Vice President, Sales - North America

Omnicell is evolving into a customer-focused medication management technology company. The Vice President of Sales will oversee commercial operations for Omnicell’s North American customer-facing strategy, with the goal of strengthening customer relationships, driving growth, and developing a high-performing, adaptable sales organization.

Key Responsibilities

Talent Development & Culture

• Build and motivate a highly accountable and customer centric sales team focused on solving customer problems and delivering business results.  
• Develop talent through comprehensive sales enablement program, leadership development and role based training.
• Champion a unified "One Team" culture to enhance collaboration and results.
• Mentor sales leaders and teams to support growth and adaptability.
• Refine the sales team structure and continue to attract new talent with the skills required to win in the market.

Strategic Leadership & Transformation

• Partner with cross-functional leaders to define and lead commercial transformation program to enable company to achieve growth aspirations.
• Oversee Omnicell’s commercial model transformation ensuring rollout, adoption, and  optimal  alignment and focus on priority market segments.  
• Implement solution selling methods to drive cloud platform adoption, cross-sell full portfolio, and grow recurring revenue streams.  
• Partner with product and marketing to refine go-to-market processes and drive adoption of platform, new products, and offer structures.  
• Guide transition from standalone product sales to positioning Omnicell as an  integrated platform.

Commercial Excellence & Execution

• Establish KPIs and targets that align to company growth objectives including bookings, pipeline growth, new product adoption, customer engagement quality, and team capabilities,  
• Drive bookings for products and services that meet or exceed company objectives on a quarterly and annual basis.
• Enhance systems and processes to ensure predictable demand and accurate forecasts for capital products and recurring revenue streams. Build relationships and understand key structures in large health systems.
• Assess competitive landscape, define and implement integrated plan to grow market share  
• Manage new initiative launches for effective market entry and growth.
• Enhance planning and streamline processes to increase overall productivity  
• Maximize ROI by managing budgets and investments to drive Omnicell’s growth.

Customer-Centricity & Experience

• Cultivate strategic, executive-level partnerships with key decision-makers across leading health systems to drive enterprise sales opportunities and deepen customer engagement.
• Position the sales team as trusted advisors by integrating clinical, commercial, and technical expertise in every customer interaction.  
• Champion the customer’s perspective by actively communicating feedback and insights to cross-functional teams.
• Drive a seamless customer journey by collaborating with matrix partners to  align sales, implementation, customer success and support resources to solve customer problems and deliver value.  
• Promote ongoing improvement using customer feedback to boost customer health.

Digital & AI-Enabled Sales

• Partner with Business Intelligence and Analytics function to drive adoption and use of analytics, CRM, and digital tools for forecasting, performance, and targeted engagement.
• Integrate AI into sales to streamline processes, enhance impact, and enable new functions.

What Success Looks Like

• Sustainable, double-digit annual growth and top-quartile shareholder return.
• A sales organization that is agile, customer-centric, and consistently delivers performance targets.
• Successful commercial launch and customer adoption of cloud-based platform and new solutions.
• High employee engagement, talent retention, and a culture of innovation and accountability.

Minimum Requirements

• Over 10 years of sales leadership experience in the medtech and healthcare technology sectors, specializing in guiding leaders and teams through the adoption and commercialization of cloud-based platforms.
• Extensive experience leading other sales leaders, consistently demonstrating managerial courage in challenging situations to drive accountability, growth, and transformational change.
• Proven success in leading sales transformation and commercial model innovation.
• Demonstrated ability to navigate complex health systems and build cross-functional partnerships.
• Experience leading solution-oriented sales models and driving them to completion.
• Strategic vision, execution skills, and expertise in consultative selling and digital sales enablement.

Preferred Qualifications

• Experience driving platform-first, SaaS, or leasing-based commercial models.
• Demonstrated ability to lead change, develop talent, and deliver measurable impact on sales performance.
• Familiarity with AI-enabled sales tools and data-driven segmentation strategies.
• Experience coaching and mentoring teams through transformation and cloud adoption.

Working Conditions

• Flexible office-based or remote arrangements.
• Up to 70% travel for stakeholder engagement and market development. 

• 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 [email protected]. 

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.