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.
Overview: Inovalon's Senior Director of Business Development will be a dynamic individual entrusted to lead and be ultimately responsible for the execution of business development. You will lead ongoing business expansion strategies (i.e. cross-sell and up-sell), and the successful handoff of newly developed or expanded business to appropriate implementation personnel in such a fashion as to achieve corporate targets of market penetration, revenue and margin metrics. Client satisfaction will be paramount as will product and client diversification, and ongoing compliance with regulatory, quality, accreditation, delegation, and contractual requirements of Company products and services.
Duties and Responsibilities:
- 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;
- Lead, and be ultimately responsible for the execution of business development, ongoing business expansion (i.e., cross-sell and up-sell), and successful handoff of newly developed or expanded business to appropriate implementation personnel in such a fashion as to achieve corporate targets of 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;
- Lead and foster the development of Inovalon’s business development efforts and personnel, including the staffing, coaching, and development of such business development personnel: in-market, office-based, support, and administrative staff;
- 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;
- 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; and
- Participate with Company leadership in the strategic development of initiatives to identify product and system enhancements which may improve client appeal, process flow, and overall Company 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;
- Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Company;
- Uphold responsibilities relative to the separation of duties for applicable processes and procedures within your job function; and
- We reserve the right to change this job description from time to time as business needs dictate and will provide notice of such.
Job Requirements:
- 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 at major corporations 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 health plans with proven experience selling enterprise level SaaS solutions to top tier payers
- Mastery of PowerPoint, Excel and MS Word;
- 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 weekly on 1-3 day trips to client sites and/or conferences nationwide; position is located in Bowie, Maryland.
Education:
- BA/BS degree or equivalent experience required; and
- MBA preferred.
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 for this position will include less than 5% locally usually for training purposes.
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.
Inovalon invests in associates to help them stay healthy, save for long-term financial goals, and manage the demands of work and personal commitments. That’s why Inovalon offers a valuable benefits package with a wide range of choices to meet associate needs, which may include health insurance, life insurance, company-paid disability, 401k, 18+ days of paid time off, and more.
Base Compensation Range
$151,000—$200,000 USD
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. (This is only applicable for US-based positions)
If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply. 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 inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to the communities where we operate and to 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. 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.
To review the legal requirements, including all labor law posters, please visit this link
To review the California Consumer Privacy Statement: Disclosures for California Residents, please visit this link
