Director, Business Development

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 Director, Business Development is responsible for leading and managing multiple teams of high performing sales professionals selling products and services directly to the healthcare industry. The Director is responsible for hiring, managing, motivating and retaining a team of sales agents by creating a repeatable, predictable sales process. Additionally, the Director, Business Development assists in the business planning and analysis (BP&A) process and contributes to collaborative partnerships with internal stakeholders.

Duties and Responsibilities: • Grow revenues in the assigned healthcare market through the development of successful sales and market building programs to support the company’s corporate strategic goals; • Manage the day-to-day activities required to provide their assigned Sales/Business Development team with the tools, leads and information needed to sell the products and services into the assigned healthcare market; • Support the planning, implementation and management of commission and incentive plans, ensure all team members understand their plans, and assist management to investigate and resolve commission-related disputes • Drive a culture of quality and integrity in sales activity reporting to ensure accuracy and completeness of data in Salesforce • Provide to management daily, weekly, monthly, quarterly and annual reports as required in order that to measure the growth and performance of their team; • Provide ongoing sales training, product and service training to their team; • Collaborate directly with the Marketing team in order to ensure appropriate market messaging to target audience; • Create concise rules of engagement for the Direct Sales team and communicate clearly to each member; • Using professional sales strategies, negotiate agreements and work to close opportunities that benefit the company, our partners and our clients; • Develop monthly, quarterly and annual forecasts, proactively identifying opportunities to course correct to ensure team performance meets or exceed targets . ; • Report to sales leader with up-to-date healthcare industry business drivers and how the company’s solutions can improve the client’s products and services; • Interface with internal organization (sales, development, marketing, product fulfillment, and product management) to ensure effective customer support in the sales cycle and success of direct sales; • Other projects and duties as assigned; • 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 Employer.

Job Requirements: • Minimum of six to eight years’ experience managing sales, sales operations or business development teams within the healthcare technology or related sectors, or relevant experience in a comparable domain; • Strong understanding of sales processes and supporting methodologies; • Proven track record of consistently achieving or exceeding quota (team and individual contributor level); • Ability to manage a team with high velocity projects, while strategically managing longer sales cycle projects as well; • Proficiency in strategic selling principles and tools; • Experience managing channel opportunities through forecasting, account resource allocation, account strategy, and planning; • Strong cold calling skills and coaching required; • Excellent negotiation, leadership, management and presentation skills; • Proficiency in strategic selling principles and tools; • Ability to adapt well to change, be a fast learner, team player and be motivated to succeed; • Strong leadership skills with the ability to articulate ideas, delegate, direct, motivate and train staff; • Excellent communications skills; • Excellent PC computer skills (Microsoft office suite); • Sales leadership experience (with demonstrated success) and extensive knowledge of Practice Management System or Hospital Information System or other health care software applications is preferred; • Marketing background in assigned market space is a plus.

Education: • Bachelor’s degree in business management, sales management, a related field, or equivalent career experience.

Physical Demands and Work Environment: • Sedentary work (i.e. sitting for long periods of time); • Exerting up to 10 pounds of force occasionally and/or negligible amount of force; • Frequently or constantly to lift, carry push, pull or otherwise move objects and repetitive motions; • Subject to inside environmental conditions; and • Travel for this position is expected to be less than 25% to other Inovalon or client locations.

Inovalon Offers a Competitive Salary and Benefits Package

In addition to the base compensation, this position may be eligible for performance-based incentives.

The actual base pay offered may vary depending on multiple factors including, but not limited to, job-related knowledge/skills, experience, business needs, ge

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