Overview

Key Account Manager – KSA

Reports to: Commercial Director - ME

Location: Saudi Arabia

Essential Functions:

To work effectively as a Key account Manager in KSA, the position is expected to:

• Manage a group of key accounts by working closely with their parent and child accounts scattered around the kingdom of Saudi Arabia.
• Build effective relationship with key stakeholders across the account that includes but not limited to Director of Pharmacy, IT, Biomedical, C-Suite, Procurement & Supply chain.
• Deliver defined territory bookings and revenue targets through portraying strong closing skills and efficient commercial execution.
• Manage Sales Funnel by executing on open leads from level 1 through 6, increasing the funnel size through new leads and reflect all activities in SFDC. As well, maintain a healthy funnel by cleaning inactive deals and adding new ones to maintain a high yield ratio to help achieve the hit rate needed to make quarterly plan.
• Live Omnicell’s customer intimacy philosophy by building relationship with Hospital/Retaill Pharmacists, and other influencers and decision makers, (including but not limited to procurement, Directors of Pharmacy, Finance Managers, C-Suite personnel, etc.…) to understand their business and requirements.
• Manage Distributor relationships across territory which includes but not limited to Annual Sales Quota commitment with quarterly performance management, distributor team training utilizing Omnicell’s training resources to ensure Distributor team is capable to perform, ongoing distributor market visits to key accounts, Distributor investment and dedication to Omnicell business, Market competitive offerings, building a relationship of transparency and partnership values etc..
• Build meaningful quarterly MBOs that stretches the status quo towards the short term & long term strategic objectives of the business.
• Obtain full access to market size data with ability to segment the market into sectors such as public/private as well as quantify the opportunity to Omnicell business and prioritize the resources to suggest sales targets and stretch goals and obtain full database of key decision makers.
• Establish strong relationships across key sector stakeholders such as MOH management, C-suite decision makers, regulators, industry influencers, etc…
• Leading tender responses within territory to ensure delivery on time and to a high standard.
• Establish new accounts by planning and organizing daily work schedule to call on existing or potential sales.
• Focuses sales efforts by studying existing and potential volume on each product of the portfolio on the territory.
• Keeps management informed by submitting activity and results reports, such as weekly work plans, and monthly and annual territory analyses including maintaining of Salesforce.com records
• Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional.
• Build Omnicell’s image as a leader in providing pharmacy automation solutions by engaging in promotional activities and by attending conventions, meetings, and symposiums, as assigned or directed.
• To support and implement the International sales strategy through collaboration with senior management and peers and an in depth understanding of current internal and external business conditions, and availability of resources.
• Make regular contact/visits with a defined range of customers in the defined region to negotiate deals and maintain effective relationships to ensure sales and profit goals are met as well as achievement of the strategic plan.
• Strong focus on customer account management to create additional selling opportunities to increase growth.
• Nomination and targeting of potential new accounts. Development and execution of strategy to win the business to achieve company goals in the territory.
• Prepare reports and analyses on key customers for presentation to management to guide strategic and tactical decisions and budget preparation.
• Attends sales review meetings and completes required sales updates to facilitate information and best practice idea exchange within the sales team.
• Makes day to day decisions regarding work prioritization, deals/bids, and services offered within stated limits, to ensure efficiency and profitability with targeted Accounts.
• Exhibit personal leadership behaviors that create a culture based on the values of the organization where; the customer intimacy is first, quality is a way of life, where personal accountability is broadly accepted and trust and mutual respect is enjoyed by all staff members on their respected functional teams.
• Working with International and local marketing resource to promote Omnicell products within nominated accounts
  
  

Required Knowledge and Skills:

The successful candidate will have the following skills;

• Educated to degree level and minimum 10 year’s sales experience in Hospital environment (equipment/software)
• Deep understanding of International healthcare environment, to be able to tailor suitable solutions in regards to medication management
• Experience in compiling and responding to tender requests
• Strategic thinking and planning to implement the sales strategy
• Ability to effectively interface and communicate with multiple constituents, including senior management, customers, consultants, vendors, and employees of all levels.
• Relationship building skills: Ability to collaborate and build meaningful relationships based on trust and mutual respect.
• Ability to close deals that turn into repeat business.
• Strong written and verbal communication skills.
• Highly self-motivated with capacity to work effectively remotely
• Ability to react effectively to rapidly changing scenarios within a day’s work
• Ability to accept constructive criticism from stakeholders.
• Ability to react positively to uncertainties (market, economic, personnel, etc.).
• Strong project management skills: Ability to prioritize, time manage and multitask.
• Sales Forecasting: Ability to forecast based on own knowledge within account base and data trend analysis.
• Sales Negotiating: Intimate knowledge of intricacies of proposals, contracts, etc. to achieve win goals.
• Pricing and Promotion: Ability to balance customer incentivizing and profitability.
• Customer Relationship Management / Customer Data Management (CRM) systems utilization to monitor performance against targets and generate reports used to guide strategic and tactical decisions.
• Microsoft Office skills (Outlook, Word, Excel, to intermediary level, including pivot tables, and PowerPoint) for report generation, general communications, and appropriate presentations.
• Fluent in English – other language skills desirable
  
  

Work Conditions:

• Willing to travel extensively within International region, training etc as required
• Potential for overnight stays (up to 40%)
• Willing to be located in the territory
• Sponsorship not available for this position and Saudi national applications preferred (due to Saudisation laws)
• Home office
  
  

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About Us

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 that 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-of-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.

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.