Senior Director, Business Development - Provider Acute

About the role

The Senior Director, Business Development is a sales leader role responsible for achieving the monthly, quarterly, and annual sales results for the Acute Business Development team. This role focuses on selling Revenue Cycle Management, Workforce Management, Care Management, and other strategic solutions within healthcare.

Responsibilities

• Grow Acute Solutions revenue by leading the Acute sales team; develop and execute successful sales initiatives in support of Inovalon’s annual and long-term goals;
• Demonstrate ownership, accountability, and leadership;
• Manage the day-to-day activities of assigned associates; ensure associates have and utilize the tools, processes, resources and information needed to sell products and services into appropriate market segments;
• Drive activity to consistently attain assigned quotas through selling products to current customers and prospects;
• Develop and achieve accurate weekly, monthly, and quarterly forecasts. Work with leadership to identify risks to specific deals and execute mitigation plans in real-time;
• Utilize consultative sales techniques to drive the consistent application of best practices for each milestone of the sales process. Train team on best practices to ensure proper utilization of techniques and tools as standards;
• Develop and maintain a comprehensive knowledge of product suite, services, and marketing initiatives ensuring focus and capitalization upon highest return activities;
• Collaborate with leadership to assess the team’s performance; collaborate on the development and execution of team and individual improvement plans and key developmental initiatives;
• Facilitate cross-departmental coordination to support business objectives;
• Drive utilization and compliance for documentation in SalesForce (CRM) software to include prospecting, contact management, accurate opportunity tracking, milestone interactions and customer communications, sales pipeline management, forecasting and sales reporting);
• 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;
• 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; and
• Perform other duties as required.

Requirements

• Minimum of 15 years of relevant sales experience, including at least 8 years in sales leadership or management roles.
• Experience selling to key executive-buyer personas for transactional healthcare RCM services;
• Proven track record achieving or exceeding objectives selling SaaS or similar subscription-based applications;
• Strong leadership skills with the ability to execute in a matrix environment;
• Excellent negotiation, leadership, management and presentation skills;
• Ability to adapt well to change and work in a fast-paced environment;
• Excellent verbal and written communications skills, strong attention to detail;
• Proficiency in strategic selling principles and tools;
• Proficiency in Microsoft Office suite including Word, Excel, and PowerPoint.

Qualifications

A Bachelor's degree in sales management or related field or equivalent experience.

Benefits

Inovalon Offers a Competitive Salary and Benefits Package. In addition to the base compensation, this position may be eligible for performance-based incentives. The actual base pay offered may vary depending on multiple factors including, but not limited to, job-related knowledge/skills, experience, business needs, geographical location, and internal equity. At Inovalon, it is not typical for an individual to be hired at or near the top end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate.

Pay

$122,000—$165,000 USD

Schedule

Sedentary work (i.e., sitting for long periods of time)