Account Manager - Strategic

About the Role

Key Responsibilities

• 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.
• Conduct presentations, demonstrations, and corporate site visits to raise awareness of Omnicell solutions.
• 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.
• 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.
• Support health systems' sales strategies by completing site walk-throughs, providing product demonstrations, and serving as a key account team member.
• Develop and maintain relationships with senior-level executives to identify opportunities and develop alliances.
• Present educational information and contract proposals to accounts.
• Research, develop, and communicate corrective actions to resolve problems with internal teams.
• Set expectations with internal teams and negotiate timelines to ensure deadlines are met.
• Monitor and support all activity through appropriate organizational channels, escalating customer issues promptly.
• Demonstrate understanding of industry drivers and trends impacting customers' businesses.
• Act as a customer liaison, serving as the internal and external customer sponsor, ensuring high levels of growth and satisfaction.

Requirements

• Target accounts based on potential, profitability, and success probability.
• Ability to develop, maintain, and strengthen partnerships inside and outside the organization.
• Understanding of value-based selling to increase sales performance and profitability.
• Experience in initiating and maintaining strategic relationships with stakeholders.
• Strong negotiation, conflict management, and customer service skills.
• Proven ability to develop and execute account-level strategic and tactical plans with measurable metrics.
• High level of financial acumen and negotiation skills.
• Experience in generating and negotiating hospital contracts.
• Demonstrated leadership ability with influence and impact without formal authority.
• Ability to work independently in a fast-paced environment, multi-task, and prioritize workload.
• Proficiency in MS Office and CRM Salesforce.
• Bachelor's Degree and 3+ years of healthcare sales experience selling capital equipment, software, or complex solutions, or successful completion of Omnicell's Field Development certification.
• Or High School Diploma and 5 years of healthcare sales experience in similar areas.
• Knowledge of acute care hospitals and health systems.
• Proven success in developing and executing strategic account plans.

Nice to Have

• Knowledge of complex, longer sales cycles.
• Recent completion of an early sales development program.
• Understanding of relevant products/services/solutions in healthcare technology.
• Exposure to clinical environments and the pharmaceutical industry.
• Strong negotiation, conflict management, and customer service experience.
• Experience acting as an issue resolution liaison for customers.

Qualifications

• Bachelor's Degree and 3+ years of healthcare sales experience or High School Diploma and 5 years of healthcare sales experience.

Benefits & Perks

• Travel required: 75% bi-weekly travel within the west coast territory.
• Work in a collaborative sales team organized around customer solutions.
• Physical requirements include sitting, standing, walking, using a keyboard, and lifting demo equipment during trade shows.