Omnicell, Inc. Strategic Accounts Director in Raleigh, North Carolina

Strategic Accounts Director


Strategic Accounts Director

The Strategic Accounts Director maintains and expands relationships with strategically important health systems. Assigned to a list of named accounts, both existing and competitive, the Strategic Accounts Director is responsible for achieving sales quota and assigned strategic account objectives.

The Strategic Accounts Director is the lead in developing and executing all sales engagement strategies; representing the entire range of company products and services to the assigned accounts.

The Strategic Accounts Director reports to the Director of Strategic Accounts.


  • Establishment of long-term contractual relationships with assigned Integrated Delivery Networks (IDN’s)

  • help structure corporate contracts

  • determine product offerings

  • determine pricing, discounts and customized value-adds

  • Develop and implement IDN long-term selling strategies, determine appropriate deal structures and value propositions to best position Omnicell for sustained growth.

  • Collaborate with Co-Workers (legal, finance, operations, sales team, etc.) to share information, coordinate sales and ensure end-to-end customer satisfaction

  • Lead special projects as identified and approved by senior leadership

  • Effectively selling to top-level executive in hospital administration

  • Strong team building skills to work within a cross functional sales team

  • Develop and manage sales funnel to analyze and track activity and provide accurate forecasts of opportunities. Maintain up-to-date customer records relative to all account activity.

  • Gather market feedback relative to competitive landscape, customer trends, products, customer forecasts, etc.

  • Travel to attend meetings, trade shows, vendor sites, etc. as needed.

  • Complete all administrative tasks on time: expense reports, mileage logs,, SAP, updates, etc.

Required Knowledge and Skills:

  • Strong track record of effectively selling to top-level executives in large healthcare clients

  • Demonstrated knowledge of contracting and contract negotiations

  • Strong understanding of healthcare industry

  • Exceptional team building skills

  • Exceptional Challenger and Consultative selling skills

  • Excellent communication skills (written, verbal, presentation)

Basic Qualifications:

  • Bachelor degree

  • 5 years Omnicell product portfolio sales experience or in lieu of Omnicell product sales, 7 years selling capital equipment/software or solution sales in a healthcare environment

  • 2+ years of experience working within IDN’s in an assigned territory

  • 2+ years of experience with complex negotiations and contracting

  • Demonstrated presentation skills

Preferred Qualifications:

  • Master Degree

  • 2 + years of prior experience managing sales teams or 2 years of strategic/corporate sales

  • 2+ years of experience selling clinical and IT applications

  • 2+ years of experience working with the pharmacy and/or supply automation and operations

  • Prior experience with the Challenger Sales approach

  • 8 + years of sales experience with capital equipment or solution sales

  • 4 + years of prior experience managing sales teams or 2 years of strategic/corporate sales

  • 4+ years of experience working within IDN’s in an assigned territory

  • 4+ years of experience with complex negotiations and contracting

Work Conditions:

  • Home based office

  • Travel is medium to heavy (50%+)

  • Clean motor vehicle report

  • Pass background and drug screen

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.