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

Duties and Responsibilities:

• Grow revenues in the assigned healthcare market 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 products and services into the assigned healthcare market;
• Provide to management daily, weekly, monthly, quarterly and annual reports as required in order that 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 Marketing team in order to ensure appropriate market messaging to our specific audience;
• Create concise rules of engagement for the Direct Sales team and communicate clearly to each member;
• Using professional sales strategies, negotiate agreements and work to close Direct Sale opportunities that benefit the company, our partners and our clients;
• Develop monthly, quarterly and annual forecasts;
• Report to sales leader with up-to-date healthcare industry business drivers and how the company’s solutions can improve the client’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 of 3 years in sales of health care software applications required;
• Strong understanding of sales processes and supporting methodologies;
• Proven track record of consistently achieving or exceeding quota (team and individual contributor level);
• Ability to manage a team with high velocity projects, while strategically managing longer sales cycle projects as well;
• Proficiency in strategic selling principles and tools;
• Experience managing channel opportunities through forecasting, account resource allocation, account strategy, and planning;
• Strong cold calling skills and coaching required;
• Excellent negotiation, leadership, management and presentation skills;
• 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 communications skills;
• Excellent PC computer skills (Microsoft office suite);
• Sales leadership experience (with demonstrated success) and extensive knowledge Practice Management System or Hospital Information System or other health care software applications is preferred;
•  and
• Marketing background in assigned market space is a plus.

Education:

• Bachelor’s degree in business management, sales management or relevant field of study.

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 is expected to be less than 25% to other Inovalon or client locations.