Director – Key Accounts
As a Director of Key Accounts at Omnicell, you will oversee a business unit generating over $40M annually, managing Omnicell’s entire product portfolio. Your primary focus will be on transforming sales efforts from transactional interactions to strategic solution selling within the healthcare and capital equipment sectors. This role is pivotal in ensuring alignment between sales strategies and client needs, fostering long-term partnerships with health systems, and driving revenue growth.
Key Responsibilities
- Strategic Leadership:
- Develop and implement solution-selling strategies tailored to healthcare systems, demonstrating transparency and decisiveness to foster trust and alignment. (Change Champions – Lead through consistency in words and actions.)
- Lead and inspire a team of 5-8 sales professionals, encouraging continuous learning and embracing challenges as opportunities for growth. (Growth Mindset – Embrace challenges and cultivate a learning environment.)
- Build a collaborative environment that values diverse perspectives and drives innovative approaches to problem-solving. (Collaborate – Achieve more together by leveraging diverse perspectives.)
- Customer-Centric Engagement:
- Build and maintain relationships with C-level stakeholders in health systems, presenting sophisticated value propositions and aligning solutions with their strategic goals. (Impact Makers – Show up as one team to achieve results.)
- Actively listen and adapt communication styles to effectively connect with clients and address their unique challenges. (Inspire – Adapt communication style and embrace connection.)
- Take initiative to add value by recommending solutions that simplify workflows, improve efficiency, and deliver measurable results. (Impact – Drive competitive edge by solving problems proactively.)
- Team Development:
- Recruit, hire, and mentor top sales talent, fostering a culture of high performance through regular feedback, coaching, and development opportunities. (Talent Activators – Build high-performing teams and unlock potential.)
- Empower the team by promoting accountability, providing clarity on goals, and recognizing contributions that drive success. (Inspire – Gain support for ideas and proposals.)
- Enable team members to embrace change, take risks, and leverage setbacks as learning moments. (Develop – Leverage mistakes as learning moments.)
- Operational Excellence:
- Oversee pipeline management, sales forecasting, and deal negotiations with a focus on removing barriers to progress and achieving goals. (Execute – Prioritize and manage deliverables effectively.)
- Collaborate with cross-functional teams, including Marketing, Professional Services, and Legal, to deliver cohesive and impactful solutions. (Collaborate – Share information readily to achieve objectives.)
- Demonstrate ownership and follow-through in resolving customer issues and delivering on commitments. (Execute – Demonstrate accountability to follow-through on commitments.)
- Innovation and Insights:
- Stay informed on healthcare trends and leverage market intelligence to shape forward-thinking sales strategies. (Impact – Broaden perspective by staying connected to the business and industry trends.)
- Gather and provide actionable feedback to internal teams, ensuring solutions evolve to meet client needs effectively. (Develop – Own self-development and support team growth.)
- Encourage creative problem-solving and support new ideas that drive competitive differentiation. (Change Champions – Challenge the status quo to innovate and add value.)
Required Skills And Experience
- Bachelor’s degree or equivalent experience in sales leadership.
- 3+ years of sales management experience, ideally within healthcare or capital equipment.
- Proven track record of driving revenue growth through strategic selling.
- Expertise in building and managing relationships with high-level stakeholders.
- Outstanding communication and presentation skills.
Preferred Qualifications
- MBA or advanced degree in a related field.
- 5+ years of leadership experience in a sales transformation context.
- Deep understanding of healthcare workflows and technology integration.
Work Environment
- 70% travel to meet clients and support the sales team.
Remote work setup with flexibility to manage across multiple time zones.
