Senior Director, Business Development

Inovalon • Tampa, FL

3d

About The Position

Overview: The Senior Director, Business Development is a sales leader role responsible for achieving the monthly, quarterly, and annual sales results for the Strategic Partner Business Development team. This sales leader role is responsible for driving activities and behaviors within the Strategic Partner team in selling solutions to clearinghouses, revenue cycle management companies, practice management vendors, and other strategic partners within healthcare and coaching. The Senior Director, Business Development will deliver expected sales results, participate in hiring and on-boarding Strategic Partner new hires, drive collaboration with direct sales team and executive leadership teams, provide market feedback, develop and deploy ideas and processes to increase revenue, prepare accurate forecasts, and act as a coach to aggressively drive sales activities and revenue targets. Duties and Responsibilities: Grow Strategic Partner’s revenue by leading the Strategic Partner sales team; develop and execute successful sales initiatives in support of Inovalon’s annual and long-term goals; Demonstrate ownership, accountability, and leadership; Manage the day-to-day activities of assigned associates; ensure associates have and utilize the tools, processes, resources and information needed to sell products and services into appropriate market segments; Drive activity to consistently attain assigned quotas through selling products to current customers and prospects; Develop and achieve accurate weekly, monthly, and quarterly forecasts. Work with leadership to identify risks to specific deals and execute mitigation plans in real-time; Utilize consultative sales techniques to drive the consistent application of best practices for each milestone of the sales process. Train team on best practices to ensure proper utilization of techniques and tools as standards; Develop and maintain a comprehensive knowledge of strategic partner product suite, services, and marketing initiatives ensuring focus and capitalization upon highest return activities; Collaborate with leadership to assess the team’s performance; collaborate on the development and execution of team and individual improvement plans and key developmental initiatives; Facilitate cross-departmental coordination to support business objectives; Drive utilization and compliance for documentation in SalesForce (CRM) software to include prospecting, contact management, accurate opportunity tracking, milestone interactions and customer communications, sales pipeline management, forecasting and sales reporting); 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; 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; and Perform other duties as required.

Requirements

• Minimum of 15 years of relevant sales and/or channel development experience, including at least 8 years in sales leadership or management roles.
• Experience selling to key executive-buyer personas for transactional healthcare RCM services
• Proven track record achieving or exceeding objectives selling SaaS or similar subscription-based applications
• Strong leadership skills with the ability to execute in a matrix environment
• Excellent negotiation, leadership, management and presentation skills
• Ability to adapt well to change and work in a fast-paced environment
• Excellent verbal and written communications skills, strong attention to detail
• Proficiency in strategic selling principles and tools
• Proficiency in Microsoft Office suite including Word, Excel, and PowerPoint
• Bachelor's degree in sales management or related field or equivalent experience

Responsibilities

• Grow Strategic Partner’s revenue by leading the Strategic Partner sales team
• Develop and execute successful sales initiatives in support of Inovalon’s annual and long-term goals
• Demonstrate ownership, accountability, and leadership
• Manage the day-to-day activities of assigned associates
• Drive activity to consistently attain assigned quotas through selling products to current customers and prospects
• Develop and achieve accurate weekly, monthly, and quarterly forecasts
• Work with leadership to identify risks to specific deals and execute mitigation plans in real-time
• Utilize consultative sales techniques to drive the consistent application of best practices for each milestone of the sales process
• Train team on best practices to ensure proper utilization of techniques and tools as standards
• Develop and maintain a comprehensive knowledge of strategic partner product suite, services, and marketing initiatives ensuring focus and capitalization upon highest return activities
• Collaborate with leadership to assess the team’s performance
• Facilitate cross-departmental coordination to support business objectives
• Drive utilization and compliance for documentation in SalesForce (CRM) software
• 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
• 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
• Perform other duties as required

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 1,001-5,000 employees