Omnicell Specialty Pharmacy Services · 5 days ago
Account Manager - Strategic
Dallas, TX, United States
Full-time
Hybrid
Mid Level
3+ years expOmnicell Specialty Pharmacy Services is seeking an Account Manager to build long-term relationships and drive growth within the healthcare industry. The role focuses on developing connections with key business executives and stakeholders, managing customer portfolios, and achieving annual quota targets.
CommunitiesHealth CareMedicalPharmaceutical
Responsibilities
Demonstrate an understanding of industry drivers and trends that impact our customers and drive their business
Support health systems’ sales organization strategies; complete local site walk-throughs, provide product demonstrations, and serve as a key member of the health system account team
Develop and maintain relationships with senior-level executives at assigned accounts to identify opportunities, develop alliances, and ensure customer needs are met
Present educational information and contract proposals to assigned accounts
Work with internal teams to research, develop, and communicate corrective actions needed to resolve problems. Set appropriate expectations with internal teams and negotiate timelines to ensure deadlines are achieved
Collaborate: Lead a collaborative strategic account planning process, developing mutual performance objectives, implementation targets, and critical milestones with customers. Work with internal teams (Sales Support, Marketing, Operations, IT, Finance, Technical Support) to understand and meet customer requirements, providing direction and coordinating activities to support customer needs
Inspire: Conduct presentations, demonstrations, and corporate site visits to raise awareness of Omnicell solutions. Communicate Omnicell’s business strategy and value propositions effectively to multiple levels within the customer organization
Develop: Develop account-specific business plans, execute them, and provide routine business updates. Identify opportunities for cross-selling new products, selling add-on and replacement solutions, and laying the foundation for customer success
Execute: Meet assigned goals for quota attainment, account strategy development, revenue retention and growth, and reference ability in assigned accounts. Negotiate and execute contract strategies as needed
Impact: Serve as both the internal and external customer liaison, acting as the customer sponsor. Monitor and support all activity through the appropriate part of our organization, escalating customer issues quickly if problems are not being addressed sufficiently. Ensure the highest levels of growth and customer satisfaction with Omnicell’s products and services
Qualification
Required
Bachelor's Degree and 3+ years of healthcare sales experience selling capital equipment, software, complex services/solutions, or successful completion of Omnicell's Field Development certification
High School Diploma and 5 years of healthcare sales experience selling capital equipment, software, complex services/solutions
Targeting Qualified Opportunities: Targets accounts based on total potential, likely profitability & probability of success
Cross-Functional Collaboration: The ability to develop, maintain, and strengthen partnerships with others inside or outside of the organization who can provide information, assistance and support
Value Proposition Design & Communications: Understands how value-based selling dramatically increases sales performance and profitability
Relationship Building: Initiating and maintaining strategic relationships with stakeholders inside and outside the organization (e.g., customers, peers, cross-functional partners, external vendors, and alliance partners) to advance business goals
Negotiation & Closing Skills: Understands how price and value tradeoffs dramatically impact win rates AND Omnicell financial performance
Preferred
Knowledge of complex sales processes (e.g., Miller Heiman, Challenger)
Understanding of relevant products/services/solution offerings in a technology company
Strong negotiation, conflict management, and customer service experience; experience acting as the issue resolution liaison for the customer
Advanced knowledge and experience with acute care hospitals and health systems
Proven ability to develop account-level strategic and tactical plans, successfully executing against measurable metrics
High level of financial acumen and negotiation skills
Proven success in generating and negotiating hospital contracts
Demonstrated leadership ability with a focus on influence, impact, and leading without formal lines of authority
Company
Omnicell Specialty Pharmacy Services
Opening or optimizing an in-house specialty pharmacy requires unique capabilities to navigate the complexities of high-cost, high-touch medications.
10001+ employees
Funding
Current Stage
Late StageTotal Funding
$10.15M2021-12-02Acquired
2011-12-27Private Equity· $10.15M
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