Account Executive
Location: Field-based / Home Office (Remote in United States)
Department: Sales
Reports to: Sr. Manager, Health Systems & Director, Health Systems
Why Join Omnicell?
We are looking for an Account Executive to join our team who is passionate about healthcare, technology, and building meaningful customer relationships. This role focuses on developing and maintaining executive-level partnerships with current and potential customers, growing market share across an assigned portfolio, and connecting customer needs with Omnicell's solutions and services. Successful candidates will collaborate closely with sales team members, Clinical Consultants, and internal support resources to drive customer satisfaction, build a strong pipeline, and achieve quarterly and annual quota targets.
What You'll Do
As an Account Executive, you will:
Build and maintain strong relationships with C-level executives, Directors, and other key decision-makers across current and potential customer accounts.
Increase Omnicell's footprint, market share, and customer satisfaction within assigned accounts by identifying opportunities for growth, retention, and expansion.
Analyze customer operations and organizational challenges, then connect those needs with Omnicell's solutions and services through a value-based selling approach.
Lead strategic account planning, including mutual performance objectives, implementation targets, milestones, and account-specific business plans.
Deliver compelling presentations, demonstrations, and corporate site visits that clearly communicate Omnicell's business strategy and value proposition at multiple organizational levels.
Identify and pursue opportunities for cross-selling new products, add-ons, and replacement solutions while maintaining a robust pipeline and supporting company KPIs.
Negotiate and execute contract strategies as needed, with a focus on revenue retention, quota attainment, account growth, and long-term customer satisfaction.
Act as a customer liaison by helping ensure customer needs are met and issues are resolved quickly, professionally, and collaboratively.
Who You Are
You are a dynamic, relationship-driven sales professional who thrives in a customer-focused environment and is motivated by making a meaningful impact in healthcare. You bring strong executive presence, financial acumen, negotiation skills, and the ability to develop trusted partnerships while executing strategic and tactical account plans with measurable success.
Minimum Qualifications
Preferred Qualifications
Advanced knowledge and experience with acute care hospitals and health systems.
Proven ability to develop and execute account-level strategic and tactical plans with measurable success.
Strong financial acumen and negotiation skills, including demonstrated success generating and negotiating hospital contracts.
Excellent verbal and written communication skills, with proficiency in Microsoft Office products and Salesforce CRM.
Knowledge of complex sales processes, such as Miller Heiman or Challenger.
Familiarity with relevant products, services, and solutions in a technology company.
Strong negotiation, conflict management, and customer service skills, including experience serving as an issue resolution liaison.
Demonstrated ability to build executive partnerships by understanding customer business priorities, political drivers, and opportunities to create value.
Strong cross-functional collaboration skills with the ability to develop, maintain, and strengthen partnerships inside and outside the organization.
Ability to influence others and gain support for ideas, proposals, projects, and solutions.
Work Conditions
This role operates in a collaborative Sales Team "pod" structure organized around the customer, with designated resources focused on driving customer value.
Field-based position with a home office environment.
Ability and willingness to travel 50%+ as needed.
Physical requirements may include sitting, standing, walking, using a keyboard, and lifting demo equipment during trade show events.
How You'll Elevate at Omnicell
At Omnicell, success isn't just about what you achieve-it's about how you achieve it. We embed Elevate Behaviors in everything we do. As an Account Executive, you will:
Collaborate - Partner closely with sales team members, Clinical Consultants, and internal support resources to align customer needs with Omnicell solutions.
Inspire - Deliver clear, compelling presentations and demonstrations that build customer confidence and commitment.
Develop - Continuously identify opportunities to grow accounts, expand solution adoption, and strengthen customer partnerships.
Execute - Set clear account priorities, manage pipeline activity, achieve quota targets, and deliver on customer commitments.
Impact - Create lasting customer value by resolving issues, building executive relationships, and helping improve healthcare outcomes through Omnicell solutions.
Compensation
$85,000 base salary + $125,000 variable incentives- $210,000 OTE
Since 1992, Omnicell has been committed to transforming pharmacy care through outcomes-centric innovation designed to optimize clinical and business outcomes across all settings of care. We strive to be the healthcare provider's most trusted partner by our guiding promise of "Outcomes. Defined and Delivered."
Our comprehensive portfolio of robotics, smart devices, intelligent software, and expert services is helping healthcare facilities worldwide to improve business and clinical outcomes as they move closer to the industry vision of the Autonomous Pharmacy.
Our guiding principles inform everything we do:
We are deeply committed to Environmental, Social, and Governance (ESG) initiatives. Our ESG efforts focus on creating an inclusive culture and a healthier world. This includes our Employee Impact Groups, which foster inclusion and belonging, as well as our learning and well-being programs that support personal and professional growth. We also prioritize sustainability in our operations, aiming to reduce our environmental footprint and promote responsible business practices. Join us in transforming the pharmacy care delivery model, making patient care safer and smarter for all.