Business Development Director - Specialty Pharmacy

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. We focus on empowering them with data-driven solutions, delivering solutions that address healthcare’s greatest needs through a mission-based culture of inclusion and innovation.

About the role

The Business Development Director will serve as a key leader in Inovalon’s growth engine, contributing to the securing of large, multi-year services contracts. This role acts as a market expert and business development catalyst, developing deep knowledge of the healthcare sector and driving new business development, cross-sell, and up-sell opportunities within an assigned territory.

Responsibilities

• Lead prospecting, pipeline development, and execution of new business development and ongoing business expansion (cross-sell and up-sell) in assigned territory.
• Maintain accurate data in CRM to manage, track, and forecast opportunities.
• Ensure successful handoff of newly developed or expanded business to implementation personnel using documented procedures.
• Coordinate with internal resources to achieve and exceed company targets for market penetration, revenue, margin, client satisfaction, product diversification, and compliance with regulatory and contractual requirements.
• Support tracking and reporting of pipelines, success rates, costs, and financial performance related to business development efforts.
• Develop and maintain expert-level knowledge of Inovalon’s products, services, infrastructure, and operations to inform product development and client needs.
• Serve as an ambassador to the market through industry conferences, client meetings, relationship-building with C-level personnel, direct marketing outreach, and on-site sales meetings.
• Establish market expertise through deep research on current and potential clients, identifying needs, solutions, key personnel, and decision-making criteria.
• Participate in strategic initiatives to enhance products, services, operations, client appeal, process flow, industry reputation, and financial performance.
• Maintain compliance with Inovalon’s policies, procedures, and mission, including confidentiality and HIPAA requirements.
• Fulfill additional responsibilities as needed to support operational and financial success.
• Uphold responsibilities related to separation of duties for applicable processes.

Requirements

• Bachelor’s degree in arts/sciences (B.A./B.S.) or equivalent experience required; MBA preferred.
• 12+ years of sales experience.
• Proven track record of establishing and managing Director, VP, and C-Suite client relationships in healthcare organizations, including leading presentations to senior leaders.
• Deep experience in project management across multi-disciplinary teams in an influencer role.
• Experience in or knowledge of the healthcare industry, especially health plans.
• Management consulting or consultative sales process experience preferred, with a history of promotions and/or quota achievement in a matrix management environment.

Skills

• Aptitude for managing complex, consultative sales processes, including lead generation, proposal development, oral presentations, and contract negotiation for evolving services.
• Strong attention to detail and rigorous documentation discipline.
• Excellent interpersonal skills, both internally and externally.
• Outgoing, highly professional, and mature demeanor.
• Availability to travel routinely to client sites and conferences nationwide.

Working Conditions

• Primarily sedentary role requiring extended periods of sitting, talking, and hearing, as well as repetitive use of a computer keyboard and office equipment.
• Occasional standing, walking, or lifting/moving up to 10 pounds.
• Reasonable accommodations may be made for individuals with disabilities.

Pay

Base compensation range: $134,000—$175,000 USD. This position may also be eligible for performance-based incentives. The actual base pay offered may vary depending on job-related knowledge, skills, experience, business needs, geographical location, and internal equity.

Benefits

• Health insurance.
• Life insurance.
• Company-paid disability.
• 401k retirement plan.
• 18+ days of paid time off.
• Additional benefits to support health, financial goals, and work-life balance.

This position is not eligible for immigration sponsorship (e.g., H-1B, TN, or E-3). Applicants must be authorized to work in the United States.