Job Description

Senior Market Strategy and Business Development Manager

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.

– (Remote)

Omnicell’s goal is to transform the pharmacy delivery model by continuing to build a fully Autonomous Pharmacy. The Autonomous Pharmacy combines automation, intelligence, and expert services to deliver measurable outcomes to customers, including improved patient safety, reduced labor costs, lower drug spend, and greater value across the pharmacy and medication management supply chain.

As Omnicell continues to grow and expand, we must deepen our understanding of the markets we serve, the competitive dynamics shaping those markets, and the adjacent opportunities that will define our long-term growth. We also must ensure our corporate and portfolio strategies are informed by robust market insight, clear prioritization, and a strong understanding of where Omnicell can create differentiated value. This role will also actively contribute to the evaluation of partnership, investment, and inorganic growth opportunities aligned with enterprise strategy.

The Senior Market Strategy and Business Development Manager is a key member of Omnicell’s strategy organization and plays a critical role in shaping enterprise growth priorities. This role is responsible for leading market analysis, strategic planning, and growth initiatives that inform product and portfolio decisions, market entry strategies, and corporate investment choices. This individual will synthesize market, customer, competitive, and financial insights into actionable recommendations for senior leadership and cross-functional partners.

This role will work across many functions and organizational levels, including Product Management, Marketing, Sales, Finance, Business Development, and Executive Leadership, and will have significant visibility across Omnicell. The Senior Market Strategy and Business Development Manager must be highly collaborative, comfortable navigating ambiguity, capable of influencing without authority, and able to manage multiple strategic initiatives simultaneously.

Responsibilities

1. Market Strategy

• Lead comprehensive market research and strategic analysis to identify growth opportunities, emerging trends, customer unmet needs, and competitive threats across the medication management and pharmacy automation landscape.
• Assess market trends and competitive dynamics, including technological innovation, AI/ML adoption, workforce changes, site-of-care shifts, care delivery models, reimbursement structures, and regulatory developments, and translate these into actionable strategic insights.
• Develop market models, including TAM, SAM, and SOM analyses, to size and prioritize addressable markets, define target segments, and support forecasting and long-range planning.
• Translate market insights into clear “where to play” and “how to win” strategies that accelerate growth, strengthen competitive position, and support market leadership.
• Develop business cases for organic growth opportunities, market expansion, strategic investments, and other initiatives, with clear financial and strategic rationale.
• Develop deep expertise in the pharmacy automation and medication management market to inform strategic decision-making.

• Serve as a strategic thought partner to leaders across the organization by developing and presenting market insights, growth opportunities, and strategic recommendations.

1. Corporate and Portfolio Strategy

• Support enterprise strategic planning by evaluating new markets, adjacent opportunities, and growth priorities aligned with Omnicell’s long-term objectives.
• Partner with business and product leaders to assess the portfolio against market opportunity, customer needs, competitive positioning, and financial performance.
• Help define portfolio priorities, including areas for investment, optimization, expansion, or rationalization aligned with enterprise objectives.

• Develop executive-level recommendations and decision-support materials for senior leadership on growth priorities, strategic tradeoffs, and portfolio choices.

1. Business Development

• Identify, evaluate, and prioritize partnerships, investments, and inorganic growth opportunities aligned with Omnicell’s strategic priorities.
• Drive key components of due diligence, including market assessment, competitive positioning, customer relevance, and strategic fit analysis.
• Apply structured screening frameworks to assess opportunities in a consistent, rigorous, and scalable manner and support prioritization decisions.
• Develop data-driven perspectives on potential opportunities, including market attractiveness, differentiation, risk factors, and value creation potential.
• Collaborate with cross-functional stakeholders (e.g., Strategy, Finance, Corporate Development, Product) to evaluate opportunities and inform executive-level decision-making.
• Monitor the external landscape, including emerging companies, technologies, and ecosystem trends, to proactively identify and surface relevant opportunities.

Required Knowledge and Skills

• Strategic & Analytical Thinking: Demonstrated ability to synthesize complex market, customer, competitive, and financial data into clear insights and actionable strategies.
• Corporate & Portfolio Strategy Acumen: Strong understanding of strategic frameworks, portfolio prioritization, growth strategy, and investment decision support.
• Business Development & Deal Evaluation: Experience evaluating partnerships, investments, or M&A opportunities, including due diligence, screening frameworks, and strategic fit analysis.
• Problem Solving: Excellent problem-solving skills with the ability to frame ambiguous issues, identify key drivers, and develop practical, high-impact recommendations.
• Financial Acumen: Strong understanding of financial modeling, business case development, and strategic tradeoff analysis.
• Executive Communication: Exceptional written and verbal communication skills, with the ability to distill complex information into compelling, concise presentations for senior executives and cross-functional teams.
• Collaboration & Influence: Proven ability to establish productive relationships and influence stakeholders across functions, levels, and styles without direct authority.
• Project Leadership: Highly motivated self-starter with the ability to lead multiple complex initiatives simultaneously and deliver results in a dynamic environment.
• Healthcare Industry Knowledge: Strong understanding of the healthcare industry, with preference for experience in pharmacy automation, medication management, health IT, or adjacent healthcare technology markets.
• Technical / Business Tools: Strong MS Office skills (Excel, PowerPoint, Word) and experience with market research tools, databases, strategic analysis methods, and analytics platforms.

Basic Qualifications

• MBA or Master’s degree in a related field.
• 10+ years of experience in strategy consulting, market strategy, competitive intelligence, corporate strategy, portfolio strategy, business development, or related fields.
• Demonstrated experience leading market research, strategic analysis, and growth strategy development.
• Experience evaluating or supporting partnerships, investments, or M&A processes.
• Strong track record of influencing strategic decisions and delivering business impact through data-driven insights.
• Excellent written, verbal, and executive presentation skills.
• Experience in the healthcare industry, particularly health IT, medical devices, pharmaceuticals, or related markets; direct experience in pharmacy automation strongly preferred.
• Deep understanding of the pharmacy automation landscape, including key vendors, technologies, business models, and market trends.

Preferred Qualifications

• Experience supporting enterprise strategy development and long-range planning in a complex, matrixed organization.
• Advanced expertise in financial modeling, investment analysis, and strategic business case development.
• Experience presenting strategic recommendations to executive leadership and influencing cross-functional decision-making at senior levels.
• Familiarity with AI/ML-driven market intelligence, predictive analytics, or decision-support applications.

Work Conditions

• Remote position
• Limited travel (~15%) may be required

Since 1992, Omnicell has been committed to transforming pharmacy care through outcomes-centric innovation designed to optimize clinical and business outcomes across all settings of care. We strive to be the healthcare provider’s most trusted partner by our guiding promise of “Outcomes. Defined and Delivered.”  
Our comprehensive portfolio of robotics, smart devices, intelligent software, and expert services is helping healthcare facilities worldwide to improve business and clinical outcomes as they move closer to the industry vision of the Autonomous Pharmacy. 
Our guiding principles inform everything we do: 

• 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. 

We are deeply committed to Environmental, Social, and Governance (ESG) initiatives. Our ESG efforts focus on creating an inclusive culture and a healthier world. This includes our Employee Impact Groups, which foster inclusion and belonging, as well as our learning and well-being programs that support personal and professional growth. We also prioritize sustainability in our operations, aiming to reduce our environmental footprint and promote responsible business practices. Join us in transforming the pharmacy care delivery model, making patient care safer and smarter for all.