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Director, Strategic Accounts at Omnicell
Dallas, United States
Job Descrption
Director, Strategic Accounts, Health Systems
Reporting to the VP of Sales and serving as an integral member of the Sales Leadership team, the Director of Strategic Accounts, Health Systems will be responsible for the growth of EnlivenHealth products and contribute to the development of the organization's strategic goals. In addition to the strategic components, the DSA will be charged with growing our portfolio with his/her assigned accounts and net new customers. This sales executive will lean heavily on building an executive presence with assigned strategic accounts to enable EnlivenHealth to build a stronger strategic partnership.
Responsibilities:
- Responsible for managing the EnlivenHealth Sales and Strategic Accts accounts to drive net YoY growth within the EnlivenHealth business.
- Responsible for building and maintaining C-Suite relationships with assigned strategic accounts. Including strategy planning, communications and Quarterly business reviews.
- Establish long term strategic Contracts with assigned strategic partners:
- help structure corporate contracts
- determine Solution offerings
- determine pricing, discounts and customized value-adds
- Work with product, marketing, business ops and pharmacy optimization teams on our overall sales strategy for EnlivenHealth. Including market identification, targeting, sales effectiveness tracking, team cadence and more.
- Work with the customer success team to ensure the continued development and productivity of the Customer success team. This includes working to identify and target opportunities within each account and collaborating on strategies to execution.
- Work with EH Business Ops teams to establish key reports and forecasts specific for both his key customer set managed by the CSM’s as well as net new customers.
- Work with market intelligence and product team to maintain a robust baseline on competitive intelligence for EH solutions.
- Partners with marketing and product teams to introduce new and enhanced products and services through beta partnerships or pilot programs to key customers as well as net new customers.
- Partner cross-functionally to support existing client demands and generate new business within markets and in conjunction with budget and financial goals.
Required Knowledge and Skills:
- Strong track record of effectively selling to top-level executives in Health Systems.
- Demonstrated knowledge of contracting and contract negotiations.
- Strong understanding of health systems and healthcare industry
- Strong understanding of the business of health system ambulatory pharmacy.
- Excellent interpersonal, written, and oral communication skills.
- Executive Presence
- Ability to lead effective in person and virtual meetings
- Detail Oriented, independent and able to adjust to changing priorities
- Ability to multi-task and manage time efficiently
- Demonstrated ability to work cross-functionally within an organization
- Proven track record of leading and motivating a team
- Proficiency with Microsoft Office Suite
- Problem solving mindset, must be able to assess a situation, identify solutions and implement them.
- Needs to understand value props and be able to effectively communicate those to colleagues, partners, customers and prospects.
- Strong presence and ability to engage customers and internal partners
Basic Qualifications:
- High School Diploma and;
- 10 years of experience in institutional pharmacy sales or in selling to retail pharmacies.
- Demonstrable sales Leadership/Management Experience.
OR
- Bachelor's Degree and 8 years of experience in institutional pharmacy sales or in selling to retail pharmacies.
Preferred Qualifications:
- MBA
- Executive level sales in health systems
Work Conditions:
- Travel up to 50%
- Frequent, standing, walking, bending, lifting up to 30lbs.
- As Passionate Transformers, we find a better way to innovate relentlessly.
- Being Mission Driven, we consistently deliver on our promises.
- Our Entrepreneurial spirit makes the most of EVERY opportunity for innovation.
- Understanding that Relationships Matter creates synergies that yield the greatest benefits for all.
- In Doing the Right Thing, we lead by example in ALL we do.
We value creating an inclusive culture and a healthier world through ESG initiatives, Employee Impact Groups, learning, well-being programs, and more. Join us in transforming the pharmacy care delivery model, making patient care safer and smarter for all.
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