Manager Business Development

Overview

As a Business Development Manager (“BDM”), you will lead the Business Development team, support the growth of the sales pipeline, and expand target account intelligence for Cotiviti. The Business Development Team frequently is the voice of Cotiviti, which sets the tone of the customer experience, particularly in first-contact situations. You will work closely with the Sales team and Sales Leadership to support the management of sales territories by establishing relationships, conducting introductory conversations, and gathering intelligence that enables Cotiviti to favorably compete for the prospects’ business. The BDM will support analysis and reporting needs by developing business profiles of targeted accounts, also referred to as “New Logos.” The BDM will collaborate with our Marketing Teams to support program development by providing feedback about market dynamics, competitive presence, and the perception of Cotiviti solutions in the eyes of prospective customers. This role will work closely with Sales, Marketing, and Go To Market Operations to support the end-to-end process of a lead through team collaboration, marketing and customer relationship systems, and reporting.

Responsibilities

• Lead and support the Business Development Team
• Develop strategic plans to grow Cotiviti’s customer base.
• Work with the BDRs to develop goals, create growth plans, set targets, and track performance.
• Partner with Marketing Operations, Product Marketing and GTM Operations to ensure the BDR team is equipped with efficient processes, systems, and product knowledge.
• Understand Cotiviti’s Products.
• Stay up to date on the healthcare market and understand our competition.
• Work within our CRM to understand the open leads and the recent BDR activities.
• Collaborate with Sales VPs and Marketing to develop and execute account-level sales strategies.
• Develop thorough prospect profiles of target accounts, including reporting relationships, procurement processes, budgeting cycles and imbedded competition.
• Participate in and contribute to sales meetings, pipeline reviews, marketing input sessions and other sales or market events.
• Contribute to a professional atmosphere through positive interaction with customers, sales VPs, Marketing team members and co-workers.
• Conduct Sales Development activities using the telephone, email, CRM, and other web-based platforms.
• Proactively seek new account relationships by conducting an outbound, cadenced, engagement process and following up on inbound Marketing Qualified Leads.
• Qualify prospective customers using solution-selling techniques to determine the sales-readiness of opportunities.
• Hire, develop, coach, lead and retain top-tier talent, with a focus on building and improving a team and culture that is able to assist in employing best in class practices to support and drive high levels of internal and external customer satisfaction.
• Complete all responsibilities as outlined in the annual performance review and/or goal setting.
• Complete all special projects and other duties as assigned.
• Must be able to perform duties with or without reasonable accommodation.

This job description is intended to describe the general nature and level of work being performed and is not to be construed as an exhaustive list of responsibilities, duties and skills required. This job description does not constitute an employment agreement and is subject to change as the needs of Cotiviti and requirements of the job change.

Qualifications

• B.S. or B.A in a healthcare or B2B-related field preferred, or equivalent.
• 3-5 years’ experience in software sales or client services required.
• Previous management/team leadership experience required.
• 3+ years working in healthcare industry with Health Plans preferred.
• Prospecting and territory management skills.
• Excellent oral and written skills.
• Proficiency in Microsoft Office Suite, including Word, Excel, and Outlook.
• MS Dynamics CRM experience and previous experience with healthcare analytics is a significant plus.

Professional Development

• As a potential stepping-stone towards becoming a field sales executive, a BDM will be encouraged to collaborate with and support Sales VPs to bring their sourced opportunities to positive closure.
• A BDM is encouraged to increase their sales experience by observing and, when appropriate, participating in phases of a sales cycle that go beyond traditional Business Development activities such as review and comment on RFIs and RFPs, online and in-person sales meetings, contracting, solution implementation and post-production follow-up.

Mental Requirements

• Demonstrated ability to balance activities across multiple internal customers, campaigns, tasks, and performance pressures.
• Strong analytical skills with the demonstrated ability to research prospective customers and plan sales prospecting activities accordingly.
• Strong interpersonal skills required. Understands that internal customers’ interests are best served through continuous prospecting and intelligence gathering activities and proactive communication with sales partners.
• Must be able to perform daily functions with little or no direct supervision.

Physical Requirements and Working Conditions

• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Repeating motions that may include the wrists, hands and/or fingers.
• Must be able to provide high-speed internet access / connectivity and office setup and maintenance.
• Must be able to provide a dedicated, secure work area

Base compensation ranges from $105,000 to $120,000. Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs.

This role is eligible for commission.

Cotiviti offers team members a competitive benefits package to address a wide range of personal and family needs, including medical, dental, vision, disability, and life insurance coverage, 401(k) savings plans, paid family leave, 9 paid holidays per year, and 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service with Cotiviti. For information about our benefits package, please refer to our Careers page.

Since this job will be based remotely, all interviews will be conducted virtually.

Date of posting: 06/25/2024

Applications are assessed on a rolling basis. We anticipate that the application window will close on 08/25/2024, but the application window may change depending on the volume of applications received or close immediately if a qualified candidate is selected.

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