Director, Workers Compensation Business Development

POSITION SUMMARY: Lead strategic growth initiatives across the Workers’ Compensation sector by identifying new markets, building strategic partnerships with employers and payors in the states Phoenix and its affiliates operate in additional to operational guidance and development. Responsible for sourcing and nurturing referral relationships, analyzing market and performance data, and developing strategic plans to expand revenue and profitability reviewing operational metrics and ensuring appropriate implementation of Work Comp guidelines . Works cross-functionally to ensure growth initiatives support overall business and operational objectives.

KEY RESPONSIBILITIES: 

• Identify new business opportunities, revenue sources, markets, on-site visits and distribution channels for Workers’ Compensation services
• Develop and maintain a database of business targets through referrals, cold calling, email, direct mail, and in-person networking
• Maintain and grow relations with TPAs, Insurance Company’s, Nurse Case Managers etc.
• Engage in direct marketing with referral sources, industry representatives, and insurance professionals to increase brand awareness

• Cultivate and strengthen relationships with brokers, agents, employers, payors, physicians, and other referral partners to grow the client base
• Serve as liaison between outpatient offices and referral targets to facilitate ongoing communication and service alignment

• Build and execute growth and operational strategies to increase market share and profitability
• Analyze market trends, competitor activities, and industry shifts to inform business and operational decisions

• Track key performance indicators (KPIs) and sales pipeline activity
• Maintain accurate records of all prospecting efforts, presentations, follow-ups, and outcomes (wins and losses)
• Develop action plans based on performance data and reporting

• Act as a subject matter expert in Workers’ Compensation products, services, and markets
• Train Community Relations Liaisons, AVPs and Clinic Directors on Workers’ Compensation implementation, growth and sales strategies

• Create and deliver compelling presentations tailored to targeted audiences

• Ensure full compliance with local, state, and federal regulations governing the marketing and sale of Workers’ Compensation services

• Attend industry-related networking events to generate leads and increase company visibility
• Frequent travel required to attend meetings, and events with employers and payors
• Perform other duties as assigned

Education / Training:

• Bachelor’s degree in marketing, sales, communications and/or public relations preferred.
• Work experience in physical therapy environment or workers compensation required.
• Knowledge of sales, marketing, public relations, and/or communications required.

Specialized Knowledge/Skills:

• Worker’s Compensation experience required.
• Proficiency with Microsoft Office tools with a sharp technical aptitude
• Ability to communicate effectively and professionally with a wide variety of people
• Strong organizational skills with attention to detail and accuracy
• Ability to handle multiple tasks in a busy environment

Physical Requirements:

• Varied activities including sitting, walking, squatting, stooping, lifting, bending, reaching.
• Must be able to exert up to 25 pounds of force occasionally and to lift 50 pounds.