Director, Business Development

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.

About the role

The Director, Business Development is responsible for leading and managing multiple teams of high-performing sales professionals selling products and services directly to the healthcare industry. The Director is responsible for hiring, managing, motivating, and retaining a team of sales agents by creating a repeatable, predictable sales process. Additionally, the Director assists in the business planning and analysis (BP&A) process and contributes to collaborative partnerships with internal stakeholders.

Responsibilities

• Grow revenues in the assigned healthcare market through the development of successful sales and market-building programs to support the company’s corporate strategic goals.
• Manage the day-to-day activities required to provide the assigned Sales/Business Development team with the tools, leads, and information needed to sell products and services into the assigned healthcare market.
• Support the planning, implementation, and management of commission and incentive plans; ensure all team members understand their plans and assist management in investigating and resolving commission-related disputes.
• Drive a culture of quality and integrity in sales activity reporting to ensure accuracy and completeness of data in Salesforce.
• Provide management with daily, weekly, monthly, quarterly, and annual reports to measure the growth and performance of the team.
• Provide ongoing sales training, product, and service training to the team.
• Collaborate directly with the Marketing team to ensure appropriate market messaging to the target audience.
• Create concise rules of engagement for the Direct Sales team and communicate them clearly to each member.
• Using professional sales strategies, negotiate agreements and work to close opportunities that benefit the company, partners, and clients.
• Develop monthly, quarterly, and annual forecasts, proactively identifying opportunities to course-correct to ensure team performance meets or exceeds targets.
• Report to the sales leader with up-to-date healthcare industry business drivers and how the company’s solutions can improve the client’s products and services.
• Interface with internal organizations (sales, development, marketing, product fulfillment, and product management) to ensure effective customer support in the sales cycle and success of direct sales.
• 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.
• Fulfill other responsibilities and duties as assigned to achieve operational and financial success.

Requirements

• Minimum of six to eight years’ experience managing sales, sales operations, or business development teams within the healthcare technology or related sectors, or relevant experience in a comparable domain.
• Strong understanding of sales processes and supporting methodologies.
• Proven track record of consistently achieving or exceeding quota (team and individual contributor level).
• Ability to manage a team with high-velocity projects while strategically managing longer sales cycle projects.
• Proficiency in strategic selling principles and tools.
• Experience managing channel opportunities through forecasting, account resource allocation, account strategy, and planning.
• Strong cold calling skills and coaching ability.
• Excellent negotiation, leadership, management, and presentation skills.
• Ability to adapt well to change, be a fast learner, team player, and be motivated to succeed.
• Strong leadership skills with the ability to articulate ideas, delegate, direct, motivate, and train staff.
• Excellent communication skills.
• Proficiency in Microsoft Office Suite.
• Sales leadership experience (with demonstrated success) and extensive knowledge of Practice Management System, Hospital Information System, or other healthcare software applications is preferred.
• Marketing background in the assigned market space is a plus.

Qualifications

Bachelor’s degree in business management, sales management, a related field, or equivalent career experience.

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.
• Travel for this position is expected to be less than 25% to other Inovalon or client locations.

Pay

Base Compensation Range: $120,000—$145,000 USD. This position may 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

Inovalon offers a competitive benefits package, which may include:

• 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 as a condition of employment.