Director, Marketing and Sales Development at Inovalon
Tampa, FL 33601
About the Job
Inovalon was founded in 1998 on the belief that technology, and data specifically, would empower the transformation of the entire healthcare ecosystem for the better, improving both outcomes and economics
At Inovalon, we believe that when our customers are successful in their missions, healthcare improves
Therefore, we focus on empowering them with data-driven solutions
And the momentum is building.Together, as ONE Inovalon, we are a united force delivering solutions that address healthcare’s greatest needs
Through our mission-based culture of inclusion and innovation, our organization brings value not just to our customers, but to the millions of patients and members they serve.Overview: The Director, Marketing and Sales Development Representative will oversee management of the MDR team in the Provider Business Unit to ensure Annual Operating Plan (AOP) Marketing Qualified Leads (MQL) and MQL Sourced Booking numbers are achieved or exceeded
The Director is accountable for developing MDR/SDR call programs along with the daily management of the team.Duties and Responsibilities: Outbound StrategyWork alongside Marketing Demand Generation and Sales teams to lead strategic campaigns and other outbound efforts to support marketing led initiatives including MQL and SQL conversion and sourced bookings.Coordinate with the marketing demand generation team on the creation of specific monthly and quarterly outbound campaigns to the market to generate leads and meetings
Strategically pivot team to meet required monthly/quarterly goals;Monthly/quarterly/yearly MQL reporting
Prepare and review detailed information including MDR/SDR performance, monthly goals and ongoing MDR/SDR direction to achieve AOP;People ManagementServe as the people manage and coach team in weekly team and individual check insSets goals and targets for team members (in collaboration with the VP of Demand Generation)Problem solving and tactical direction to team members to ensure that they are hitting their outreach, MQL and meeting targetsRecruitmentIn coordination with HR, the development of an ongoing hiring plan and process to ensure that we are staffed with MDRs at appropriate numbers at all times, and planning for growthTraining & DevelopmentDevelopment and implementation of ongoing training of the MDR team to support their individual and team goals, and careers.Onboarding of new MDRs in line with firm and team growth to ensure successful quick starts of new staffGenerate monthly commission reports and review biweekly payroll to ensure accuracy;Promote and develop a positive team culture;Remain up-to-date on healthcare industry business drivers and how Inovalon’s solutions can improve the company’s products and services;Other duties as requested ;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; andFulfill 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 10 years of in-house sales development experience as an individual contributor with proven and consistent track record of achieving goals and targets assigned.3 to 5 years sales/call center leadership experience;Previous training experience;Previous CRM experience;Healthcare tech experience a plusAbility to use critical thinking skills and manage proactively to achieve performance goals;Proven ability to lead teams and execute business priorities;Strong multi-tasking skills and comfortable in a fast-paced, sales driven environment
Very agile and able to pivot strategy quickly based on business needs;Strong leadership skills;Work cross-functionally to plan and execute campaigns and programs;Ability to train and develop direct reports
Use training skills to evaluate internal onboarding and product training;High skill level with Microsoft Office including Excel and Tableau; andUnderstand sales process in Sales Force. Set standards for data entry in Sales Force.Education:Bachelor’s degree or equivalent education and experience required.Physical Demands and Work Environment:Sedentary work 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; andTravel for this position will include less than 5%, typically for training purposesThe actual base pay offered may vary depending on multiple factors including, but not limited to, job-related knowledge/skills, experience, business needs, geographical location, and internal equity. At Inovalon, it is not typical for an individual to be hired at or near the top end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate.Base Compensation Range$145,100—$175,000 USDStudies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications listed in a job description
If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply regardless. Inovalon is most interested in finding the best candidate for the job and you may be just the right person for this or other roles.By embracing diversity, equity and inclusion we enhance our work environment and drive business success
Inovalon strives to reflect the diversity of the communities where we operate and of our clients and everyone whom we serve
We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting
We understand that by fostering this type of culture, and welcoming different perspectives, we generate innovation and growth.Inovalon is proud to be an equal opportunity workplace and is an affirmative action employer
We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status
We also consider qualified applicants regardless of criminal histories, consistent with legal requirement.The Company maintains a drug free work environment for all of its associates, which includes employees, contractors and vendors
It is unlawful for associates to manufacture, sell, distribute, dispense, possess or use any controlled substance or marijuana in the workplace and doing so will result in disciplinary action, up to and including termination of employment or the contracted relationship.To review the legal requirements, including all labor law posters, please visit this link
At Inovalon, we believe that when our customers are successful in their missions, healthcare improves
Therefore, we focus on empowering them with data-driven solutions
And the momentum is building.Together, as ONE Inovalon, we are a united force delivering solutions that address healthcare’s greatest needs
Through our mission-based culture of inclusion and innovation, our organization brings value not just to our customers, but to the millions of patients and members they serve.Overview: The Director, Marketing and Sales Development Representative will oversee management of the MDR team in the Provider Business Unit to ensure Annual Operating Plan (AOP) Marketing Qualified Leads (MQL) and MQL Sourced Booking numbers are achieved or exceeded
The Director is accountable for developing MDR/SDR call programs along with the daily management of the team.Duties and Responsibilities: Outbound StrategyWork alongside Marketing Demand Generation and Sales teams to lead strategic campaigns and other outbound efforts to support marketing led initiatives including MQL and SQL conversion and sourced bookings.Coordinate with the marketing demand generation team on the creation of specific monthly and quarterly outbound campaigns to the market to generate leads and meetings
Strategically pivot team to meet required monthly/quarterly goals;Monthly/quarterly/yearly MQL reporting
Prepare and review detailed information including MDR/SDR performance, monthly goals and ongoing MDR/SDR direction to achieve AOP;People ManagementServe as the people manage and coach team in weekly team and individual check insSets goals and targets for team members (in collaboration with the VP of Demand Generation)Problem solving and tactical direction to team members to ensure that they are hitting their outreach, MQL and meeting targetsRecruitmentIn coordination with HR, the development of an ongoing hiring plan and process to ensure that we are staffed with MDRs at appropriate numbers at all times, and planning for growthTraining & DevelopmentDevelopment and implementation of ongoing training of the MDR team to support their individual and team goals, and careers.Onboarding of new MDRs in line with firm and team growth to ensure successful quick starts of new staffGenerate monthly commission reports and review biweekly payroll to ensure accuracy;Promote and develop a positive team culture;Remain up-to-date on healthcare industry business drivers and how Inovalon’s solutions can improve the company’s products and services;Other duties as requested ;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; andFulfill 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 10 years of in-house sales development experience as an individual contributor with proven and consistent track record of achieving goals and targets assigned.3 to 5 years sales/call center leadership experience;Previous training experience;Previous CRM experience;Healthcare tech experience a plusAbility to use critical thinking skills and manage proactively to achieve performance goals;Proven ability to lead teams and execute business priorities;Strong multi-tasking skills and comfortable in a fast-paced, sales driven environment
Very agile and able to pivot strategy quickly based on business needs;Strong leadership skills;Work cross-functionally to plan and execute campaigns and programs;Ability to train and develop direct reports
Use training skills to evaluate internal onboarding and product training;High skill level with Microsoft Office including Excel and Tableau; andUnderstand sales process in Sales Force. Set standards for data entry in Sales Force.Education:Bachelor’s degree or equivalent education and experience required.Physical Demands and Work Environment:Sedentary work 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; andTravel for this position will include less than 5%, typically for training purposesThe actual base pay offered may vary depending on multiple factors including, but not limited to, job-related knowledge/skills, experience, business needs, geographical location, and internal equity. At Inovalon, it is not typical for an individual to be hired at or near the top end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate.Base Compensation Range$145,100—$175,000 USDStudies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications listed in a job description
If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply regardless. Inovalon is most interested in finding the best candidate for the job and you may be just the right person for this or other roles.By embracing diversity, equity and inclusion we enhance our work environment and drive business success
Inovalon strives to reflect the diversity of the communities where we operate and of our clients and everyone whom we serve
We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting
We understand that by fostering this type of culture, and welcoming different perspectives, we generate innovation and growth.Inovalon is proud to be an equal opportunity workplace and is an affirmative action employer
We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status
We also consider qualified applicants regardless of criminal histories, consistent with legal requirement.The Company maintains a drug free work environment for all of its associates, which includes employees, contractors and vendors
It is unlawful for associates to manufacture, sell, distribute, dispense, possess or use any controlled substance or marijuana in the workplace and doing so will result in disciplinary action, up to and including termination of employment or the contracted relationship.To review the legal requirements, including all labor law posters, please visit this link
