Business Development Director - Specialty Pharmacy

Socket.dev; United States; Remote; USD 134,000 - 175,000; Full time

Job summary

Inovalon seeks a senior sales leader to drive prospecting, pipeline development and revenue expansion in the healthcare sector across the United States. You will engage C‑suite client leaders, lead cross‑functional deals, and manage complex, consultative sales cycles.

You will maintain CRM data, coordinate with implementation teams, and represent Inovalon at conferences and key client meetings. Travel nationwide is required; MBA is preferred and 12+ years of healthcare sales experience is

Qualifications

• 12+ Years of sales experience required.
• Track record of successfully establishing and managing Director, VP and C‑Suite client relationships in healthcare organizations including leading presentations to these senior leaders required
• Deep experience in project management across multi‑disciplinary teams in an influencer role required
• Experience in or knowledge of the healthcare industry, especially health plans required
• Management consulting or consultative sales process experience is preferred with a history of promotions and/or quota achievement in a matrix management environment preferred

Responsibilities

• Lead, and be ultimately 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 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.
• 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.

Skills

Consultative sales

Attention to detail

Interpersonal skills

Travel ability

Strategic relationships

Education

Bachelor's degree

MBA preferred

Job description

Overview

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.

Duties and Responsibilities

• Lead, and be ultimately 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 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.


• 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.

Education

Bachelor’s degree in arts/sciences (B.A./B.S.) or equivalent experience required MBA preferred

Experience

• 12+ Years of sales experience required


• Track record of successfully establishing and managing Director, VP and C‑Suite client relationships in healthcare organizations including leading presentations to these senior leaders required


• Deep experience in project management across multi‑disciplinary teams in an influencer role required


• Experience in or knowledge of the healthcare industry, especially health plans required


• Management consulting or consultative sales process experience is preferred with a history of promotions and/or quota achievement in a matrix management environment preferred

Skills and Abilities

• An aptitude for managing a complex, consultative sales process including lead generation, proposal development, oral presentations and contract negotiation for rapidly evolving services offerings


• Attention to detail and rigorous documentation discipline are required


• Strong interpersonal skills both internally and externally


• Outgoing, highly professional and mature demeanor


• Must be available to travel routinely to client sites and/or conferences nationwide

Travel Expectations

Travel routinely to client sites and/or conferences nationwide

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 $134,000 — $175,000 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)

Equal Opportunity Employment

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 opportunit ies 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 v eteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement.