Job DescriptionKey Account ExecutiveLocation: Remote / Field-Based
Department: Sales - US Acute Key Accts
Reports to: Director, Health Systems - Key Accounts
What You'll DoAs a
Key Account Executive, you will serve as the strategic steward for a defined set of high-value, enterprise-level health system customers. You will:
Strategic Account Leadership- Own and execute a multi-year master strategy for each assigned health system, aligning Omnicell capabilities to customer priorities.
- Develop and maintain executive-level relationships that deepen partnership and long-term customer loyalty.
- Lead the creation of comprehensive account plans-including resource needs, contractual obligations, expansion strategies, stakeholder maps, and business insights.
- Act as the customer's advocate within Omnicell, ensuring the entire organization is aligned with customer objectives.
Customer Value & Outcomes- Drive the achievement of customer-specific KPIs tied to service performance, financial outcomes, quality, and reliability.
- Facilitate joint roadmap development with customers, ensuring alignment across clinical, operational, and technology initiatives.
- Maintain a deep understanding of customer workflows, barriers, and opportunities to proactively recommend value-based solutions.
Growth & Expansion- Identify and articulate opportunities to expand the customer's adoption of Omnicell's portfolio-spanning automation, intelligence, and pharmacy services.
- Partner closely with clinical consulting, marketing, and product experts to uncover workflow improvement opportunities that enhance patient safety and business performance.
- Monitor market trends, competitive activity, and pricing insights to influence account strategy and capitalize on growth potential.
Cross-Functional Collaboration- Lead and coordinate the broader Omnicell account team ("pod") to ensure seamless engagement and execution.
- Promote communication, alignment, and shared accountability across internal stakeholders to achieve customer goals.
- Serve as a strategic resource to peer sales team members supporting national or global health system initiatives.
Who You AreYou are a strategic, consultative, and relationship-driven sales leader who excels at navigating complex health systems and engaging executive stakeholders. You bring:
Minimum Qualifications- Bachelor's degree OR high school diploma with 6+ years of sales or consulting experience.
- 4+ years of strategic account sales experience.
- 4+ years of experience working with Integrated Delivery Networks (IDNs).
Preferred Qualifications- Experience selling across multiple care settings (acute, non-acute, outpatient).
- Background in contract negotiation and long-term enterprise agreements.
- Significant experience selling into health systems, with an established network of C-suite and executive stakeholders.
- Proven success supporting large, complex customers with multifaceted solution portfolios.
- Strong financial acumen and experience developing ROI analyses and business cases.
- Demonstrated ability to negotiate at an executive level.
How You'll Elevate at OmnicellAt Omnicell, success isn't just about achieving results-it's about how you achieve them. As a Key Account Executive, you will embody our
Elevate Behaviors:
- Collaborate: Engage cross-functional partners and customer stakeholders to develop integrated, systemwide strategies.
- Inspire: Influence executive leaders and internal teams through compelling insights, vision, and thought leadership.
- Develop: Continuously deepen your expertise in health system operations, pharmacy automation, and emerging technologies.
- Execute: Drive disciplined, outcomes-focused execution across strategic plans, roadmaps, and customer deliverables.
- Impact: Challenge the status quo by identifying innovative ways Omnicell can advance patient safety, operational efficiency, and systemwide performance.
Working Conditions- Highly collaborative, pod-based team structure centered on customer needs.
- Home-based office with frequent travel (approximately 40%).
- Must maintain a clean driving record and pass all required background and drug screenings.
- Position requires regular walking, standing, and handling of demo equipment at events or customer sites.
