Business Development Manager, Workers Compensation

Ivyrehab•Philadelphia, PA

1d•Onsite

About The Position

As a Business Development Manager (BDM), Workers Compensation at Ivy Rehab, you will play a key role in promoting our clinics' services to physicians, employers, nurse case managers (NCMs), and practices within a designated region. Collaborating closely with sales and cross-functional leadership teams, you will implement a strategic approach to drive overall referral growth, specifically targeting Workers' Compensation (WC) injury cases within your territory. This position involves daily outreach to referral sources and WC stakeholders, coordinating and executing sales initiatives, and driving growth through networking and educational events. Candidates must be based in the Philadelphia market due to regular field travel requirements.

Requirements

Proven sales or business development experience, showcasing a successful track record.
Strong ability to understand medical terminology and Workers' Compensation dialogue, allowing for confident communication with medical staff and stakeholders.
Comfort with public speaking and creating networking opportunities.
Ability to collaborate effectively in a team setting while also exhibiting leadership qualities.
A competitive and creative approach to identifying and pursuing new opportunities.
Flexibility to attend pre-scheduled appointments or in-services during evenings or weekends, as needed.
One to two years of Workers’ compensation experience.

Nice To Haves

Preferred Bachelor’s degree in Business, Communications, Marketing, Kinesiology, or a related field.

Responsibilities

Clearly articulate Ivy Rehab's value proposition and unique differentiators to potential referral partners.
Identify and establish relationships with targeted referral sources and WC stakeholders, including payors/networks, employers, physicians, and NCMs—both from existing networks and new prospects.
Arrange and attend in-person appointments, in-services, and other engagements with stakeholders, focusing on relationship-building through cold calling and direct visits to referral sources.
Innovate strategies to strengthen relationships and enhance the Ivy Rehab brand amongst new and existing referral sources.
Collaborate with regional operations and Regional Directors to align efforts and drive success.
Identify, coordinate, and participate in relevant WC conferences and networking events.
Regularly communicate with the Director of WC Business Development, Regional Operations Directors, and Regional Directors of Business Development about trends, customer needs, and opportunities (e.g., scheduling, industrial services, physician engagement).
Foster successful working relationships with clinical staff, especially the Regional WC Champion, to help achieve clinic objectives.
Utilize Salesforce, MS Office, and other systems to track and analyze activities with referral sources to drive incremental growth.
Develop relationships with external stakeholders, including physicians, payors/networks, employers, hospitals, health systems, athletic programs, schools, and club sports.
Exercise fiscal responsibility in managing company funds allocated for sales and marketing activities.
Maintain a professional and positive demeanor reflecting Ivy Rehab's brand standards.
Expand the referral base by increasing the number of referring physicians and encouraging current physicians to refer more patients to Ivy Rehab.
Assist in the launch of new clinic sites within your region, actively participating in the 180-day planning and sales cycle.
Achieve quarterly sales targets.