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Senior Director, Business Development - Specialty Product Sales

Company: Inovalon, Inc.
Location: Bowie
Posted on: May 20, 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 Sr. Director, Sales is responsible for leading a team selling products and services directly to the healthcare industry. The Sr. Director is responsible for hiring, managing, motivating and retaining a team of sales agents by creating a repeatable, predictable sales process.

Duties and Responsibilities:

Grow revenues in the assigned healthcare market through the development of successful Direct Sales programs that support the company's corporate strategic goals;

Manage the day-to-day activities required to provide the Direct Sales team with the tools, leads and information needed to sell the products and services into the assigned healthcare market;
Provide to management daily, weekly, monthly, quarterly and annual reports as required in order that to measure the growth and performance of the Direct Sales team;
Provide ongoing sales training, product & service training to the Direct Sales team;
Collaborate directly with the Marketing team in order to ensure appropriate market messaging to our specific audience;
Create concise rules of engagement for the Direct Sales team and communicate clearly to each member;

Using professional sales strategies, negotiate agreements and work to close Direct Sale opportunities that benefit the company, our partners and our clients;
Develop monthly, quarterly and annual forecasts;
Report to sales leader with up-to-date healthcare industry business drivers and how the company's solutions can improve the client's products and services;
Interface with internal organization (sales, development, marketing, product fulfillment, and product management) to ensure effective customer support in the sales cycle and success of direct sales;
Other projects and duties as assigned;

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; and
Fulfill 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 of 3 years in sales of health care software applications required;
Strong understanding of sales processes and supporting methodologies;
Proven track record of consistently achieving or exceeding quota (team and individual contributor level);
Ability to manage a team with high velocity projects, while strategically managing longer sales cycle projects as well;
Proficiency in strategic selling principles and tools;

Experience managing channel opportunities through forecasting, account resource allocation, account strategy, and planning;
Strong cold calling skills and coaching required;
Excellent negotiation, leadership, management and presentation skills;
Proficiency in strategic selling principles and tools;
Ability to adapt well to change, be a fast learner, team player and be motivated to succeed;

Strong leadership skills with the ability to articulate ideas, delegate, direct, motivate and train staff;
Excellent communications skills;
Excellent PC computer skills (Microsoft office suite);
Sales leadership experience (with demonstrated success) and extensive knowledge Practice Management System or Hospital Information System or other health care software applications is preferred;

Marketing background in assigned market space is a plus.


Bachelor's degree in business management, sales management or relevant field of study.

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 is expected to be less than 25% to other Inovalon or client locations.

Studies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications listed in a job description. If you don't meet every qualification listed but are excited about our mission and the work described, we encourage you to apply regardless. 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 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.

Keywords: Inovalon, Inc., Bowie , Senior Director, Business Development - Specialty Product Sales, Executive , Bowie, Maryland

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