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Business Development Manager, Payer - Mid & Emerging Markets

Company: Inovalon, Inc.
Location: Bowie
Posted on: March 16, 2023

Job Description:

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 Manager, Payer - Mid & Emerging Markets is responsible for selling and creating demand and awareness of Inovalon's product portfolio driving the overall sales process through internal tracking systems. In the mid-market at Inovalon. we are seeking a difference-maker. A natural communicator. Someone who maintains a natural executive presence, is goal-oriented, organized, and a solid critical thinker.

If you're excited by the prospect of crafting the perfect message that will connect c-suite level executives with the resources they need to improve the health and well-being of the communities they serve, then we'd love to talk to you.

TheBDM, Mid-Market & Emerging Marketsis at the center of Inovalon's business, playing an integral role in our goal of "powering modern healthcare." BDMs work closely with our senior Sales and Renewals staff to manage new business pursuits within their suite of products and territory. The BDM's are responsible for developing and executing strategy to source pursuits with leading health payers, scheduling sales meetings between c-suite level executives and our senior sales staff and optimizing team interactions to impact new business generation.

BDMs can expect to develop expertise in commercial skills and the health care technology industry.

Teamwork is central to our success, and as a result, BDM's are positioned to develop working relationships with colleagues across other divisions within Inovalon, including Client Success, Marketing, and Operations. This allows BDMs's to grow healthcare technology knowledge and professional skillsets while getting exposure to potential future career opportunities.

You'll enjoy the flexibility to telecommute* from anywhere within the U.S. as you take on some tough challenges.

Primary Responsibilities

  • Reach out via phone, email, LinkedIn, etc. to schedule in-person and phone interactions between health care executives and our senior sales executives and the National VP of Mid-Market
  • Drive toward monthly metric-based key performance indicators (KPIs), such as number of sales meetings, pipeline generation, and Salesforce data integrity
  • Customize and refine outreach scripting by updating content, urgency, script length, outreach method, etc. with the aim of improving our outreach to sales meeting conversion rate
  • Strategically [build campaigns to] determine which individuals and organizations we should reach out to using a combination of past interactions, marketing intel, organizational relationships, national news, upcoming events, new best practices, etc.
  • To the degree appropriate, own calendaring, logistics and administrative responsibilities for client interactions and internal cross-departmental meetings
  • Prepare materials for client interactions - such as agendas, decks, proposals, etc.
  • Review inbound interest (MQLs) to determine the best follow up approach
  • Track strategy effectiveness and make adjustment recommendations
  • Produce reports analyzing previous client interaction and utilization of products and services

    You'll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in.

    Required Qualifications

    • Bachelor's degree and/or currently pursuing a degree from an accredited college/university
    • Coursework to obtain degree must be completed prior to start of employment
    • 3+ years experience with sales, fundraising, and/or client engagement

      Preferred Qualifications

      • Leadership experience
      • Solid critical thinking skills - the ability to quickly understand complex business issues and make strategic decisions
      • Goal-orientation - shows initiative, individual accomplishment, and a record of exceeding expectations
      • Exceptional project management and prioritization skills

        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 will be approximately 20% for training or to meet with clients.
          By embracing diversity, equity and inclusion we enhance our work environment and drive business success. Inovalon strives to reflect the diversity of the communities where we operate and of 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 and is an affirmative action employer. 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.
          The Company maintains a drug free work environment for all of its associates, which includes employees, contractors and vendors. It is unlawful for associates to manufacture, sell, distribute, dispense, possess or use any controlled substance or marijuana in the workplace and doing so will result in disciplinary action, up to and including termination of employment or the contracted relationship.

          Consistent with our safety protocols, the company will require a vaccination attestation for fully office-based and hybrid (office/remote) positions. Positions designated as fully remote are exempt from the attestation requirement unless and until such time as an in-office presence is required. These requirements are subject to change as legal and business needs dictate.

Keywords: Inovalon, Inc., Bowie , Business Development Manager, Payer - Mid & Emerging Markets, Executive , Bowie, Maryland

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