Business Development Director – Specialty Pharmacy
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Job Description
Business Development Director securing multi-year contracts for Inovalon’s data-driven healthcare solutions. Building specialty pharmacy pipelines and executive client relationships nationwide.
Responsibilities:
- Lead and be ultimately responsible for prospecting, pipeline building, new business development, and ongoing business expansion, including cross-sell and up-sell, in the assigned territory
- Maintain accurate CRM data to manage, track, and forecast opportunities
- Successfully hand off newly developed or expanded business to implementation personnel using documented procedures
- Coordinate resources and personnel to achieve or exceed targets for market penetration, revenue, margin, client satisfaction, product and client diversification, and compliance requirements
- Track and report pipelines, success rates, costs, and financial performance related to business development efforts
- Develop expert knowledge of company products, services, infrastructure, and operations
- Represent Inovalon at industry conferences, business development meetings, direct marketing outreach, and on-site sales meetings with potential clients
- Build deep market knowledge through research on current and potential clients, including needs, solutions, history, key personnel, and decision-making criteria
- Participate in strategic development initiatives to improve products, services, operations, client appeal, process flow, reputation, and financial performance
- Maintain compliance with company policies, confidentiality, HIPAA requirements, regulatory, quality, accreditation, delegation, and contractual requirements
- Fulfill other responsibilities reasonably assigned to achieve operational and financial success
- Uphold separation-of-duties responsibilities for applicable processes and procedures
- No technology on-call responsibilities
Requirements:
- Bachelor’s degree in arts/sciences (B.A./B.S.) or equivalent experience required
- 12+ years of sales experience required
- Proven success establishing and managing Director, VP, and C-Suite client relationships in healthcare organizations, including presentations to senior leaders
- Deep project management experience across multidisciplinary teams in an influencer role
- Experience in or knowledge of the healthcare industry, especially health plans
- Aptitude for complex consultative sales processes, including lead generation, proposal development, oral presentations, and contract negotiation
- Attention to detail and rigorous documentation discipline
- Strong interpersonal skills
- Must be available to travel routinely to client sites and/or conferences nationwide
- Must be authorized to work in the United States; position is not eligible for immigration sponsorship
Benefits:
- Performance-based incentives may be available in addition to base compensation
- Health insurance
- Life insurance
- Company-paid disability
- 401k
- 18+ days of paid time off
- Benefits package with a wide range of choices to meet associate needs
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