Omnicell is evolving into a customer-focused medication management technology company. The Vice President of Sales will oversee commercial operations for Omnicell’s North American customer-facing strategy, with the goal of strengthening customer relationships, driving growth, and developing a high-performing, adaptable sales organization.
Key Responsibilities
Talent Development & Culture
- Build and motivate a highly accountable and customer centric sales team focused on solving customer problems and delivering business results.
- Develop talent through comprehensive sales enablement program, leadership development and role based training.
- Champion a unified "One Team" culture to enhance collaboration and results.
- Mentor sales leaders and teams to support growth and adaptability.
- Refine the sales team structure and continue to attract new talent with the skills required to win in the market.
Strategic Leadership & Transformation
- Partner with cross-functional leaders to define and lead commercial transformation program to enable company to achieve growth aspirations.
- Oversee Omnicell’s commercial model transformation ensuring rollout, adoption, and optimal alignment and focus on priority market segments.
- Implement solution selling methods to drive cloud platform adoption, cross-sell full portfolio, and grow recurring revenue streams.
- Partner with product and marketing to refine go-to-market processes and drive adoption of platform, new products, and offer structures.
- Guide transition from standalone product sales to positioning Omnicell as an integrated platform.
Commercial Excellence & Execution
- Establish KPIs and targets that align to company growth objectives including bookings, pipeline growth, new product adoption, customer engagement quality, and team capabilities,
- Drive bookings for products and services that meet or exceed company objectives on a quarterly and annual basis.
- Enhance systems and processes to ensure predictable demand and accurate forecasts for capital products and recurring revenue streams. Build relationships and understand key structures in large health systems.
- Assess competitive landscape, define and implement integrated plan to grow market share
- Manage new initiative launches for effective market entry and growth.
- Enhance planning and streamline processes to increase overall productivity
- Maximize ROI by managing budgets and investments to drive Omnicell’s growth.
Customer-Centricity & Experience
- Cultivate strategic, executive-level partnerships with key decision-makers across leading health systems to drive enterprise sales opportunities and deepen customer engagement.
- Position the sales team as trusted advisors by integrating clinical, commercial, and technical expertise in every customer interaction.
- Champion the customer’s perspective by actively communicating feedback and insights to cross-functional teams.
- Drive a seamless customer journey by collaborating with matrix partners to align sales, implementation, customer success and support resources to solve customer problems and deliver value.
- Promote ongoing improvement using customer feedback to boost customer health.
Digital & AI-Enabled Sales
- Partner with Business Intelligence and Analytics function to drive adoption and use of analytics, CRM, and digital tools for forecasting, performance, and targeted engagement.
- Integrate AI into sales to streamline processes, enhance impact, and enable new functions.
What Success Looks Like
- Sustainable, double-digit annual growth and top-quartile shareholder return.
- A sales organization that is agile, customer-centric, and consistently delivers performance targets.
- Successful commercial launch and customer adoption of cloud-based platform and new solutions.
- High employee engagement, talent retention, and a culture of innovation and accountability.
Minimum Requirements
- Over 10 years of sales leadership experience in the medtech and healthcare technology sectors, specializing in guiding leaders and teams through the adoption and commercialization of cloud-based platforms.
- Extensive experience leading other sales leaders, consistently demonstrating managerial courage in challenging situations to drive accountability, growth, and transformational change.
- Proven success in leading sales transformation and commercial model innovation.
- Demonstrated ability to navigate complex health systems and build cross-functional partnerships.
- Experience leading solution-oriented sales models and driving them to completion.
- Strategic vision, execution skills, and expertise in consultative selling and digital sales enablement.
Preferred Qualifications
- Experience driving platform-first, SaaS, or leasing-based commercial models.
- Demonstrated ability to lead change, develop talent, and deliver measurable impact on sales performance.
- Familiarity with AI-enabled sales tools and data-driven segmentation strategies.
- Experience coaching and mentoring teams through transformation and cloud adoption.
Working Conditions
- Flexible office-based or remote arrangements.
- Up to 70% travel for stakeholder engagement and market development.
