Omnicell

Sales Transformation & Enablement Manager – Hospital Solutions

Position Overview

The Sales Transformation & Enablement Manager for Hospital Solutions will manage all aspects of field enablement for Omnicell's Point of Care (POC), XTA, and AWS product lines. This role will develop and deliver personalized curricula to the sales organization, ensuring team members are thoroughly knowledgeable about hospital-focused solutions and capable of effectively communicating their value to potential clients. This position has direct oversight and delivery of all sales training programs related to Hospital Solutions.

Key Responsibilities

• Drive Education and Learning: Focus on Omnicell’s Hospital Solutions (POC, XTA, AWS) to the sales organization.
• Training Development: Design, develop, and deliver specialized product training for the Hospital Solutions portfolio through collaboration with senior leaders, clinical teams, product teams, and marketing.
• Performance Analysis: Analyze the performance and skillset of sales personnel with sales leadership to determine needs for additional training and growth.
• Ongoing Development: Manage the education and continual development of sales personnel responsible for the Hospital Solutions portfolio.
• Cross-Functional Collaboration: Work with product management and marketing to develop comprehensive curriculums on the Hospital Solutions portfolio of products.
• Content Preparation: Lead educational content preparation and execution for new hire training, existing field development, and product launches.
• Expertise Development: Develop in-depth expertise in Hospital Solutions buyer personas, their purchasing processes, and buying criteria to transfer this knowledge to the sales organization.
• Liaison Role: Serve as a key liaison between product management and marketing throughout the content development process for Hospital Solutions offerings.
• Certification Methodologies: Develop certification methodologies specific to Hospital Solutions to increase knowledge, confidence, and sales skill proficiency.
• Sales Enablement Tools: Optimize sales enablement tools for Hospital Solutions content to drive adoption with the sales team.
• Training Effectiveness: Assess the effectiveness of training programs through a detailed metric-based analysis of Hospital Solutions sales training.
• Collaboration: Collaborate with Transformation and Enablement Managers aligned with other product portfolios on the development, delivery, and certification of the sales organization on Omnicell’s sales methodology.
• Cross-Departmental Collaboration: Foster cross-departmental collaboration that promotes a culture of learning that enhances communication efficiency and continuous improvement.
• Content Delivery: Deliver content effectively using digital resources and methods such as Blended, Synchronous, and Asynchronous learning.

Minimum Requirements

• Experience: Successful 5 years combined experience in two or more of the following functions: sales or marketing, clinical experience (nursing or pharmacy), training delivery, or other relevant areas, with a strong track record and demonstration of individual and team results.
• Learning Principles: Experience in learning principles and modern training techniques.
• Commercial Acumen: Strong commercial acumen, excellent communication skills, genuine enthusiasm for training and development, and a commitment to teamwork.
• Field Sales Knowledge: In-depth knowledge of successful field sales and support organization structure, processes, and culture.
• Influencing Skills: Excellent influencing, interpersonal, communication, presentation, and facilitation skills with demonstrated leadership and coaching capabilities.
• Matrixed Organization: Proven track record of ability to navigate and collaborate in a matrixed organization.
• Project Management: Experience with project management/project leadership, excellent planning and organizational skills coupled with demonstrated ability to manage multiple complex projects concurrently.
• Program Management: Program management skills in developing, leading, and tracking project activities.
• Clinical Background: Clinical background preferred.
• Automation Systems Knowledge: Knowledge of hospital pharmacy automation systems, specifically POC, XTA, and AWS solutions.
• Sales Process Experience: Complex sales process experience.
• Creative Thinking: Creative, goal-oriented thinking with a data-driven approach.
• Independent Thinking: Independent and strategic thinker requiring minimal supervision.
• Business Acumen: Strong general business acumen with the ability to set goals, KPIs, and measure program impact.

Working Conditions

• Virtual Equipment: Virtually equipped.
• Travel: Travel required: 20%-30%.