Key Account Executive

Location: Remote / Field-Based
Department: Sales – US Acute Key Accts
Reports to: Director, Health Systems – Key Accounts

Why Join Omnicell?

At Omnicell, we’re empowering healthcare organizations to automate, standardize, and elevate medication management across the continuum of care. As a Key Account Executive, you will be at the center of transforming how health systems operate—driving meaningful impact across patient safety, clinical workflows, and operational efficiency. You’ll collaborate with a cross-functional “pod” of sales, marketing, services, and clinical partners who rally around the customer to deliver measurable value. This is an opportunity to influence high‑level strategy, cultivate executive partnerships, and lead expansion efforts across some of the most complex and innovative health systems in the country.

What You’ll Do

As a Key Account Executive, you will serve as the strategic steward for a defined set of high‑value, enterprise‑level health system customers. You will:

Strategic Account Leadership

• Own and execute a multi-year master strategy for each assigned health system, aligning Omnicell capabilities to customer priorities.
• Develop and maintain executive‑level relationships that deepen partnership and long-term customer loyalty.
• Lead the creation of comprehensive account plans—including resource needs, contractual obligations, expansion strategies, stakeholder maps, and business insights.
• Act as the customer’s advocate within Omnicell, ensuring the entire organization is aligned with customer objectives.

Customer Value & Outcomes

• Drive the achievement of customer-specific KPIs tied to service performance, financial outcomes, quality, and reliability.
• Facilitate joint roadmap development with customers, ensuring alignment across clinical, operational, and technology initiatives.
• Maintain a deep understanding of customer workflows, barriers, and opportunities to proactively recommend value‑based solutions.

Growth & Expansion

• Identify and articulate opportunities to expand the customer’s adoption of Omnicell’s portfolio—spanning automation, intelligence, and pharmacy services.
• Partner closely with clinical consulting, marketing, and product experts to uncover workflow improvement opportunities that enhance patient safety and business performance.
• Monitor market trends, competitive activity, and pricing insights to influence account strategy and capitalize on growth potential.

Cross-Functional Collaboration

• Lead and coordinate the broader Omnicell account team (“pod”) to ensure seamless engagement and execution.
• Promote communication, alignment, and shared accountability across internal stakeholders to achieve customer goals.
• Serve as a strategic resource to peer sales team members supporting national or global health system initiatives.

Who You Are

You are a strategic, consultative, and relationship-driven sales leader who excels at navigating complex health systems and engaging executive stakeholders. You bring:

Minimum Qualifications

• Bachelor’s degree OR high school diploma with 6+ years of sales or consulting experience.
• 4+ years of strategic account sales experience.
• 4+ years of experience working with Integrated Delivery Networks (IDNs).

Preferred Qualifications

• Experience selling across multiple care settings (acute, non‑acute, outpatient).
• Background in contract negotiation and long‑term enterprise agreements.
• Significant experience selling into health systems, with an established network of C‑suite and executive stakeholders.
• Proven success supporting large, complex customers with multifaceted solution portfolios.
• Strong financial acumen and experience developing ROI analyses and business cases.
• Demonstrated ability to negotiate at an executive level.

How You’ll Elevate at Omnicell

At Omnicell, success isn’t just about achieving results—it’s about how you achieve them. As a Key Account Executive, you will embody our Elevate Behaviors:

• Collaborate: Engage cross-functional partners and customer stakeholders to develop integrated, systemwide strategies.
• Inspire: Influence executive leaders and internal teams through compelling insights, vision, and thought leadership.
• Develop: Continuously deepen your expertise in health system operations, pharmacy automation, and emerging technologies.
• Execute: Drive disciplined, outcomes-focused execution across strategic plans, roadmaps, and customer deliverables.
• Impact: Challenge the status quo by identifying innovative ways Omnicell can advance patient safety, operational efficiency, and systemwide performance.

Working Conditions

• Highly collaborative, pod-based team structure centered on customer needs.
• Home‑based office with frequent travel (approximately 40%).
• Must maintain a clean driving record and pass all required background and drug screenings.
• Position requires regular walking, standing, and handling of demo equipment at events or customer sites.

• 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. 

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 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.