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. 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:

The Business Development Director to serve as a key leader in the critical growth engine for Inovalon by contributing to the securing of large, multi-year services contracts. This role serves as a market expert and business development catalyst through developing deep knowledge of the market and key developments in the healthcare sector.

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.


• Establish yourself as a market expert and business development catalyst through developing deep knowledge of the market and key developments through deep market research on current and potential clients to identify needs, current solutions, history, key personnel and key decision-making criteria.


• Participate in Employer leadership in the strategic development of initiatives to identify enhancements which may improve products, services, operations, client appeal, process flow, and overall 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 always outlined within Inovalon’s Operating Policies and Procedures in all ways and 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 relating to the separation of duties for applicable processes and procedures within your job function.

Technology On-Call Policy

• None.

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

Working Conditions and Physical Demands:

• This is a primarily sedentary role. The employee is regularly required to sit, talk, and hear for extended periods of time, and required to repetitively use manual labor to operate a computer keyboard and other office equipment.


• The employee may occasionally need to stand, walk, or lift and/or move up to 10 pounds. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Travel Expectations:

• Travel routinely to client sites and/or conferences nationwide