Compensation Overview

Overview:  The Director, Sales is responsible for selling SaaS products and services directly to the healthcare industry. The Director is responsible for hiring, managing, motivating and retaining a team of Account Executives by creating a repeatable, predictable sales process.

Duties and Responsibilities:

• Grow Inovalon Provider’s revenues through the development of successful Direct Sales programs that support the company’s corporate strategic goals;
• Manage the day-to-day activities required to provide the Direct Sales team with the tools, leads and information needed to sell the ABILITY’s products and services into the Medicare Part A and Part B market segments;
• Provide to Inovalon Provider management daily, weekly, monthly, quarterly and annual reports as required in order to measure the growth and performance of the Direct Sales team;
• Provide ongoing sales training, product & service training to the Direct Sales team;
• Collaborate directly with the Provider Marketing team in order to ensure appropriate market messaging;
• Create concise rules of engagement for the Direct Sales team and communicate clearly to each member;
• Using professional sales strategies, negotiate agreements and close Direct Sale opportunities that benefit Inovalon Provider, our partners and our clients;
• Develop quarterly and annual forecasts;
• Remain up-to-date on healthcare industry business drivers and how Provider’s solutions can improve the company’s products and services;
• Interface with internal organization (sales, development, marketing, product fulfillment, and product management) to ensure effective customer support in the sales cycle and success of direct sales;
• Other projects and duties as assigned;
• 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 3 years of sales experience (with demonstrated success) and extensive knowledge in Practice Management System, Hospital Information System and other health care software applications required;
• Proficiency in strategic selling principles and tools;
• Experience managing channel opportunities through forecasting, account resource allocation, account strategy, and planning;
• Strong cold calling skills required;
• Marketing background is a plus;
• Excellent communications, negotiation, leadership, management and presentation skills;
• Proven track record achieving or exceeding quota;
• Proficiency in strategic selling principles and tools;
• Ability to adapt well to change, be a fast learner, team player and be motivated to succeed;
• Strong leadership skills with the ability to articulate ideas, delegate, direct, motivate and train staff;
• Excellent PC computer skills (Microsoft office suite); and
• Ability to work in a fast paced environment.

Education:

• Bachelor’s degree in business, sales management or related field.

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 5% locally usually for training purposes.