Business Development Manager - New Logo Revenue Cycle Mgmt. (RCM) Sales

Overview: The New Logo Associate Business Development Manager & Business Development Manager will be responsible for creating demand and awareness of Inovalon’s Provider product portfolio and driving the overall sales process through close (Full Sales Cycle).  This role requires experience Selling Healthcare Software as a Service (SaaS) solutions with a strong preference to Revenue Cycle Management (RCM) solutions in a fast paced high volume territory.

Duties and Responsibilities:

1. Acquire and develop new customer relationships, expanding Inovalon’s provider solutions footprint within each newly acquired or re-activated account.
2. Proactively generate leads within the assigned account territory through a variety of channels, including cold calling, email outreach, industry events, and strategic partnerships.
3. Maintain and manage a robust sales pipeline using Salesforce; ensure accurate documentation of activities and lead progression from prospecting through close.
4. Respond with urgency to inbound marketing-generated leads, delivering timely, relevant, and value-driven engagement.
5. Conduct thorough needs discovery to understand each organization’s challenges, goals, and opportunities; develop tailored proposals and ROI-driven solutions aligned with client needs.
6. Consistently achieve or exceed defined sales targets and performance objectives.
7. Develop a full understanding of the available market for your assigned geographic territory in order to create a strategic sales plan for growing revenues.
8. Maintain compliance with Inovalon’s policies, procedures, and mission statement.
9. 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.

Job Requirements:

1. Understanding of the Provider healthcare market and the unique challenges of healthcare organizations especially focused around Revenue Cycle.
2. Experience using Salesforce to manage leads, track opportunities, and optimize sales activities.
3. Strong sense of urgency, ability to multi-task, excellent organizational skills, and strong prioritization skills.
4. Provide day-to-day updates in territory to execute daily sales efforts, establishing long-term sales effectiveness, and attaining short and long-term sales goals.
5. Demonstrated oral, written and presentation skills with qualified and non-qualified business opportunities.
6. Proficient computer skills and a working knowledge of Microsoft Office applications (Word, Excel, etc.).
7. Strong communication skills (oral, written, meeting, and presentation skills) with sharp attention to detail.
8. Ability to distill and coordinate input from multiple sources while working in a fast paced, deadline-oriented environment.
9. Self-motivated with outstanding organizational skills in a fast-paced environment.
10. Able to understand Provider Solutions well enough to demo in front of live client audience either in person or through MS Teams video conference as needed.

Education:

• Bachelor’s Degree in a related field or an equivalent combination of education and 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.
• Travel for this position may be up to 20% at times for training and/or client meetings.