Overview:  Inovalon's Senior Director of Business Development will be a dynamic individual entrusted to lead and be ultimately responsible for the execution of business development. You will lead ongoing business expansion strategies (i.e. cross-sell and up-sell), and the successful handoff of newly developed or expanded business to appropriate implementation personnel in such a fashion as to achieve corporate targets of market penetration, revenue and margin metrics. Client satisfaction will be paramount as will product and client diversification, and ongoing compliance with regulatory, quality, accreditation, delegation, and contractual requirements of Company products and services. 

Duties and Responsibilities:

• 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;


• Lead, and be ultimately responsible for the execution of business development, ongoing business expansion (i.e., cross-sell and up-sell), and successful handoff of newly developed or expanded business to appropriate implementation personnel in such a fashion as to achieve corporate targets of 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;


• Lead and foster the development of Inovalon’s business development efforts and personnel, including the staffing, coaching, and development of such business development personnel: in-market, office-based, support, and administrative staff;


• 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;


• 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; and


• Participate with Company leadership in the strategic development of initiatives to identify product and system enhancements which may improve client appeal, process flow, and overall Company business function,  industry reputation, and financial performance.


• 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;


• Uphold responsibilities relative to the separation of duties for applicable processes and procedures within your job function; and


• We reserve the right to change this job description from time to time as business needs dictate and will provide notice of such.

Job Requirements:

• An aptitude for managing a complex, consultative sales process including lead generation, proposal development, oral presentations and contract negotiation for rapidly evolving services offerings;


• Track record of successfully establishing and managing Director, VP and C-Suite client relationships at major corporations including leading presentations to these senior leaders;


• Deep experience in project management across multi-disciplinary teams in an influencer role; attention to detail and rigorous documentation discipline are required;


• Experience in or knowledge of the healthcare industry, especially health plans;


• Mastery of PowerPoint, Excel and MS Word;


• Strong interpersonal skills both internally and externally; outgoing, highly professional and mature demeanor; - Management consulting or consultative sales process experience is preferred with a history of promotions and/or quota achievement in a matrix management environment; and


• Must be available to travel weekly on 1-3 day trips to client sites and/or conferences nationwide; position is located in Bowie, Maryland.

Education:

• BA/BS degree or equivalent experience required; and


• MBA preferred.

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 will include less than 5% locally usually for training purposes.