Key Account Executive

Job Category: Strategic Account Management

Job Description: 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.

About Us:

Since 1992, Omnicell has been committed to transforming pharmacy care through outcomes‑centric innovation designed to optimize clinical and business outcomes across all settings of care. We strive to be the healthcare provider’s most trusted partner by our guiding promise of “Outcomes. Defined and Delivered.” Our comprehensive portfolio of robotics, smart devices, intelligent software, and expert services is helping healthcare facilities worldwide to improve business and clinical outcomes as they move closer to the industry vision of the Autonomous Pharmacy. Our guiding principles inform everything we do:

• As Passionate Transformers, we find a better way to innovate relentlessly.
• Being Mission Driven, we consistently deliver on our promises.
• Our Entrepreneurial spirit makes the most of EVERY opportunity for innovation.
• Understanding that Relationships Matter creates synergies that yield the greatest benefits for all.
• Intellectually Curious, eager to think deeper to learn and improve.
• In Doing the Right Thing, we lead by example in ALL we do.

We are deeply committed to Environmental, Social, and Governance (ESG) initiatives. Our ESG efforts focus on creating an inclusive culture and a healthier world. This includes our Employee Impact Groups, which foster inclusion and belonging, as well as our learning and well‑being programs that support personal and professional growth. We also prioritize sustainability in our operations, aiming to reduce our environmental footprint and promote responsible business practices. Join us in transforming the pharmacy care delivery model, making patient care safer and smarter for all.

About the Team:

Omnicell is dedicated to fostering an inclusive workplace. We welcome applications from all individuals, valuing a wide range of perspectives and backgrounds. As an equal opportunity employer, we do not discriminate based on race, gender, religion, sexual orientation, gender identity, national origin, veteran status, or disability. We are committed to making our recruitment process accessible to everyone. We offer support and reasonable adjustments for individuals with disabilities during our hiring process. If you need assistance, please contact us at . At Omnicell, respect for privacy and confidentiality is paramount. We adhere to strict policies to prevent discrimination or retaliation against those who engage in open conversations about compensation. However, employees privy to compensation information as part of their job role are expected to maintain confidentiality, except in specific circumstances outlined by law, such as during formal complaints, investigations, or as required by legal obligations. Please note that Omnicell reserves the right to modify job roles and responsibilities as needed.

Omnicell

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