Account Executive MA

Job Summary

The Account Executive position focuses on developing long-term relationships within the portfolio of assigned customers/prospects and building relationships with key business executives and stakeholders. Responsible for increasing the portfolio footprint, market share, and customer satisfaction within the assigned account base while achieving quarterly and annual quota targets. This role requires analyzing operations, identifying organizational challenges, and aligning customer needs with Omnicell solutions and services. The Account Executive collaborates closely with sales team members, Clinical Consultants, and internal support resources, engaging with C-level executives and Directors to ensure growth and customer satisfaction.

Responsibilities

• Demonstrate understanding of industry drivers and trends impacting customers.
• Identify cross-selling opportunities and promote add-on and replacement solutions.
• Cultivate strategic customer relationships through face-to-face interactions.
• Utilize a consultative approach to generate new business opportunities through outbound calls.
• Meet assigned goals for quota attainment, account strategy, revenue growth, and customer references.
• Develop and execute account-specific business plans addressing annual and long-term initiatives.
• Collaborate with Pricing Analysts on deal structuring and strategic positioning.
• Lead strategic account planning with customers to define performance objectives and milestones.
• Conduct presentations, demonstrations, and corporate site visits.
• Serve as internal and external customer liaison, escalating issues as needed.
• Maintain relationships with senior executives to identify opportunities and ensure satisfaction.
• Communicate Omnicell’s strategy and value propositions across customer organizations.
• Present educational content and contract proposals to assigned accounts.
• Prepare and deliver customer-focused presentations.
• Execute KPIs to build pipeline and ensure customer satisfaction.
• Maintain accurate forecasts using CRM tools and customer engagement.
• Negotiate and execute contract strategies and develop internal business cases.
• Coordinate with internal teams to meet customer requirements and resolve issues.
• Set expectations with internal teams and manage project timelines.
• Participate in corporate initiatives and process improvement projects.
  
  

Required Knowledge And Skills

• Advanced knowledge and experience in healthcare, preferably institutional pharmacy, specialty pharmacy, or PBM.
• Ability to develop and execute strategic and tactical account plans.
• Strong financial acumen and negotiation skills.
• Proven success in generating and negotiating hospital contracts.
• Intermediate proficiency in MS Office products.
• Experience with Salesforce CRM.
• Effective verbal and written communication skills.
  
  

Basic Qualifications

• 2 years in a Healthcare Sales Environment or successful completion of Omnicell’s Field Development certification program.
• Bachelor’s degree from an accredited university.
  
  

Preferred Qualifications

• Ability to develop and execute strategic and tactical account plans.
• Strong financial acumen and negotiation skills.
• Success in generating and negotiating hospital contracts.
• Knowledge of complex sales processes (e.g., Miller Heiman, Challenger).
• Familiarity with technology product/service offerings.
• Experience in negotiation, conflict management, and customer service.
  
  

Work Conditions

• Field-based position.
• Home office environment.
• Travel required: 50%.
• Physical requirements include sitting, standing, walking, keyboard use, and lifting demo equipment for trade shows.