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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.
Mid-Market Business Development Director
Overview: As the Mid-Market Business Development Director, you will be responsible for identifying, prospecting, and securing new business opportunities within the Payer market, specifically targeting organizations with 500,000 covered lives or less. You will play a pivotal role in expanding our market presence, fostering strategic partnerships, and driving revenue growth.
Duties and Responsibilities:
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 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 always outlined within Inovalon's Operating Policies and Procedures in all ways and with respect to any aspect of the data handled or services rendered in the undertaking of the position; and
Job Requirements:
Minimum of 3 years of sales experience.
Understanding of high volume selling in a SaaS environment.
Experience selling SaaS into Payers or Health Plans.
Demonstrated sales success including meeting or exceeding quotas.
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.
Attention to detail and rigorous documentation discipline are required.
Strong interpersonal skills both internally and externally.
Must be available to travel routinely to client sites and/or conferences nationwide.
Education:
BA/BS degree or equivalent experience required; and
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.
Travel routinely to client sites and/or conferences nationwide.
Studies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications listed in a job description. If you don't meet every qualification listed but are excited about our mission and the work described, we encourage you to apply regardless. Inovalon is most interested in finding the best candidate for the job and you may be just the right person for this or other roles.
By embracing diversity, equity and inclusion we enhance our work environment and drive business success. Inovalon strives to reflect the diversity of the communities where we operate and of our clients and everyone whom we serve. We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting. We understand that by fostering this type of culture, and welcoming different perspectives, we generate innovation and growth.
Inovalon is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement.
The Company maintains a drug free work environment for all of its associates, which includes employees, contractors and vendors. It is unlawful for associates to manufacture, sell, distribute, dispense, possess or use any controlled substance or marijuana in the workplace and doing so will result in disciplinary action, up to and including termination of employment or the contracted relationship.
To review the legal requirements, including all labor law posters, please visit this
Inovalon provides equal employment opportunities (EEO) to all employees and applicants for employment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, or protected veteran status and will not be discriminated against on the basis of disability.