Inovalon, Inc.
Business Development Director - Care Management/Patient Safety
Inovalon, Inc., West Shore Estates, Florida, United States
Overview
The Business Development Director serves as a key leader in Inovalon's growth engine by contributing to securing large, multi-year services contracts. This role functions as a market expert and business development catalyst through developing deep knowledge of the healthcare market, including clinical care, patient safety, and care management. Duties and Responsibilities
Lead and be ultimately responsible for prospecting, building a pipeline, and executing new business development and ongoing expansion (i.e., cross-sell and up-sell) in the assigned territory. Maintain accurate data in CRM to manage, track, and forecast opportunities. Ensure successful handoff of newly developed or expanded business to appropriate implementation personnel using documented procedures. Coordinate with all resources and personnel to achieve (and ideally exceed) targets for market penetration, revenue and margin metrics, client satisfaction, product and client diversification, and ongoing compliance with regulatory, quality, accreditation, delegation, and contractual requirements of Company products and services. Support tracking and reporting of pipelines, success rates, costs, financial performance, and related metrics in a timely, accurate, and comprehensive fashion. Develop and maintain expert knowledge of all Company products, services, infrastructure, and operations to gain insight into product development, capabilities, and service requirements. Represent Inovalon as an market ambassador at industry conferences, in meetings with current accounts, for relationship development with C-level personnel at potential clients, for direct marketing outreach, and as a on-site sales team member with potential clients. Establish market expertise and act as a business development catalyst through market research on current and potential clients to identify needs, current solutions, history, key personnel, and decision-making criteria. Additional Responsibilities
Participate in strategic development of initiatives to enhance products, services, operations, client appeal, process flow, industry reputation, and financial performance. Maintain compliance with Inovalon policies and mission; adhere to confidentiality and HIPAA requirements in all data handling and services. Fulfill responsibilities to support operational and financial success of the Employer as reasonably assigned. Job Requirements
Minimum of 10 years of experience including hands-on clinical work plus Healthcare SaaS sales experience. Aptitude for managing a complex, consultative sales process including lead generation, proposal development, presentations, and contract negotiation for evolving services offerings. Track record of establishing and managing Director, VP, and C-Suite client relationships in healthcare, including leading presentations to senior leaders. Deep experience in project management across multi-disciplinary teams in an influencer role. Attention to detail and rigorous documentation discipline. Experience in or knowledge of the healthcare industry, especially clinical business operations. Strong interpersonal skills internally and externally; professional and mature demeanor. Management consulting or consultative sales experience preferred with a history of promotions and/or quota achievement in a matrix environment. Willingness to travel routinely to client sites and/or conferences nationwide. Education
BA/BS degree or equivalent experience required. MBA or clinical degree a plus. Physical Demands and Work Environment
Sedentary work; ability to sit for long periods. Ability to exert up to 10 pounds of force occasionally; and Frequent or constant movement and repetitive motions as required. Work is typically performed in an inside environment; travel routinely to client sites and/or conferences nationwide. Compensation and Benefits
Base Compensation Range:
$130,000 — $140,000 USD Salary and Benefits:
In addition to base compensation, this position may be eligible for performance-based incentives. The actual base pay offered may vary based on knowledge, skills, experience, business needs, location, and internal equity. Inovalon offers a comprehensive benefits package including health insurance, life insurance, company-paid disability, 401k, paid time off, and more. Note:
If you do not meet every qualification but are excited about the mission and work, we encourage you to apply. Inovalon is interested in finding the best candidate for the job and you may be the right person for this or other roles. Equal Opportunity
Inovalon is an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or veteran status. Qualified applicants are considered regardless of criminal histories, consistent with legal requirements.
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The Business Development Director serves as a key leader in Inovalon's growth engine by contributing to securing large, multi-year services contracts. This role functions as a market expert and business development catalyst through developing deep knowledge of the healthcare market, including clinical care, patient safety, and care management. Duties and Responsibilities
Lead and be ultimately responsible for prospecting, building a pipeline, and executing new business development and ongoing expansion (i.e., cross-sell and up-sell) in the assigned territory. Maintain accurate data in CRM to manage, track, and forecast opportunities. Ensure successful handoff of newly developed or expanded business to appropriate implementation personnel using documented procedures. Coordinate with all resources and personnel to achieve (and ideally exceed) targets for market penetration, revenue and margin metrics, client satisfaction, product and client diversification, and ongoing compliance with regulatory, quality, accreditation, delegation, and contractual requirements of Company products and services. Support tracking and reporting of pipelines, success rates, costs, financial performance, and related metrics in a timely, accurate, and comprehensive fashion. Develop and maintain expert knowledge of all Company products, services, infrastructure, and operations to gain insight into product development, capabilities, and service requirements. Represent Inovalon as an market ambassador at industry conferences, in meetings with current accounts, for relationship development with C-level personnel at potential clients, for direct marketing outreach, and as a on-site sales team member with potential clients. Establish market expertise and act as a business development catalyst through market research on current and potential clients to identify needs, current solutions, history, key personnel, and decision-making criteria. Additional Responsibilities
Participate in strategic development of initiatives to enhance products, services, operations, client appeal, process flow, industry reputation, and financial performance. Maintain compliance with Inovalon policies and mission; adhere to confidentiality and HIPAA requirements in all data handling and services. Fulfill responsibilities to support operational and financial success of the Employer as reasonably assigned. Job Requirements
Minimum of 10 years of experience including hands-on clinical work plus Healthcare SaaS sales experience. Aptitude for managing a complex, consultative sales process including lead generation, proposal development, presentations, and contract negotiation for evolving services offerings. Track record of establishing and managing Director, VP, and C-Suite client relationships in healthcare, including leading presentations to senior leaders. Deep experience in project management across multi-disciplinary teams in an influencer role. Attention to detail and rigorous documentation discipline. Experience in or knowledge of the healthcare industry, especially clinical business operations. Strong interpersonal skills internally and externally; professional and mature demeanor. Management consulting or consultative sales experience preferred with a history of promotions and/or quota achievement in a matrix environment. Willingness to travel routinely to client sites and/or conferences nationwide. Education
BA/BS degree or equivalent experience required. MBA or clinical degree a plus. Physical Demands and Work Environment
Sedentary work; ability to sit for long periods. Ability to exert up to 10 pounds of force occasionally; and Frequent or constant movement and repetitive motions as required. Work is typically performed in an inside environment; travel routinely to client sites and/or conferences nationwide. Compensation and Benefits
Base Compensation Range:
$130,000 — $140,000 USD Salary and Benefits:
In addition to base compensation, this position may be eligible for performance-based incentives. The actual base pay offered may vary based on knowledge, skills, experience, business needs, location, and internal equity. Inovalon offers a comprehensive benefits package including health insurance, life insurance, company-paid disability, 401k, paid time off, and more. Note:
If you do not meet every qualification but are excited about the mission and work, we encourage you to apply. Inovalon is interested in finding the best candidate for the job and you may be the right person for this or other roles. Equal Opportunity
Inovalon is an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or veteran status. Qualified applicants are considered regardless of criminal histories, consistent with legal requirements.
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