Omnicell, Inc. Area Account Executive in Pittsburgh, Pennsylvania

Area Account Executive

Description

Area Account Executive – Performance Center

Omnicell has a unique sales and business management opportunity to work in the developing market of enterprise pharmacy management solutions. 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 enterprise-wide Medication Management Solution Sales strategy, Sales Process and workflow. They will have a deep understanding of competitive positioning, value propositions and Industry Best Practices. This person will require comprehensive understanding of current pharmacy automation solutions and best practices from point of care to central pharmacy with a focus on inventory management and workflow. They will need to form the unique market strategy based on the different segments of the market and how Omnicell t 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.

KEY RESPONSIBILITIES:

Solution Assessment

35%

Pipeline Development

25%

Product Demonstrations/Corporate Site Visits

15%

Deal Strategy/Contract/Proposal Support

15%

Learning & Development

10%

  • Further cultivate strategic customer relationships through face-to-face contact and client opportunities with key opportunities, partnering with Omnicell field and health system sales.

  • 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.

  • Serve as subject matter expert and consult various customer stakeholders from Pharmacy to C-suite.

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

  • · 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.

  • Support 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 manager.

    BASIC REQUIREMENTS

  • 4 year college degree

  • Hospital pharmacy and/or Healthcare Supply Chain experience

  • 5 + years of sales experience in pharmacy capital or Healthcare Supply Chain

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

PREFERRED KNOWLEDGE & SKILLS

  • 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

  • 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)

  • Deals well with ambiguity

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

  • Solid team skills (team player)

WORKING 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.