• Omnicell
  • $152,300.00 -152,300.00/year*
  • Cranberry , PA
  • Executive Management
  • Full-Time


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Director of Sales, Performance Center

Responsible for delivering Performance Center bookings and pipeline. Develop strategies and partnerships to grow the existing pipeline with the field sales team. Lead a team of approximately 4 Performance Center sales team members that serve as subject matter experts and advisors during the sales process.

Responsibilities:

* Develop sales strategies and sales forecasts which effectively leverage all resources to drive bookings in health systems: IDNs, national accounts, competitive conversions, existing customers, and new greenfield accounts
* Develop the market for enterprise medication management solutions.
* Sell Performance Center software and services by establishing contacts and developing relationships with prospects, clearly understanding the prospect's business and recommending solutions based on business value and ROI
* Demonstrated leadership and promotion of team selling and team building to meet company goals, including leveraging and optimizing relationships with Omni cell's broader field organization
* Clearly define sales strategies to meet company's quarterly and long-term objectives
* Work with marketing and product managers to define new products and product improvements
* Remain current on industry trends, market activities, and competitors
* Travel with system sales directors to understand the marketplace and customers
* Develop and manage business pipeline for short term and long-term growth
* Effectively communicate to executive leadership competitive information, key metrics, market complexities, and sales dynamics on a quarterly basis
* Manage a divisional P&L and budget; establish quarterly bonus goals
* Cultivate and optimize working relationships with finance, marketing, human resources, sales operations, and legal

Required Knowledge and Skills:

* Working experience with strategic sales strategies and methodologies: Challenger Sale, Miller Heiman
* Excellent communication skills - written, verbal, and formal presentation to both internal and external audiences
* Exceptional leadership and interpersonal skills
* Manage complexity and change in an intense business environment
* Focused on selling business value to finance and business stakeholders using Return on Investment (ROI) and Total Cost of Ownership (TCO) models, rather than competing on \"features & functions\"
* Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
* Have an independent/consultative selling approach and be able to craft solutions that provide tangible business benefits
* Record of closing new sales as well as increasing sustainable revenues within the company's client base
* Proven ability to close enterprise level deals
* Display a good technical understanding as part of the sales process
* Strong relationship-building skills, based on preparing and delivering presentations and negotiating with C-level executives at health systems
* Excellent networking skills and a sustained client base within the healthcare industry
* Excellent interpersonal skills and ability to establish positive relationships with clients and colleagues
* A result-oriented, hands-on person who gets things done on a consistent basis

Basic Qualifications:

* Bachelor's degree in Sales, Marketing, Business or related field
* 8+ years of experience in a sales management capacity
* 5+ years of experience selling software within the healthcare industry
* 5+ years' of P&L management experience

Preferred Knowledge and Skills:

* MBA
* Public Company experience

Work Conditions:

* 30-40% travel
* Working out of the home based office
* Managing a remote team
* Occasional heavy workload during peak times
* Work across multiple time zones
* The ability to manage the stress of quarterly quota achievement goals


Associated topics: b2c, business, business technology, channel partner, customer, regional sales, retail, strategy, territory sales, transaction

* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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