Director, Business Development - Care Management

Overview:  The Director, Business Development to serve as a key leader in the critical growth engine for Inovalon by leading a team which is contributing to the securing of large, multi-year services contracts.  This role serves as a market expert and business development catalyst through developing deep knowledge of the market and key developments in the healthcare sector specific to the clinical side of healthcare, patient safety, and care management.

Duties and Responsibilities:

• Lead, and be ultimately responsible for prospecting, building a pipeline and the execution of new business development and ongoing business expansion (i.e. cross-sell and up-sell) in  assigned territory., Responsible for maintaining accurate data in CRM to manage, track and forecast opportunities.
• Responsible for the successful handoff of newly developed or expanded business to appropriate implementation personnel using documented procedures.
• Coordinate with all resources and personnel necessary to ultimately achieve (and ideally exceed) Company 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 the tracking and reporting (of pipelines, success rates, costs, financial performance, etc.) pertaining to the Company’s business development efforts in a timely, accurate, and comprehensive fashion;
• Develop and maintain an expert level of knowledge regarding all products, services, infrastructure, and operations of the Company to achieve optimal insight into the Company’s product development, capabilities, support, and functionality requirements;
• Serve as one of Inovalon’s ambassadors to the market as a representative at industry conferences, a participant in business development meetings with current accounts, a developer of relationships with C-level personnel at potential clients, a generator of direct marketing outreach and as a key team member for on-site sales meetings with potential clients;
• Establish yourself as a market expert and business development catalyst through developing deep knowledge of the market and key developments through deep market research on current and potential clients to identify needs, current solutions, history, key personnel and key decision-making criteria;

• Participate with Employer leadership in the strategic development of initiatives to identify enhancements which may improve products, services, operations, client appeal, process flow, and overall business function, industry reputation, and financial performance.

• 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 10 years experience including a mix of hands on Clinical plus Healthcare SaaS Sales experience as well as experience leading a team of Individual Contributors.
• An aptitude for managing a complex, consultative sales process including lead generation, proposal development, oral presentations and contract negotiation for rapidly evolving services offerings;
• Track record of successfully establishing and managing Director, VP and C-Suite client relationships in Healthcare organizations including leading presentations to these senior leaders;
• Deep experience in project management across multi-disciplinary teams in an influencer role;
• Attention to detail and rigorous documentation discipline are required;
• Experience in or knowledge of the healthcare industry, especially Clinical business operations;
• Strong interpersonal skills both internally and externally;
• Outgoing, highly professional and mature demeanor;
• Management consulting or consultative sales process experience is preferred with a history of promotions and/or quota achievement in a matrix management environment; and
• Must be available to travel routinely to client sites and/or conferences nationwide.    

Education:

• BA/BS degree or equivalent experience required; and
• MBA or Clinical degree a plus.

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 routinely to client sites and/or conferences nationwide.