Principal Business Development Manager - Post Acute

 The Principal Business Development Manager, Major Accounts is responsible for selling products and services within the healthcare market, Post Acute specific. This position will collaborate with account executives to focus on sales opportunities with larger sites of care and will be responsible for coordinating involvement from other business units as needed to successfully win these opportunities. The Principal Business Development Manager will serve as the physical face of Inovalon, traveling on-site as needed during the sales process.

Duties and Responsibilities:

· Conduct meetings with clients and potential clients regarding sales opportunities in both the initial phase and in support of account executive team;

· Collaborate directly with the marketing team to ensure appropriate market messaging; lead and demand generation;

· Communicate the business development program across the business, assuring an understanding of purpose and value as well as inspiring collaboration, trust, support, and empowerment across teams;

· Utilize professional sales strategies and complex sales methodologies to negotiate agreements and close direct sales opportunities;

· Navigate complex buying committees including C-suite selling;

· Remain up to date on healthcare industry business drivers and how offered solutions can improve the company’s products and services;

· Work in a cross functional environment to ensure customer success in the sales cycle and success of direct sales; partner with the internal stakeholders on large sales opportunities referred by the account executive team;

· Perform other duties as required;

· 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 five (5) years’ successful sales experience including calling on business influencers and meeting monthly performance objectives;

· Experience selling healthcare technology products or services preferred;

· Skilled in use of sales evaluation plans, CBAs, and building cost justifications to uncover economic value;

· Consistent track record of meeting or exceeding annual revenue objectives;

· Knowledge in Practice Management Systems, Electronic Medical Records and other health care software applications;

· Proficiency in strategic selling principles, complex selling methods, and consultative selling tools;

· Excellent PC computer skills (Microsoft office suite);

· Excellent verbal and written communications skills;

· Ability to adapt well to change, learn quickly, and work effectively with a team;

· Excellent negotiation and presentation skills; and

· Ability to work in a fast-paced environment.

Education:

· Bachelor's degree in business or equivalent 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; and

· Travel for this position will include less than 15% locally usually for training purposes.