Account Manager, New Business - Pipeline
Account Manager, New Business - Pipeline
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Salary Not Disclosed
1 Vacancy
Job Description
Please note: This is a pipeline requisition meaning it is for an upcoming opportunity that will be opened within the next 3090 days.
As an Account Manager you will:
- Demonstrate an understanding of industry drivers and trends that impact our customers and drive their business.
- Support health systems sales organization strategies; complete local site walkthroughs provide product demonstrations and serve as a key member of the health system account team.
- Develop and maintain relationships with seniorlevel executives at assigned accounts to identify opportunities develop alliances and ensure customer needs are met.
- Present educational information and contract proposals to assigned accounts.
- Work with internal teams to research develop and communicate corrective actions needed to resolve problems. Set appropriate expectations with internal teams and negotiate timelines to ensure deadlines are achieve.
Required Knowledge & Skills
- Targeting Qualified Opportunities: Targets accounts based on total potential likely profitability & probability of success
- CrossFunctional Collaboration: The ability to develop maintain and strengthen partnerships with others inside or outside of the organization who can provide information assistance and support
- Value Proposition Design & Communications: Understands how valuebased selling dramatically increases sales performance and profitability
- Relationship Building: Initiating and maintaining strategic relationships with stakeholders inside and outside the organization (e.g. customers peers crossfunctional partners external vendors and alliance partners) to advance business goals.
- Negotiation & Closing Skills: Understands how price and value tradeoffs dramatically impact win rates AND Omnicell financial performance
- Advanced knowledge and experience with acute care hospitals and health systems.
- Proven ability to develop accountlevel strategic and tactical plans successfully executing against measurable metrics.
- High level of financial acumen and negotiation skills.
- Proven success in generating and negotiating hospital contracts.
- Demonstrated leadership ability with a focus on influence impact and leading without formal lines of authority.
Basic Qualifications
- Bachelors Degree and 3 years of healthcare sales experience selling capital equipment software complex services/solutions or successful completion of Omnicells Field Development certification. OR
- High School Diploma and 5 years of healthcare sales experience selling capital equipment software complex services/solutions.
Preferred Qualifications
- Knowledge of complex sales processes (e.g. Miller Heiman Challenger).
- Understanding of relevant products/services/solution offerings in a technology company.
- Strong negotiation conflict management and customer service experience; experience acting as the issue resolution liaison for the customer.
How Youll Elevate at Omnicell
At Omnicell success isnt just about what you achieveits about how you achieve it. We embed Elevate Behaviors in everything we do. As an Account Manager you will:
- Collaborate: Lead a collaborative strategic account planning process developing mutual performance objectives implementation targets and critical milestones with customers. Work with internal teams (Sales Support Marketing Operations IT Finance Technical Support) to understand and meet customer requirements providing direction and coordinating activities to support customer needs.
- Inspire: Conduct presentations demonstrations and corporate site visits to raise awareness of Omnicell solutions. Communicate Omnicells business strategy and value propositions effectively to multiple levels within the customer organization.
- Develop: Develop accountspecific business plans execute them and provide routine business updates. Identify opportunities for crossselling new products selling addon and replacement solutions and laying the foundation for customer success.
- Execute: Meet assigned goals for quota attainment account strategy development revenue retention and growth and reference ability in assigned accounts. Negotiate and execute contract strategies as needed.
- Impact: Serve as both the internal and external customer liaison acting as the customer sponsor. Monitor and support all activity through the appropriate part of our organization escalating customer issues quickly if problems are not being addressed sufficiently. Ensure the highest levels of growth and customer satisfaction with Omnicells products and services.
Work Conditions
- This role operates in a collaborative Sales Team (pod) structure organized around the customer. By working as a coverage team the pod will focus on solutions that fulfill customer needs. These customercentric pods will have designated resources to drive customer value.
- Independent work environment.
- Travel required 50%.
- Physical requirements include sitting standing walking and using a keyboard. May also be required to lift demo equipment during trade show events.
Required Experience:
Manager
Employment Type
Full-Time
