Director of Business Development (Workers’ Compensation)
About The Position
Join a mission-driven organization focused on delivering high-quality behavioral health and specialty evaluation services within the workers’ compensation space. This role offers the opportunity to shape growth strategy, build meaningful industry partnerships, and contribute to improved outcomes for injured workers while advancing your leadership career. The Director of Business Development – Workers’ Compensation is responsible for driving revenue growth and expanding market presence within the workers’ compensation sector. This role focuses on developing strategic partnerships, securing contracts, and increasing utilization of behavioral health and specialty evaluation services across payer organizations.
Requirements
- 7–10+ years of business development or sales experience in workers’ compensation
- Proven success closing contracts and growing accounts with TPAs, carriers, and employers
- Strong existing network within the workers’ compensation ecosystem
- Experience selling healthcare services, behavioral health, or specialty evaluations
- Deep understanding of claims workflows, utilization management, and cost containment strategies
- Strong negotiation, presentation, and relationship management skills
- Ability to navigate complex, multi-stakeholder sales cycles
- Experience with TPAs, carriers, and employers
- Knowledge of claims workflows and UM
- Strong negotiation and presentation skills
- Ability to manage complex sales cycles
Nice To Haves
- Background in behavioral health, rehabilitation, or medico-legal services
- Experience with managed care networks or vendor panels
- Familiarity with multi-state workers’ compensation environments
- Preferred: behavioral health background
- Preferred: multi-state WC experience
Responsibilities
- Develop and execute strategic business development plans to drive revenue growth within workers’ compensation
- Identify, pursue, and close new business opportunities with insurance carriers, TPAs, self-insured employers, and managed care organizations
- Build and maintain strong relationships with key stakeholders, including claims leadership, medical directors, vendor management teams, and nurse case managers
- Promote and drive adoption of services such as neuro evaluations, psychological evaluations, spinal cord evaluations, and therapeutic services
- Lead contracting efforts including RFP/RFI responses, negotiations, and securing preferred vendor status
- Collaborate with clinical and operations teams to ensure alignment with payer expectations and service delivery excellence
- Track and report on pipeline activity, revenue growth, and performance metrics
- Represent the organization at industry conferences and workers’ compensation-focused events
- Support the development of scalable and repeatable business development processes
Benefits
- On-Target Earnings (OTE): $200,000 – $300,000+ with uncapped commission, accelerators, and performance-based bonuses
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
