Omnicell

Inspired by Care

Since 1992, Omnicell (NASDAQ: OMCL) has been inspired to create safer and more efficient ways to manage medications and supplies across all care settings. As a leader in medication and supply dispensing automation, central pharmacy automation, IV robotics, analytics software, and medication adherence and packaging systems, Omnicell is focused on improving care across the entire healthcare continuum—from the acute care hospital setting, to post-acute skilled nursing and long-term care facilities, to the patient’s home.

Over 4,000 customers worldwide use Omnicell® automation and analytics solutions to increase operational efficiency, reduce medication errors, deliver actionable intelligence and improve patient safety.

Omnicell’s innovative medication adherence solutions, used by over 32,000 institutional and retail pharmacies in North America and the United Kingdom, are designed to improve patient adherence to prescriptions, helping to reduce costly hospital readmissions.

Recent Omnicell acquisitions, including Ateb, add distinct capabilities, particularly in central pharmacy, IV robotics, and pharmacy software, creating the broadest medication management product portfolio in the industry.


Director Sales, Performance Center


Description

Director of Sales, Performance Center

Responsible for delivering Performance Center bookings and pipeline. Develop strategies and partnerships to grow the existing pipeline with the field sales team.  Lead a team of approximately 4 Performance Center sales team members that serve as subject matter experts and advisors during the sales process.

Responsibilities:

  • Develop sales strategies and sales forecasts which effectively leverage all resources to drive bookings in health systems: IDNs, national accounts, competitive conversions, existing customers, and new greenfield accounts
  • Develop the market for enterprise medication management solutions.
  • Sell Performance Center software and services by establishing contacts and developing relationships with prospects, clearly understanding the prospect’s business and recommending solutions based on business value and ROI
  • Demonstrated leadership and promotion of team selling and team building to meet company goals, including leveraging and optimizing relationships with Omni cell’s broader field organization
  • Clearly define sales strategies to meet company’s quarterly and long-term objectives
  • Work with marketing and product managers to define new products and  product improvements
  • Remain current on industry trends, market activities, and competitors
  • Travel with system sales directors to understand the marketplace and customers
  • Develop and manage business pipeline for short term and long-term growth
  • Effectively communicate to executive leadership competitive information, key metrics, market complexities, and sales dynamics on a quarterly basis
  • Manage a divisional P&L and budget; establish quarterly bonus goals
  • Cultivate and optimize working relationships with finance, marketing, human resources, sales operations, and legal

Required Knowledge and Skills:

  • Working experience with strategic sales strategies and methodologies: Challenger Sale, Miller Heiman
  • Excellent communication skills – written, verbal, and formal presentation to both internal and external audiences
  • Exceptional leadership and interpersonal skills 
  • Manage complexity and change in an intense business environment
  • Focused on selling business value to finance and business stakeholders using Return on Investment (ROI) and Total Cost of Ownership (TCO) models, rather than competing on “features & functions”
  • Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
  • Have an independent/consultative selling approach and be able to craft solutions that provide tangible business benefits
  • Record of closing new sales as well as increasing sustainable revenues within the company’s client base
  • Proven ability to close enterprise level deals
  • Display a good technical understanding as part of the sales process
  • Strong relationship-building skills, based on preparing and delivering presentations and negotiating with C-level executives at health systems
  • Excellent networking skills and a sustained client base within the healthcare industry
  • Excellent interpersonal skills and ability to establish positive relationships with clients and colleagues
  • A result-oriented, hands-on person who gets things done on a consistent basis

Basic Qualifications:

  • Bachelor’s degree in Sales, Marketing, Business or related field
  • 8+  years of experience in a sales management capacity
  • 5+ years of experience selling software within the healthcare industry
  • 5+ years’ of P&L management experience

Preferred Knowledge and Skills:

  • MBA
  • Public Company experience

Work Conditions:

  • 30-40% travel
  • Working out of the home based office
  • Managing a remote team
  • Occasional heavy workload during peak times
  • Work across multiple time zones
  • The ability to manage the stress of quarterly quota achievement goals

 

 

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.





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