Alliance/Partner Management, Best Practices, Business Administration, Business Case, Business Strategy, Clinical Outcomes, Coaching, Competitive Analysis/Strategy, Continuous Improvement, Contract Negotiation, Cross-Functional, Customer Conversion, Customer/Client Research, Embedded Systems, Enterprise Sales, Entrepreneurship, Establish Priorities, Finance, Healthcare, Healthcare Providers, Leadership, Marketing, Operations Processes, Organizational Development/Management, Partner Sales, Patient Care, Performance Management, Pharmacy, Process Improvement, Process Modeling, Product Marketing, Robotics, Sales, Sales Closing Skills, Sales Forecasting, Sales Management, Sales Strategy, Scalable System Development, Value Selling, Willing to Travel
Role Summary
The Senior Director, Competitive Conversions is a strategic growth leader responsible for designing and scaling Omnicell''s enterprise conversion strategy and operating model across targeted health systems. Reporting to the Global Vice President, Health Systems, this role establishes the methodologies, governance, and cross-functional support mechanisms required to improve competitive win rates, accelerate platform adoption, and increase long-term customer value.
This leader partners across sales, enablement, product, marketing, implementation, customer success, and executive leadership to embed repeatable enterprise selling capabilities across the commercial organization while directly supporting strategic opportunities where executive sponsorship, competitive expertise, or cross-functional leadership can materially improve outcomes.
Key Responsibilities
Strategic Conversion Leadership
- Define Omnicell's enterprise conversion strategy, including the methodologies, governance, and operating rhythms needed to improve competitive win rates and accelerate growth.
- Develop repeatable conversion playbooks covering account selection, stakeholder engagement, executive sponsorship, value realization, and contracting strategy.
- Identify, prioritize, and actively support strategic opportunities where executive sponsorship, competitive expertise, or cross-functional leadership can materially improve outcomes.
Enterprise Selling & Executive Engagement
- Establish enterprise selling standards and executive engagement frameworks for clinical, operational, financial, and technology stakeholders.
- Partner with sales leadership, enablement, marketing, and product teams to embed enterprise selling capabilities across the commercial organization.
- Build value-based business case frameworks that connect Omnicell solutions to customer priorities, measurable outcomes, and transformation objectives.
- Partner with sales leadership to drive adoption, inspection, and continuous improvement of enterprise selling disciplines across the commercial organization.
Cross-Functional Orchestration
- Establish and lead a cross-functional operating model across Sales, Clinical, Operations, IT, Finance, Product, Marketing, Implementation, and Customer Success.
- Establish governance, escalation pathways, and engagement models to deploy the right resources to strategic pursuits.
- Partner with functional leaders to improve organizational readiness and responsiveness for competitive opportunities.
Sales Execution & Performance Management
- Drive adoption of conversion methodologies and enterprise selling best practices through sales and leadership teams.
- Establish inspection rhythms for pipeline quality, opportunity qualification, stakeholder engagement, win strategy execution, conversion probability, forecast accuracy, and sales velocity.
- Partner with sales leadership and enablement to ensure leaders and field teams have the coaching, tools, and support required to execute enterprise selling and conversion strategies effectively.
Customer Success, Expansion & Market Insights
- Partner across Customer Success, Implementation, Account Management, and Product organizations to ensure competitive conversions translate into successful customer outcomes, executive advocacy, and long-term strategic partnerships.
- Leverage customer outcomes, competitive intelligence, and market feedback to influence commercial strategy, solution development, and future growth opportunities.
Required Qualifications
- Bachelor's degree from an accredited university.
- 10+ years selling into health systems, including 5+ years leading strategic, enterprise, or complex healthcare sales initiatives.
- Proven success with competitive displacement, enterprise transformation, or strategic growth within health systems.
- Experience building scalable sales methodologies, playbooks, governance models, and operating processes.
- Expertise in enterprise sales strategy, value-based selling, executive engagement, negotiation, contracting, and complex deal leadership.
- Ability to influence, align, and drive accountability across cross-functional teams.
- Strong executive presence with exceptional communication, presentation, and leadership skills.
Preferred Qualifications
- MBA or advanced degree.
- 13+ years selling into health systems.
- Experience leading enterprise transformation, competitive conversion, commercial enablement, or strategic growth initiatives.
- Success influencing product, commercial, or corporate strategy through market insights and customer engagement.
Work Environment
- Home office-based with approximately 50% travel.
- Cross-time-zone collaboration with executive customer and internal leadership engagement.
What Success Looks Like
- Increased competitive win rates and conversion-driven revenue.
- Consistent adoption of enterprise selling methodologies across the commercial organization.
- Improved cross-functional alignment and support for strategic pursuits.
- Increased executive stakeholder engagement across targeted health systems.
- Strong adoption, retention, and expansion within converted accounts.
- A scalable, repeatable conversion operating model embedded across Omnicell.
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:
- 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.
- Intellectually Curious, eager to think deeper to learn and improve.
- In Doing the Right Thing, we lead by example in ALL 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.