Account Manager - Conversions

Omnicell•Santa Clara, CA

About The Position

At Omnicell, we are transforming medication management to create safer, more efficient healthcare systems. Our mission is to build the world’s first zero-error, fully automated medication management platform—and we need passionate, relationship-driven professionals to help us achieve it. As an Account Manager, you will be the trusted advisor for our customers, building long-term partnerships and driving growth through innovative solutions that improve patient care and operational performance. As an Account Manager, you will lead strategic initiatives to strengthen customer relationships and expand Omnicell’s footprint within health systems. Your responsibilities include: Collaborate Drive a collaborative account planning process with customers, setting mutual objectives, implementation targets, and critical milestones. Partner with internal teams—Sales Support, Marketing, Operations, IT, Finance, and Technical Support—to ensure customer requirements are met and coordinated effectively. Inspire Deliver impactful presentations, product demonstrations, and site visits to showcase Omnicell’s solutions. Communicate Omnicell’s business strategy and value proposition to stakeholders at all levels. Develop Create and execute account-specific business plans, providing regular updates on progress. Identify opportunities for cross-selling, upselling, and introducing new solutions to drive customer success. Execute Achieve assigned goals for quota attainment, revenue growth, and account strategy execution. Negotiate and manage contract strategies to maximize customer value and retention. Impact Serve as the primary liaison for assigned accounts, ensuring customer satisfaction and escalating issues when necessary. Monitor all activities across Omnicell teams to deliver seamless support and exceptional outcomes. You are a strategic thinker and relationship builder with a passion for healthcare innovation. You bring: 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.

Requirements

Bachelor’s degree OR high school diploma with equivalent experience.
3+ years of sales or consulting experience (5+ years without a degree).
Advanced knowledge of acute care hospitals and health systems.
Proven ability to influence without formal authority and lead cross-functional collaboration.
Proficiency in MS Office and CRM tools (Salesforce preferred).
Exceptional communication, negotiation, and problem-solving skills.

Nice To Haves

Familiarity with complex sales methodologies (e.g., Miller Heiman, Challenger).
Experience negotiating hospital contracts and managing executive-level relationships.
Strong financial acumen and ability to develop strategic account plans.

Responsibilities

Drive a collaborative account planning process with customers, setting mutual objectives, implementation targets, and critical milestones.
Partner with internal teams—Sales Support, Marketing, Operations, IT, Finance, and Technical Support—to ensure customer requirements are met and coordinated effectively.
Deliver impactful presentations, product demonstrations, and site visits to showcase Omnicell’s solutions.
Communicate Omnicell’s business strategy and value proposition to stakeholders at all levels.
Create and execute account-specific business plans, providing regular updates on progress.
Identify opportunities for cross-selling, upselling, and introducing new solutions to drive customer success.
Achieve assigned goals for quota attainment, revenue growth, and account strategy execution.
Negotiate and manage contract strategies to maximize customer value and retention.
Serve as the primary liaison for assigned accounts, ensuring customer satisfaction and escalating issues when necessary.
Monitor all activities across Omnicell teams to deliver seamless support and exceptional outcomes.