Business Development Manager - Provider, Care Management

About this role

Inovalon was founded in 1998 on the belief that technology, and data specifically, would empower the transformation of the entire healthcare ecosystem for the better, improving both outcomes and economics. At Inovalon, we believe that when our customers are successful in their missions, healthcare improves. Therefore, we focus on empowering them with data-driven solutions. And the momentum is building.

Together, as ONE Inovalon, we are a united force delivering solutions that address healthcare’s greatest needs. Through our mission-based culture of inclusion and innovation, our organization brings value not just to our customers, but to the millions of patients and members they serve.

Overview:

The Care Management Business Development Manager applies healthcare industry knowledge, advanced sales acumen, and disciplined territory management to drive growth within an assigned book of business, specifically within the clinical side of healthcare, patient safety, and care management. This role will drive growth for the Care Management (formerly known as VigiLanz) product line by upselling and renewing existing contracts as well as serving as a sales specialist for net new logos in partnership with other sellers. The role will require rigorous pipeline management and consistent use of sales operations processes. The Care Management Business Development Manager builds influence with both customer stakeholders and internal partners through exceptional communication, consultative selling, collaboration, and data-driven insights.

Duties and Responsibilities:

· Own the process for negotiating complex, multi-year renewal contracts for the Care Management product line within existing accounts, with a focus on driving upsell and cross-sell opportunities through effective communication across multiple channels to include in‐person meetings, virtual interactions, and phone outreach.

· Provide Care Management subject matter expertise to assigned sales team to advance deals though the sales process from qualification through winning vendor of choice. This will include helping sellers navigate Care Management-specific workflows, stakeholder needs, and evaluation processes, as well as providing quoting and RFP support.

· Serve as a conduit to Care Management clinical resources, including coordination of client demonstrations and deeper discovery conversations to support sale of Care Management products

· Maintain disciplined and reliable execution of sales operations, including accurate CRM documentation (Salesforce), pipeline hygiene, forecasting, and follow‐up processes.

· Identify, qualify, and develop net-new business opportunities while expanding and strengthening existing client relationships.

· Develop an understanding of Inovalon’s enterprise solutions and the ONE Inovalon mission, identifying and connecting opportunities across business units and collaborating with colleagues to ensure customers receive the full value of Inovalon’s offerings—even beyond the assigned territory or BU.

· Work closely with assigned Sales team and other team members in your territory to qualify prospect accounts, ensure web demonstrations are completed in a timely and thorough manner, and all sales opportunities are properly gathered with Marketing, Sales, and Business Development departments.

· Partner with Marketing to communicate customer insights, competitive trends, and emerging needs that influence product and go-to-market strategy.

· Lead or support product presentations, solution positioning, and demonstration processes in collaboration with Sales, Marketing, and Business Development teams.

· Develop a deep understanding of the territory’s market dynamics, competitive landscape, and customer needs to inform strategic sales planning.

· Conduct effective discovery, needs assessments, and consultative conversations that influence customer decision-makers.

· Collaborate with assigned Sales Representatives, Marketing, and Business Development leaders to synergize sales efforts, follow up activities and support each other with identified new business opportunities and clients;

· Travel to meet with prospective and existing clients to drive sales outcomes and strengthen relationships.

· Serve as an informal mentor or coach to new hires by modeling best practices in sales process discipline, communication, and customer engagement.

· Contribute to a positive team culture that emphasizes accountability, collaboration, and continuous improvement.

· Maintain compliance with Inovalon’s policies, procedures and mission statement;

· Adhere to all confidentiality and HIPAA requirements as outlined within Inovalon’s Operating Policies and Procedures in all ways and at all times with respect to any aspect of the data handled or services rendered in the undertaking of the position; and

· Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Company.

Job Requirements:

· 3-5 years of progressive sales or business development experience within healthcare, preferably including a mix of hands-on clinical experience plus healthcare SaaS sales experience.

· Experience in or knowledge of the acute healthcare industry, especially clinical business operations.

· Strong interpersonal skills both internally and externally; ability and willingness to win deals through collaboration and co-selling with peers.

· Demonstrated success managing a territory or book of business with measurable revenue outcomes.

· Proven track record of consultative, solution‐based selling, including running discovery, developing value propositions, and influencing cross‐functional decision‐makers.

· Experience maintaining accurate pipeline management, forecasting discipline, and CRM hygiene (Salesforce strongly preferred) with limited supervision.

· Advanced communication and presentation skills, with the ability to translate technic

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