal and written communications

Preferred Qualifications:

  • MBA

  • 5+ years’ experience in sales management or leadership experience or competency achievement through sales development/promotion path

  • 3+ years of sales management experience in a similar capital equipment environment

  • Candidate will reside within Canada

Work Conditions:

  • Frequent overnight travel

  • Office will be home-based

  • The ability to manage the stress of quarterly quota achievement goals

  • Management of a remote team

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.