Senior Director, Business Development - Provider

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 Senior Director, Business Development is a sales leadership role responsible for achieving the monthly, quarterly, and annual sales results for the Provider Business Development team.  This sales leader role is responsible for driving activities and behaviors within the team in selling solutions to providers within healthcare and coaching. The Senior Director, Business Development will deliver expected sales results, participate in hiring and on-boarding new hires, drive collaboration with teams, provide market feedback, develop and deploy ideas and processes to increase revenue, prepare accurate forecasts, and act as a coach to aggressively drive sales activities and revenue targets.

Duties and Responsibilities:

• Grow revenue by leading the sales team; develop and execute successful sales initiatives in support of Inovalon’s annual and long-term goals;
• Demonstrate ownership, accountability, and leadership;
• Lead a team of sellers including direct oversight of a Director responsible for developing and managing a bench of sellers to ensure consistent talent readiness, optimized coverage models, and scalable growth.
• Manage the day-to-day activities of assigned associates; ensure associates have and utilize the tools, processes, resources and information needed to sell products and services into appropriate market segments;
• Drive activity to consistently attain assigned quotas through selling products to current customers and prospects;
• Develop and achieve accurate weekly, monthly, and quarterly forecasts. Work with leadership to identify risks to specific deals and execute mitigation plans in real-time;
• Utilize consultative sales techniques to drive the consistent application of best practices for each milestone of the sales process. Train team on best practices to ensure proper utilization of techniques and tools as standards;
• Develop and maintain a comprehensive knowledge of product suite, services, and marketing initiatives ensuring focus and capitalization upon highest return activities;
• Collaborate with leadership to assess the team’s performance; collaborate on the development and execution of team and individual improvement plans and key developmental initiatives;
• Facilitate cross-departmental coordination to support business objectives;
• Drive utilization and compliance for documentation in SalesForce (CRM) software to include prospecting, contact management, accurate opportunity tracking, milestone interactions and customer communications, sales pipeline management, forecasting and sales reporting);
• 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;
• 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; and
• Perform other duties as required.

Job Requirements:

• Minimum 5 years relevant sales and and sales leadership experience;
• Experience selling to key executive-buyer personas for transactional healthcare RCM services;
• Proven track record achieving or exceeding objectives selling SaaS or similar subscription-based applications;
• Strong leadership skills with the ability to execute in a matrix environment;
• Excellent negotiation, leadership, management and presentation skills;
• Ability to adapt well to change and work in a fast-paced environment;
• Excellent verbal and written communications skills, strong attention to detail;
• Proficiency in strategic selling principles and tools; and
• Proficiency in Microsoft Office suite including Word, Excel, and PowerPoint.

Education:

• Bachelor's degree in sales management or related field or equivalent experience.

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