Business Development Director - Real World Data (RWD)/Insights

Overview:   The Business Development Director to serve as a key leader in the critical growth engine for Inovalon Insights, RWD & Data Solutions by contributing to identifying and securing large contracts for data Licensing and Services.  This role serves as a market expert and business development catalyst through deep knowledge of life science, health plan, and provider stakeholder markets and understanding and keeping abreast of key developments in the healthcare sector.

Duties and Responsibilities:

• Responsible for prospecting and building a strong pipeline leading to successful execution of new business development and ongoing business expansion (i.e. cross-sell and up-sell) in assigned territories, 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 services, products, infrastructure, and operations of the Company and Data Solutions division to achieve optimal insight into the Company’s service offerings;
• Serve as one of Inovalon’s ambassadors to the market as a representative at industry conferences, a participant in business development meetings with current and potential new 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.
• Be recognized as a market expert and business development catalyst through developing deep knowledge of the market and key developments through extensive market research on current and potential clients to identify needs, current solutions, history, key personnel and key decision-making criteria.
• Participate with Employer leadership in the strategic development of initiatives to identify enhancements which may improve services, products, operations, client appeal, process flow, and overall 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 Employer.

Job Requirements:

• Minimum of 5 years of HEOR, RWD/RWE, or advanced health analytics sales experience;
• 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 in healthcare organizations including leading presentations to 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 life science and health plans;
• 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 routinely to client sites and/or conferences nationwide.    

Education:

• BA/BS degree or equivalent experience required; and
• MBA or advanced degree in health related field a plus.

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 routinely to client sites and/or conferences nationwide.