Senior Business Development Manager (Full Cycle SaaS Sales)

Overview:  The Senior Business Development Manager is responsible for aggressively driving sales activity to deliver revenue targets for the assigned Inovalon product suite.  This is an individual contributor sales role with accountability for sales leadership of a defined geographic territory, named channel partners or named strategic accounts.  The Senior Business Development Manager functions as a specialized resource in the sales matrix for their assigned business unit, including the wider team of cross functional sales and sales support specialists.

Duties and Responsibilities:

• Leads and executes all sales activity for the assigned product suite and applications within defined territory to achieve sales objectives.


• Partners with the sales leadership team to develop and execute a plan aligned with the sales goals in assigned territory.


• Functions as a subject matter expert on assigned product suite and applications to orchestrate seamless execution of lead generation and account cultivation activities.


• Provides specific direction and guidance to advance and or transition sales opportunities with ownership and engagement to ensure successful conversion and deal closure.


• Leverages detailed knowledge of quality-of-care reporting, benchmarking and data analytics, and the value of using business intelligence to improve care outcomes.


• Serves as a player coach to other team members to teach, strategize, and advance their prospecting and overall sales skills following Business Unit sales processes.


• Participates in weekly sales meetings and communicates weekly results and performance metrics as they relate to sales pipeline, sales activities, sales cycle time, regional market share, market penetration, wins and losses, etc. for both individual and team performance.


• Monitors and provides structured feedback on market conditions, regulatory trends, competitive activities, win-loss lessons learned, targeted initiatives for growth and with key target accounts or channel partners within territory.


• Identifies regional influencers that can support and influence the sales of products and services; regional activities may include tradeshows, association memberships, training, speaking engagements, etc.


• Maintains compliance with Inovalon’s policies, procedures and mission statement.


• Adheres 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.


• Fulfills those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Employer.

Job Requirements:

• Minimum five (5) years of successful sales experience selling healthcare technology products or services.


• Experience selling, implementing, or integrating with Electronic Health Record (EHR) systems preferred.


• SaaS or subscription-based software sales experience preferred.


• Leadership or supervisory experience preferred.


• Proficient in Microsoft Office suite including Word, Excel, and PowerPoint; Customer Relationship Management (CRM) software experience (i.e. SalesLoft, SalesForce, etc.).


• Excellent verbal and written communication skills.


• Ability to work in a fast-paced environment.


• Self-motivated with strong organizational/prioritization skills and ability to work in a team environment and independently with the ability to manage multiple tasks at one time with close attention to detail.


• Consistent track record of meeting or exceeding annual revenue objectives.


• Strong people management skills including customer relation skills, with the ability to make build rapport over the telephone.


• Working knowledge of sales force automation and contact management systems.


• Proven ability to work effectively under pressure and meet deadlines.

Education:

• Bachelor's degree in related field or equivalent professional work experience.


• Clinical degree (RN, BSN, etc.) and/or experience 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.


• Travel for this position may be up to 20%.