Omnicell, Inc. Sales Consultant in Cranberry Township, Pennsylvania
This field sales development role involves working closely with Field Sales, Sales Leadership, Marketing, Pricing Analysts, and Legal. Develop and manage assigned account relationships through both direct customer interaction and collaborating with field sales counterparts. Responsible for expanding current customer business by executing our sales processes and methodology including: business planning, consultative discovery, building a business case to gain executive support, develop deal strategy options, negotiating contracts, and closing sales opportunities that result in profitable business. Support field sales organization by identifying opportunities, growing deals to maximize profit, and developing the strategy to create a customer compelling event. This role is also responsible for providing pricing, contract, and sales operations support to field sales. Through learning & development, customer observations, and self-study, develop acumen surrounding healthcare industry, hospital operations, Omnicell Products, Sales Skills, Strategic Sales Process, and Six Sigma tools and methodologies. This role is developed for future field sales positions. Performance is measured through annual and quarterly quota objectives and business aligned objectives.
Field Sales Effectiveness (Account Planning, Research, Pricing Strategy, Contract Support)
Direct Selling (through the sales of add-ons, upgrades, and extensions in current installed base)
Other (Forecast Reviews, Learning & Development, Metrics)
Develop Joint business plans that address both annual and 3-5 year strategic initiatives.
Provide proposal pricing, contract, and sales operations support to field sales by developing acumen of internal Finance, Legal, and Operations processes.
Create and develop opportunities that combined with field sales team will present to the customer.
Collect and analyze customer asset information and advise the field sales team about deal pricing strategies.
Develop the internal business case to gain approvals for deal strategy
Collaborate with Pricing Analysts on deal structuring, pricing adherence and strategic positioning
Package together options for customers to create an incentive for them to replace their current technology with new
Utilizing a consultative approach, generate new business opportunities through outbound calls to Hospital Directors, C-Suite for Omnicell’s products and services. Conduct discovery conversations utilizing call guides to qualify the target for one or more of Omnicell solutions.
Further cultivate strategic customer relationships through face-to-face contact with key opportunities, partnering with field sales as appropriate.
Research, prepare, and present selling/customer focused presentations.
Understand how a hospital is organized and managed through participating in various on-site meetings and workflow assessments.
Forecast business accurately on a quarterly and annual basis.
Participate in corporate priority initiatives and process improvement projects
Participate and achieve a passing score in all sales skills, business acumen, and product trainings.
Utilize Omnicell’s CRM software and other necessary tools for accurate and detailed data capture and metrics.
Achieve annual and quarterly quota and MBO targets
Required Knowledge and Skills:
Demonstrated problem solving skills and the ability to think strategically.
Proficient at executing multiple concurrent/competing priorities.
Strong Financial Acumen
Effective at resource utilization and attention to detail.
Excellent interpersonal communication with strong presentation skills.
Ability to collaborate productively with colleagues at all levels of the organization.
Customer service driven; responsive to both internal and external customer issues and concerns.
Solid team skills (team player)
PC skills with advanced Word, Excel, PowerPoint, and Internet capabilities.
B.A./B.S. in Business (Finance, Accounting, Marketing Preferred), Economics, or Communications
3 Years of Sales or Business related experience in a corporate environment or Proven track record of success in meeting annual sales quota objectives
MBA in Business (Finance, Accounting, Marketing Preferred), Economics, or Communications
2+ years in experience selling in the healthcare sector
Environment – Office environment – Cranberry Township, Pa.
Travel required – Yes, 15% Plus
Physical Requirements – Sitting, standing, walking, and using a keyboard.
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.