Area Account Executive - SaaS Details

Area Account Executive - SaaS

Omnicell - Nashville, TN

Employment Type : Full-Time

Do you want to make a meaningful difference in the quality of healthcare? Omnicell is empowering health systems and pharmacies to radically transform the way they manage medications, so they can achieve the vision of the Autonomous Pharmacy. Thousands of hospitals, pharmacies, skilled nursing facilities and care homes trust Omnicell to provide continuous innovation. They need us to deliver solutions to meet the ever-evolving challenges of the healthcare landscape. We encourage creative problem solving and outside-the-box thinking that only a diverse, well-rounded workforce can bring.

Join us as we build on our powerful combination of advanced automation, predictive intelligence, and expert services to create a safer future for patients—one where medication errors are a thing of the past. You’ll be joining an organization whose culture encourages individual development, rewards intellectual curiosity, and embraces an inclusive environment. Join our growing company and help shape the future at Omnicell!

Area Account Executive

The Account Executive position will focus on developing long-term relationships within the portfolio of assigned customers, and building relationships with key business executives and stakeholders within each customer. The AAE will be responsible for increasing the portfolio footprint and market share within his/her assigned account base and achieving annual quota targets. Accounts will include new business targets, existing business market, and support for strategic activities. Additionally, the position will require the ability to analyze operations, organizational challenges, and connect those needs with EnlivenHealth™ solutions and services. This role will work closely with other sales team members, as well as Clinical consultants and internal support resources. Normal interactions will be with C-level executives and Directors at current and potential customers to ensure the highest levels of growth and customer satisfaction with our products and services.

KEY RESPONSIBILTIES:

• Demonstrate an understanding of the industry drivers and trends that are impacting our customers and driving their business
• Identify opportunities for cross-selling new solutions on the EnlivenHealth™ platform, selling add-on and replacement solutions, and lay the foundation for customer success.
• Meets assigned goals for quota attainment, account strategy development, revenue retention and growth and reference ability in assigned markets and accounts.
• Develop account specific business plans, execute against them and provide routine business updates.
• Proactively lead a collaborative strategic account planning process that develops mutual performance objectives, implementation targets, and critical milestones with customers
• Conduct presentations, demonstrations, and corporate site visits.
• Support the existing accounts organization strategies; complete local site walk-through, provide product demonstrations, and serve as a key member of the EnlivenHealth™ commercial team.
• Act as both the internal and external customer liaison, serving as the customer sponsor, including monitoring and supporting all activity through the appropriate part of our organization and escalating customer issues quickly if problems are not being addressed sufficiently
• Develop and maintain relationships with senior level executives at assigned accounts to identify opportunities, develop alliances and ensure customer needs are met.
• Raise awareness of EnlivenHealth™ solutions and effectively communicating EnlivenHealth™ business strategy and value propositions within the customer at multiple levels throughout the organization.
• Present educational information and contract proposals to assigned accounts.
• Negotiate and execute contract strategies as needed.
• Ability to accurately provide a forecast on each opportunity based on where the prospect is in the sales process
• Work with internal teams (Sales Support, Marketing, Operations, IT, Finance, Technical Support) to assist in understanding and meeting customer requirements. Provide direction and coordinate activities to support customer needs. Research, develop and communicate corrective actions needed to resolve problems. Set appropriate expectations with internal teams. Negotiate timelines and ensure that all deadlines are achieved.

Required Skills/Knowledge:

• Demonstrated advanced knowledge and experience with pharmacy, provider and payor market.
• Proven ability to develop account level strategic and tactical plans, successfully executing against measurable metrics.
• Proven high level of financial acumen and negotiations skills.
• Proven success in generating and negotiating contracts.
• Demonstrated leadership ability with a focus on influence, impact and leading without formal lines of authority.
• Willingness to work independently in a fast-paced environment, with the ability to multi-task and self-prioritize workload.
• Proficiency in MS office
• CRM SalesForce

Basic Qualifications:

• Bachelor’s Degree
• 3+ Years in SasS , channel selling, Healthcare Sales Environment or successful completion of ’s Field Development certification program.

Preferred Qualifications:

• Complex Sales Process Knowledge (Miller Heiman, Challenger)
• Knowledge of relevant products / services / solution offering categories in a technology company preferred
• Strong negotiation, conflict management & customer service experience; experience with being the Issue Resolution Liaison for the customer

Working Conditions:

• Independent
• Travel required _70_%
• Physical Requirements – Sitting, standing, walking, and using a keyboard. May also be required to lift demo equipment as needed during trade show events.
  

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

Omnicell will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.