Business Development Manager - Hunter Sales

Overview: The Business Development Manager is responsible for selling and creating demand and awareness of Inovalon’s product portfolio driving the overall sales process through internal tracking systems. This is a full cycle selling role that will be focused on bringing in new customers. 

Duties and Responsibilities:

• Responsible for selling INOVALON SaaS products and services directly to the healthcare industry


• Acquire and develop new customer relationships, expanding Inovalon’s provider solutions footprint within each newly acquired or re-activated account.


• Proactively generate leads within the assigned account territory through a variety of channels, including cold calling, email outreach, industry events


• Maintain and manage a robust sales pipeline using Salesforce; ensure accurate documentation of activities and lead progression from prospecting through close.


• Conduct thorough needs discovery to understand each organization’s challenges, goals, and opportunities; develop tailored proposals and ROI-driven solutions aligned with client needs.


• Consistently attain and exceed monthly sales quotas;

• Support the Business Development and Sales philosophy and strategy with a high level of professionalism, enthusiasm, and integrity in your assigned specific United States territory;


• Create demand and awareness of the Inovalon’s products through communications with prospects and foster existing relationships through face to face contact, web, and telephone;


• Support the sales process through the utilization of Sales Force software to document, trigger marketing information, and set follow up action activities;


• Work closely with assigned Sales team and other team members in your territory to qualify prospect accounts, ensure web demonstrations are completed in a timely and thorough manner, and all sales opportunities are properly gathered with Marketing, Sales, and Business Development departments;


• Partner with Marketing and Business Development team to share market and competitive information critical to building strategic and tactical plans to drive sales;


• Develop a full understanding of the available market for your assigned geographic territory in order to create a strategic sales plan for growing revenues;


• Understand the products and position our sales solution to meet the needs of the prospective or existing clients, using the current platform as well as market dynamics;


• Collaborate with assigned Sales Representatives, Marketing, and Business Development leaders to synergize sales efforts, follow up activities and support each other with identified new business opportunities and clients;


• Travel to meet with new and existing clients;

• 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 Company.

Job Requirements:

• Minimum of 3 years of job-related sales and or business development experience or equivalent is required, health care field preferred;


• Strong sense of urgency, ability to multi-task, excellent organizational skills, and strong prioritization skills;


• Ability to handle job responsibilities while traveling;


• Proven ability to document interactions and foster contacts in Sales Force daily;


• Provide day-to-day updates in territory to execute daily sales efforts, establishing long-term sales effectiveness, and attaining short and long-term sales goals;


• Demonstrated oral, written and presentation skills with qualified and non-qualified business opportunities;


• Proficient computer skills and a working knowledge of Microsoft Office applications (Word, Excel, etc.);


• Strong communication skills (oral, written, meeting, and presentation skills) with sharp attention to detail;


• Ability to distill and coordinate input from multiple sources while working in a fast paced, deadline-oriented environment; and


• Self-motivated with outstanding organizational skills in a fast-paced environment.

Education:

• BA or BS degree in technical or business discipline and or related field, or equivalent work experience;

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.