The posting
Job Description
Account Executive- Non Acute
Work Arrangement: Remote
You will join the Non Acute Sales Team, responsible for growing the Omnicell portfolio across non-acute healthcare settings.
In this role, you will own sales growth and new business development across an assigned territory, with a primary focus on Behavioral Health, Mental Health, Federally Qualified Health Centers (FQHCs), Corrections, and Ambulatory Surgery Centers (ASCs).
You will represent and sell the full Omnicell portfolio, including Automated Dispensing Cabinets (ADCs), servers and associated infrastructure, cloud-based products and solutions, IVX, CPM, pharmacy carousels, and other Omnicell medication-management solutions.
This is a quota-carrying sales position with responsibility for achieving an annual sales target through new customer acquisition, opportunity development, and growth of the Omnicell portfolio within the assigned territory.
You will identify new customer opportunities, develop relationships with clinical and business decision-makers, understand customer medication-management challenges, and position Omnicell solutions that improve efficiency, safety, operational performance, and patient care.
Your work will directly impact revenue growth, market expansion, customer outcomes, and the continued growth of the Non Acute business.
Key Responsibilities
- Own and execute the sales strategy for an assigned territory, developing a strong pipeline across Behavioral Health, Mental Health, FQHCs, Corrections, and Ambulatory Surgery Centers.
- Achieve annual sales quota and territory objectives through disciplined prospecting, pipeline development, opportunity management, and closing.
- Prospect, develop, and close new business opportunities across the full Omnicell portfolio, including ADCs, servers, cloud products, IVX, CPM, carousels, and related solutions.
- Build relationships with pharmacy, nursing, clinical, operational, IT, financial, procurement, and executive stakeholders.
- Identify opportunities to expand customer engagements across multiple Omnicell products and solutions, positioning comprehensive solutions based on customer needs.
- Develop and execute strategic territory and account plans, prioritizing customers and opportunities with the greatest potential for growth.
- Conduct customer discovery meetings, presentations, demonstrations, business reviews, and other sales activities both virtually and in person.
- Collaborate across Sales, Account Management, Marketing, Solution Design, Implementation, Finance, Legal, and other internal partners to develop and execute customer solutions.
- Maintain accurate account activity, opportunities, pipeline, and forecasts in Salesforce.com, demonstrating disciplined territory and opportunity management.
- Maintain an understanding of competitive activity, market trends, and evolving customer needs across the key Non Acute focus markets.
- Manage multiple sales opportunities and priorities while maintaining strong communication, accountability, and follow-through.
Minimum Requirements
- 2-3+ years of successful sales or business development experience, preferably within healthcare, healthcare technology, pharmacy, medical devices, or a related industry.
- Demonstrated ability to prospect, develop, manage, and close business-to-business sales opportunities.
- Experience managing a geographic territory and working toward defined revenue or sales targets.
- Ability to develop relationships with multiple stakeholders and navigate complex healthcare organizations.
- Strong communication, presentation, negotiation, and relationship-management skills.
- Ability to analyze customer requirements and translate business and clinical challenges into compelling solutions.
- Experience using Salesforce.com or a comparable CRM platform to manage accounts, opportunities, pipeline, forecasting, and territory performance.
- Ability to work independently while effectively collaborating with cross-functional teams.
- Basic familiarity with AI-enabled tools such as Microsoft Copilot or ChatGPT to support productivity, research, account planning, and communication.
90-Day Success
In your first 90 days, you will:
- Build a strong understanding of the full Omnicell portfolio, including ADCs, servers and infrastructure, cloud products, IVX, CPM, carousels, and related medication-management solutions.
- Develop working knowledge of customer needs, workflows, and market dynamics within Behavioral Health, Mental Health, FQHCs, Corrections, and Ambulatory Surgery Centers.
- Establish relationships with key internal partners across Sales, Account Management, Marketing, Solution Design, Implementation, and supporting functions.
- Develop an initial territory plan identifying priority accounts, whitespace opportunities, competitive considerations, and prospecting strategies.
- Establish a consistent prospecting cadence and begin building a qualified opportunity pipeline in Salesforce.com.
- Conduct customer discovery meetings and identify opportunities to position multiple Omnicell solutions across the customer's medication-management environment.
- Demonstrate ownership of territory activity, pipeline development, forecasting, customer follow-up, and progress toward annual quota attainment.
Additional Information
- This role requires up to 50% domestic travel throughout the assigned territory.
- Travel will include customer meetings, onsite discovery, presentations, demonstrations, conferences, and industry events.
- This is a remote, field-based sales position serving customers throughout the assigned territory.
- The position is quota carrying and responsible for achieving an annual sales target.
Inclusion Statement
We encourage candidates from all backgrounds to apply—even if you don’t meet every qualification listed. If you're excited about this role and the opportunity to make an impact, we’d love to hear from you.
Learn more about our culture at: https://careers.omnicell.com/
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.
- 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.
Omnicell is dedicated to fostering an 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 [email protected].
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.
