Area Account Executive

About the Role:

The Area Account Executive (AAE) role at Omnicell is designed for individuals passionate about building long-term relationships and driving growth within the healthcare industry. This position focuses on developing connections with key business executives and stakeholders in assigned customer portfolios. The AAE will work towards increasing Omnicell's footprint and market share while achieving annual quota targets. This involves managing new and existing business, supporting strategic health system activities, and leveraging Omnicell’s solutions to address operational and organizational challenges. Successful candidates will collaborate closely with sales team members, clinical consultants, and internal support resources, ensuring customer satisfaction and fostering growth.

Key Responsibilities:

• 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.

Detailed 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.

Required Knowledge and Skills:

• 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.
• Ability to work independently in a fast-paced environment, with the capability to multi-task and prioritize workload.
• Proficiency in MS Office and CRM Salesforce.

Basic Qualifications:

• 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. OR
• High School Diploma and 5 years of healthcare sales experience selling capital equipment, software, complex services/solutions.

Preferred Qualifications:

• 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.

Work Conditions:

• Independent work environment.
• Travel required 50%.
• Physical requireme