Business Development Director - Specialty Pharmacy

Overview

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.

• Lead, and be ultimately responsible for prospecting, building a pipeline and the execution of new business development and ongoing business expansion (i.e. cross-sell and up-sell) in assigned territory.
• Responsible for maintaining accurate data in CRM to manage, track and forecast opportunities.
• Responsible for the successful handoff of newly developed or expanded business to appropriate implementation personnel using documented procedures.
• Coordinate with all resources and personnel necessary to ultimately achieve (and ideally exceed) Company targets for market penetration, revenue and margin metrics, client satisfaction, product and client diversification, and ongoing compliance with regulatory, quality, accreditation, delegation, and contractual requirements of Company products and services.
• Support the tracking and reporting (of pipelines, success rates, costs, financial performance, etc.) pertaining to the Company’s business development efforts in a timely, accurate, and comprehensive fashion.
• Develop and maintain an expert level of knowledge regarding all products, services, infrastructure, and operations of the Company to achieve optimal insight into the Company’s product development, capabilities, support, and functionality requirements.
• Serve as one of Inovalon’s ambassadors to the market as a representative at industry conferences, a participant in business development meetings with current accounts, a developer of relationships with C-level personnel at potential clients, a generator of direct marketing outreach and as a key team member for on-site sales meetings with potential clients.

Bachelor’s degree in arts/sciences (B.A./B.S.) or equivalent experience required MBA preferred

• 12+ Years of sales experience required
• Track record of successfully establishing and managing Director, VP and C‑Suite client relationships in healthcare organizations including leading presentations to these senior leaders required
• Deep experience in project management across multi‑disciplinary teams in an influencer role required
• Experience in or knowledge of the healthcare industry, especially health plans required
• Management consulting or consultative sales process experience is preferred with a history of promotions and/or quota achievement in a matrix management environment preferred

• An aptitude for managing a complex, consultative sales process including lead generation, proposal development, oral presentations and contract negotiation for rapidly evolving services offerings
• Attention to detail and rigorous documentation discipline are required
• Strong interpersonal skills both internally and externally
• Outgoing, highly professional and mature demeanor
• Must be available to travel routinely to client sites and/or conferences nationwide

Travel routinely to client sites and/or conferences nationwide

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…