Job Description
Important Note:
This role is tailored for individuals seeking comprehensive sales training to assume responsibility for managing a portfolio of accounts within a designated region of the USA. Prospective candidates should anticipate relocation upon promotion in 1-2+ years to an open territory anywhere in the USA.
Please only apply if you are open to relocation after 1-2 years.
Sales Consultant
This field sales development role involves working closely with Field Sales, Sales Leadership, Marketing, Pricing Analysts, and Legal. Develop and manage assigned account relationships through both direct customer interaction and collaborating with field sales counterparts. Responsible for expanding current customer business by executing our sales processes and methodology including: business planning, consultative discovery, building a business case to gain executive support, develop deal strategy options, negotiating contracts, and closing sales opportunities that result in profitable business. Support field sales organization by identifying opportunities, growing deals to maximize profit, and developing the strategy to create a customer compelling event. This role is also responsible for providing pricing, contract, and sales operations support to field sales. Through learning & development, customer observations, and self-study, develop acumen surrounding healthcare industry, hospital operations, Omnicell Products, Sales Skills, Strategic Sales Process, and Six Sigma tools and methodologies. This role is developed for future field sales positions. Performance is measured through annual and quarterly quota objectives and business-aligned objectives.
KEY RESPONSIBILITIES:
Field Sales Effectiveness (Account Planning, Research, Pricing Strategy, Contract Support) 60%
Direct Selling (through the sales of add-ons, upgrades in current installed base and new business conversion) 30%
Other (Forecast Reviews, Learning & Development, Metrics) 10%
- Develop Joint business plans that address both annual and 3-5 year strategic initiatives.
- Provide proposal pricing, contract, and sales operations support to field sales by developing acumen of internal Finance, Legal, and Operations processes.
- Create and develop opportunities that combined with field sales team will present to the customer.
- Collect and analyze customer asset information and advise the field sales team about deal pricing strategies.
- Develop the internal business case to gain approvals for deal strategy
- Collaborate with Pricing Analysts on deal structuring, pricing adherence and strategic positioning
- Package together options for customers to create an incentive for them to replace their current technology with new
- Utilizing a consultative approach, generate new business opportunities through outbound calls to Hospital Directors, C-Suite for Omnicell’s products and services. Conduct discovery conversations utilizing call guides to qualify the target for one or more of Omnicell solutions.
- Further cultivate strategic customer relationships through face-to-face contact with key opportunities, partnering with field sales as appropriate.
- Research, prepare and present selling/customer-focused presentations.
- Understand how a hospital is organized and managed through participating in various on-site meetings and workflow assessments.
- Forecast business accurately on a quarterly and annual basis.
- Participate in corporate priority initiatives and process improvement projects
- Participate and achieve a passing score in all sales skills, business acumen, and product training.
- Utilize Omnicell’s CRM and other necessary tools for accurate and detailed data capture and metrics.
- Achieve annual and quarterly quota and MBO targets
Basic Qualifications:
- Bachelors degree
- 2+ Years of Sales OR Business related experience in a corporate environment OR a proven track record of success in meeting annual sales quota objectives OR experience in a clinical related setting.
Preferred Qualifications:
- Bachelors degree in Nursing OR Pharmacy
- Experience in a clinical setting, preferably nursing or pharmacy
Specialized Knowledge/Skills:
- Demonstrated problem-solving skills and the ability to think strategically.
- Proficient at executing multiple concurrent/competing priorities.
- Strong Financial Acumen
- Effective at resource utilization and attention to detail.
- Salesforce
- Excellent interpersonal communication with strong presentation skills.
- Ability to collaborate productively with colleagues at all levels of the organization.
- Customer service is driven; responsive to both internal and external customer issues and concerns.
- Solid team skills (team player)
- PC skills with advanced Word, Excel, PowerPoint, and Internet capabilities.
Working Conditions:
- Travel required – Yes, 15% Plus
- Physical Requirements – Sitting, standing, walking, and using a keyboard.
- Must be open to relocation at time of promotion to respected open territory anywhere in the USA.
Salary information:
- Base earnings: 55K, On target earnings 115K, and uncapped earning potential
About Us
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.
- 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.
About The Team
Omnicell is dedicated to fostering a diverse and inclusive workplace. We welcome applications from all individuals, valuing a wide range of perspectives and backgrounds. As an equal opportunity employer, we do not discriminate based on race, gender, religion, sexual orientation, gender identity, national origin, veteran status, or disability. We are committed to making our recruitment process accessible to everyone. We offer support and reasonable adjustments for individuals with disabilities during our hiring process. If you need assistance, please contact us at Recruiting@omnicell.com .
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.
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.
