Key Account Executive

Position Summary

The Key Account Executive is responsible for selling Omnicell's comprehensive suite of solutions and maintaining relationships with a select group of strategic health-system customers. This role focuses on accounts with significant long-term impact on Omnicell's success. The Key Account Executive serves as a trusted advisor at the executive level, representing both Omnicell to the customer and the customer to Omnicell, while providing strategic guidance to sales team members supporting global or national accounts.

Core Responsibilities

• Develop and execute master strategy for assigned strategic health system customers, ensuring successful implementation of agreed plans.
• Create and manage business cases and account plans, detailing resources, contractual obligations, opportunities, expansion strategies, decision makers, influencers, and account insights.
• Drive achievement of customer satisfaction metrics, including customer-specific KPIs related to service, financial objectives, quality, and reliability.
• Collaborate with customers to establish multi-year roadmaps aligned with their objectives.
• Build and maintain executive-level relationships with key leaders and influencers at customer headquarters to increase adoption of Omnicell solutions.
• Apply specialized knowledge to ensure customer satisfaction, retention, and to identify and expand sales opportunities.
• Align internal resources to efficiently support customer goals and objectives.

Existing Account Expansion

• Identify opportunities to expand customer utilization of Omnicell solutions through workflow improvements, patient safety initiatives, and enhanced business results.
• Collaborate with Omnicell support teams to uncover growth and penetration opportunities.
• Collect and analyze data on market trends, competitive products, and pricing to identify and capitalize on selling opportunities.

Qualifications & Skills

• Targeting & Pipeline Management: Expertise in targeting and pipeline management to drive sales performance.
• Customer Needs Assessment: Skilled at identifying customer needs and priorities prior to solution introduction.
• Value Proposition & Communication: Proficient in value-based selling for increased performance and profitability.
• Cross-functional Collaboration: Ability to build and maintain strong partnerships across the organization.
• Influencing Others: Proven ability to gain support for ideas, proposals, and solutions.
• Executive Partnerships: Strong history of creating valued business partnerships and identifying new business opportunities.
• Negotiation & Closing: Demonstrated ability to negotiate and close deals that benefit both customer and Omnicell.
• Significant sales experience and established relationships with health systems within assigned region.
• Experience selling to C-suite executives and supporting large, complex customers.
• Experience developing ROI analyses and financial business cases.
• Proven track record in strategic sales; portfolio submission required.
• Advanced executive negotiation and communication skills (written and verbal).
• Ability to operate cross-functionally in a matrix environment.
• Proficiency in MS Office and CRM SalesForce.

Basic Qualifications

• Bachelor's degree from an accredited college and 4+ years of strategic account sales experience, including 4+ years within IDNs; OR
• High school diploma and minimum 6 years of sales or consulting experience.

Preferred Skills

• Experience growing products across multiple levels of health systems (hospital, non-acute, outpatient settings).
• Experience with contract negotiation and management.

Working Conditions

• Collaborative "pod" sales team structure organized around customer needs.
• Self-directed, home-based office environment.
• Must maintain a clean driving record.
• Ability to pass background check and drug screening.
• Travel requirement: up to 40%.
• Physical demands include sitting, standing, walking, and keyboard use; occasional lifting of demo equipment for trade shows.