Position Description

Sales Specialist - Canada
Location Montreal, QC
Job Category Sales
Employment Type Regular (Employee)
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Do you want to make a meaningful difference in the quality of healthcare? Omnicell is empowering health systems and pharmacies to radically transform the way they manage medications, so they can achieve the vision of the Autonomous Pharmacy.  Thousands of hospitals, pharmacies, skilled nursing facilities and care homes trust Omnicell to provide continuous innovation.  They need us to deliver solutions to meet the ever-evolving challenges of the healthcare landscape.  We encourage creative problem solving and outside-the-box thinking that only a diverse, well-rounded workforce can bring.

Join us as we build on our powerful combination of advanced automation, predictive intelligence, and expert services to create a safer future for patients—one where medication errors are a thing of the past. You’ll be joining an organization whose culture encourages individual development, rewards intellectual curiosity, and embraces an inclusive environment.  Join our growing company and help shape the future at Omnicell!

Market Sales Specialist – Canada (MSS – Canada)

This field Sales Specialist 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.  Direct management & development of our distributor relationship.  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.  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)

45%

Direct Selling (through the sales of add-ons, upgrades in current installed base and new business conversion)

25%

Direct Management of Omnicell’s Distributor (focused on upgrades, add-ons, new business conversion & training)

20%

Other (Forecast Reviews, Learning & Development, Metrics)

10%

 

 

  • Develop direct & Joint business plans that address both annual and 3-5-year strategic initiatives.
  • Develop direct business & training plans for distributor that addresses both annual & 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 for direct assigned accounts, and with  combined sales team  to 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 direct assigned accounts, key opportunities, and 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 software and other necessary tools for accurate and detailed data capture and metrics.
  • Achieve annual and quarterly quota

Basic Qualifications:

  • B.A./B.S. from an accredited University
  • 5+ Years of Sales experience in Canada and a proven track record of success in meeting annual sales quota objectives
  • Demonstrable proficiency to speak French

Preferred Qualifications:

  • B.A./B.S. from an accredited University in Business, Finance, Accounting, Marketing, Economics, or Communications
  • 3+ Years of Healthcare Sales experience in Canada Proven track record of success in meeting annual sales quota objectives

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: 

  • Environment – Home Office environment –Travel required – Yes, 20% Plus
  • Hours – flexibility to cover all Canadian time zones
  • Physical Requirements – Sitting, standing, walking, long periods of time in front of a computer using video technology, and using a keyboard. 

#LI-CS1

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

Omnicell will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.

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