What are the responsibilities and job description for the Key Account Executive position at Omnicell and Careers?
Key Account Executive
Key Account Executive
Location: Remote / Field-Based
Department: Sales – US Acute Key Accts
Reports to: Director, Health Systems – Key Accounts
Why Join Omnicell?
At Omnicell, we’re empowering healthcare organizations to automate, standardize, and elevate medication management across the continuum of care. As a Key Account Executive, you will be at the center of transforming how health systems operate—driving meaningful impact across patient safety, clinical workflows, and operational efficiency. You’ll collaborate with a cross-functional “pod” of sales, marketing, services, and clinical partners who rally around the customer to deliver measurable value. This is an opportunity to influence high‑level strategy, cultivate executive partnerships, and lead expansion efforts across some of the most complex and innovative health systems in the country.
What You’ll Do
As 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 Are
You 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 Omnicell
At 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.
EEO, Privacy, and Adaptability
At Omnicell, respect for privacy and confidentiality is paramount. We adhere to strict policies to prevent discrimination or retaliation against those who engage in open conversations about compensation. However, employees privy to compensation information as part of their job role are expected to maintain confidentiality, except in specific circumstances outlined by law, such as during formal complaints, investigations, or as required by legal obligations. Learn more about our privacy practices: https://www.omnicell.com/privacy/
Please note that Omnicell reserves the right to modify job roles and responsibilities as needed to meet our organization's evolving needs and drive our mission forward.
About Us
We build outcomes-driven technology—from robotics to intelligent software—that helps clinicians work more efficiently and ensures patients get the care they need. Every improvement, every breakthrough, every idea is rooted in our belief that better is always possible.
But what sets us apart isn’t just the work we do, it’s how we do it. Our Culture of Care shapes everything, from how we show up for each other to how we solve tough problems together. You’ll find a team that has your back, leaders who listen, and a shared commitment to building something that matters.
Here, careers are more than job titles, they are journeys of purpose and possibility. Whether you’re just getting started or ready to grow in new directions, we’ll meet you where you are, with support, flexibility, and opportunity that matches your ambition.
If you’re driven by purpose and ready to shape what’s next in healthcare, there’s a place for you at Omnicell.