Associate Business Development Manager - Hunter Sales

Overview:  The Associate Business Development Manager - Hunter Sales is responsible for selling INOVALON Software as a Service products directly to the healthcare industry. This is a full cycle selling role that will be focused on bringing in new customers.

Duties and Responsibilities:

• Responsible for selling INOVALON SaaS products and services directly to the healthcare industry
• Acquire and develop new customer relationships, expanding Inovalon’s provider solutions footprint within each newly acquired or re-activated account.
• Proactively generate leads within the assigned account territory through a variety of channels, including cold calling, email outreach, industry events
• Maintain and manage a robust sales pipeline using Salesforce; ensure accurate documentation of activities and lead progression from prospecting through close.
• Conduct thorough needs discovery to understand each organization’s challenges, goals, and opportunities; develop tailored proposals and ROI-driven solutions aligned with client needs.
• Consistently attain and exceed monthly sales quotas;
• Use CustomerCentric™ sales techniques, process, and pipeline milestones to manage sales process with prospects and customers;
• Initiate outbound prospecting, qualifying, and contact verification for INOVALON services utilizing the CustomerCentric™ sales techniques;
• Work in a team environment driving, all prospecting, qualification, sales activities and sales targets in a defined geography or territory;
• Utilize issue-based prospecting and sales techniques to uncover customer/prospect needs and correspondingly the value of the business problem we are attempting to solve;
• Become proficient with using the CRM Salesforce Automation tools for contact management, opportunity tracking, sales pipeline management, forecasting and sales reporting; and
• Other duties as requested and/or determined.
• 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 Employer.

Job Requirements:

• Minimum of 1 years of successful tele-sales experience selling technology products or services, calling on business influencers and meeting monthly performance objectives;
• Minimum of 1 years of experience in Microsoft Office suite including Word, Excel, Visio and PowerPoint;
• Experience working in a fast paced, matrix sales environment with close attention to detail;
• Experience making 40+ outbound phone calls per day; and
• Experience working with sales force automation and contact management systems.

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 5%, typically for training purposes.