Strategic Accounts Executive

Strategic Account Executive, Mid Market:

The success of any company selling complex capital, consumable, and software solutions within health care comes down to its ability to navigate and win major Strategic Account opportunities. Assigned a specific number of named accounts, both existing and competitive, the focus of the Strategic Account Executive spans across multiple healthcare channels, including Acute Care, Post-Acute Care, Specialty Care, Long Term Care, and State Entities. The Strategic Accounts Executive works in conjunction with Field Sales, Operations, Service, Finance, Legal and Marketing to achieve sales quota and assigned strategic objectives. This role is the lead in developing and executing all sales engagement strategies; representing the entire range of company products and services to the assigned accounts, spread across a large geography.

Responsibilities:

The role includes, but is not limited to:

• Establishment of long-term contractual relationships with assigned Strategic Accounts across multiple channels to include Acute Care Post-Acute Care, Long Term Care, Specialty Care and State Entities.
  • Help structure corporate contracts
  • Determine product offerings
  • Determine pricing, discounts and customized value-adds
• Develop and implement long-term Strategic Account selling strategies in the assigned accounts in each market segment, determine appropriate deal structures and value propositions to best position Omnicell for sustained growth.
• Work with Director of Sales and Senior Leadership on key projects and initiatives to refine company strategy around increasing Strategic Account penetration
• Report as required to the Senior Leadership on targeted account progress, over-arching strategy , field messaging, alignment with division/company goals, impact, and areas for improvement
• Collaborate with co-workers (legal, finance, operations, sales team, etc.) to share information, coordinate sales and ensure end-to-end customer satisfaction
• Lead special projects as identified and approved by senior leadership
• Effectively selling to top-level executives in assigned hospital, non-acute / post-acute healthcare administration as well as assigned state entities
• Strong team building skills to work within a cross functional sales team
• Develop and manage sales funnel to analyze and track activity and provide accurate forecasts of opportunities. Maintain up-to-date customer records relative to all account activity.
• Gather market feedback relative to competitive landscape, customer trends, products, customer forecasts, etc.
• Travel to attend meetings, trade shows, vendor sites, etc. as needed.
• Complete all administrative tasks on time: expense reports, mileage logs, salesforce.com updates, etc.

Required Knowledge and Skills:

• Strong track record of effectively selling to top-level executives in a healthcare setting
• Demonstrated knowledge of contracting and contract negotiations
• Strong understanding of healthcare industry
• Exceptional Team Building skills
• Exceptional Challenger and Consultative selling skills
• Excellent communication skills (written, verbal, presentation)
• Ability to provide accurate forecast
• Demonstrated presentation skills

Basic Qualifications:

• Bachelors’ degree
• 5 + years of sales experience with capital equipment or solution sales
• 2 + years of prior experience managing sales teams or 2 years of strategic/corporate sales
• 2+ years of experience working within healthcare, acute or post-acute setting, with an assigned territory or account list  
• 2+ years of experience with complex negotiations and contracting       

Preferred Qualifications:

• Demonstrable understanding of pharmacy industry and workflow.
• Master’s degree in related field
• 2+ years of experience selling clinical and IT applications
• 2+ years of experience working with pharmacy and/or supply chain automation and operational process
• 8 + years of sales experience with capital equipment or solution sales
• 4 + years of prior experience managing sales teams or 2 years of strategic/corporate sales