Key Account Executive

Job Category:
Strategic Account Management

Job Description: Key Account Executive

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.

• 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.

• 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.

• 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 Sales Force.

• 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.

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

• 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.

Since 1992, Omnicell has been committed to transforming pharmacy care through outcomes‑centric innovation designed to optimize clinical…