Business Development Manager - Provider, Care Management

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 Care Management Business Development Manager applies healthcare industry knowledge, advanced sales acumen, and disciplined territory management to drive growth within an assigned book of business, specifically within the clinical side of healthcare, patient safety, and care management. This role will drive growth for the Care Management (formerly known as VigiLanz) product line by upselling and renewing existing contracts as well new logo acquisition in partnership with other sellers. The role will require rigorous pipeline management and consistent use of sales operations processes. The Care Management Business Development Manager builds influence with both customer stakeholders and internal partners through exceptional communication, consultative selling, collaboration, and data-driven insights. Duties and Responsibilities Own the process for negotiating complex, multi-year renewal contracts for the Care Management product line within existing accounts, with a focus on driving upsell and cross-sell opportunities through effective communication across multiple channels to include in-person meetings, virtual interactions, and phone outreach. Provide Care Management subject matter expertise to assigned sales team to advance deals through the sales process from qualification through winning vendor of choice. This will include helping sellers navigate Care Management-specific workflows, stakeholder needs, and evaluation processes, as well as providing quoting and RFP support. Serve as a conduit to Care Management clinical resources, including coordination of client demonstrations and deeper discovery conversations to support sale of Care Management products. Maintain disciplined and reliable execution of sales operations, including accurate CRM documentation (Salesforce), pipeline hygiene, forecasting, and follow-up processes. Identify, qualify, and develop net-new business opportunities while expanding and strengthening existing client relationships. Develop an understanding of Inovalon's enterprise solutions and the ONE Inovalon mission, identifying and connecting opportunities across business units and collaborating with colleagues to ensure customers receive the full value of Inovalon's offerings - even beyond the assigned territory or BU. 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 to communicate customer insights, competitive trends, and emerging needs that influence product and go-to-market strategy. Lead or support product presentations, solution positioning, and demonstration processes in collaboration with Sales, Marketing, and Business Development teams. Develop a deep understanding of the territory's market dynamics, competitive landscape, and customer needs to inform strategic sales planning. Conduct effective discovery, needs assessments, and consultative conversations that influence customer decision-makers. 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 prospective and existing clients to drive sales outcomes and strengthen relationships. Serve as an informal mentor or coach to new hires by modeling best practices in sales process discipline, communication, and customer engagement. Contribute to a positive team culture that emphasizes accountability, collaboration, and continuous improvement. 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 Company. Job Requirements 3-5 years of progressive sales or business development experience within healthcare, preferably including a mix of hands-on clinical experience plus healthcare SaaS sales experience. Experience in or knowledge of the acute healthcare industry, especially clinical business operations. Strong interpersonal skills both internally and externally; ability and willingness to win deals through collaboration and co-selling with peers. Demonstrated success managing a territory or book of business with measurable revenue outcomes. Proven track record of consultative, solution-based selling, including running discovery, developing value propositions, and influencing cross-functional decision-makers. Experience maintaining accurate pipeline management, forecasting discipline, and CRM hygiene (Salesforce strongly preferred) with limited supervision. Advanced communication and presentation skills, with the ability to translate technical or clinical concepts into compelling business value. Ability to independently drive the full sales lifecycle-prospecting, qualifying, presenting, negotiating, and closing. Strong territory planning and prioritization skills, with the ability to balance new business generation and account expansion. Proven ability to conduct strategic, value-based discussions with C-suite leaders to advance complex sales opportunities. Proficiency in Microsoft Office Suite; strong command of PowerPoint and Excel for sales presentations and territory planning. 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. Up to 25% travel for business related purposes. For Posting Purposes Innovation: Bring curiosity, creativity, and a drive to continuously improve how we serve our customers. Nimbleness: Adapt quickly to changing needs and execute with speed, intention, and focus. Service: Go above and beyond by doing what is right for our customers, colleagues, and communities. Passion: Approach work with enthusiasm and a commitment to advancing meaningful healthcare outcomes. Integrity: Act with honesty, accountability, and transparency in all interactions. Respect: Foster collaboration through empathy, professionalism, and open communication. Excellence: Pursue high standards, continuous learning, and relentless improvement. Diversity: Support an inclusive environment where every individual is valued, heard, and empowered to contribute. Inovalon Offers a Competitive Salary and Benefits Package In addition to the base compensation, this position may be eligible for performance-based incentives. The actual base pay offered may vary depending on multiple factors including, but not limited to, job-related knowledge/skills, experience, business needs, geographical location, and internal equity. At Inovalon, it is not typical for an individual to be hired at or near the top end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate. Inovalon invests in associates to help them stay healthy, save for long-term financial goals, and manage the demands of work and personal commitments. That's why Inovalon offers a valuable benefits package with a wide range of choices to meet associate needs, which may include health insurance, life insurance, company-paid disability, 401k, 18+ days of paid time off, and more. Base Compensation Range: $65,100 — $80,000 USD Equal Opportunity Employment Inovalon is proud to be an equal opportunity workplace. 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. To review the legal requirements, including all labor law posters, please visit this link. To review the California Consumer Privacy Statement: Disclosures for California Residents, please visit this link. #J-18808-Ljbffr Inovalon, Inc.