Omnicell, Inc. Strategic Accounts Director in Raleigh, North Carolina

Strategic Accounts Director


Director of Strategic Accounts - Payers, Health Plansand Pharma. Population Health Solutions Division

The success of any company selling complex software solutions within health care comes down to its ability to navigate and win major Strategic Account opportunities. In the Omnicell Population Health Solutions division that is even further exemplified by the need to handle Strategic Accounts across multiple channels to include Payers, Health Systems, Pharma, and Retail Chain Pharmacies. It is essential that Omnicell aggressively pursue each Strategic Account opportunity with the leadership of our most talented personnel. The Strategic Accounts Director, Medication Adherence role works in conjunction with Field Sales, Operations, Service, Finance, Legal and Marketing teams to manage a list of important Strategic Account opportunities across the country.


The role includes, but is not limited to:

  • Establishment of long-term contractual relationships with assigned Strategic Accounts across multiple channels to include Health Plans, Payers, Health Systems, Pharma, and Retail Chain Pharmacies

  • Help structure corporate contracts

  • Determine product offerings

  • Determine pricing, discounts and customized value-adds

  • Develop and implement long-term Strategic Account selling strategies, determine appropriate deal structures and value propositions to best position Omnicell for sustained growth.

  • Work with Medication Adherence leadership on key projects and initiatives to refine company strategy around increasing Strategic Account penetration

  • Report as required to the Senior Director and Executive Staff on targeted account progress, over-arching strategy, field messaging, alignment with division/company goals, impact, and areas for improvement

  • Lead special projects as identified and approved by senior leadership

Required Knowledge and Skills:

  • Strong track record of effectively selling to top-level executives in large healthcare/health plan clients

  • Demonstrated knowledge of contracting and contract negotiations

  • Strong understanding of healthcare payer industry and pharma

  • Exceptional Team Building skills

  • Exceptional Challenger and Consultative selling skills

  • Excellent communication skills (written, verbal, presentation)

Basic Qualifications:

  • Bachelors’ degree

  • 8 or more years of sales experience with payers, pharma and healthcare organizations

  • 2 or more years of prior experience managing successful sales teams

Preferred Qualifications:

  • Demonstrable knowledge of clinical and IT applications

  • Master’s degree in related field

  • Demonstrable understanding of healthcare plan reimbursement and pharmacy industry

Work Conditions:

  • Medium to Heavy Travel (50%+)

  • Home-based office

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.