Market Development Director

R3 CONTINUUM LLC•Bloomington, MN

6d•$123,009 - $145,000•Hybrid

About The Position

The Market Development Director is responsible for building and scaling the market for R3’s Proactive Intervention solution. This consultative sales leader will develop new clients and channel partnerships across workers’ compensation, commercial auto and casualty, disability and absence, self-insured employers and fleets, TPAs, captives, brokers, and consultants. The role will position Proactive Intervention as an early behavioral health engagement strategy that helps organizations address the human factors that can increase claim complexity, delay recovery and return to work or duty, elevate litigation risk, and create operational disruption. This is a category-building role for a strategic commercial leader who can educate the market, create demand, open executive-level relationships, and establish a repeatable growth engine for differentiated solutions.

Requirements

Ability to translate human outcomes into measurable business value, including potential impact on claim costs, total cost of risk, claim severity and duration, litigation exposure, lost time, and operational continuity.
Confidence engaging senior leaders and cross-functional buying groups across financial, operational, clinical, risk, claims, safety, HR, benefits, legal, and procurement functions.
Excellent presentation, writing, negotiation, account strategy, and executive communication skills.
Commercial judgment, curiosity, persistence, and comfort building a category rather than inheriting a mature playbook.
Familiarity with partner-led growth, pilot programs, broker roadshows, insurance conferences, and national-account selling.
Excellent time management skills with a proven ability to meet deadlines
Strong analytical and problem-solving skills
Ability to function well in a high-paced and at times stressful environment
Proficient with Microsoft Office Suite or related software
Bachelor’s degree in business, marketing, risk management, insurance, healthcare administration, or a related field required.
10 years in B2B consultative sales, partnerships, channel development, or market development, with meaningful exposure to one or more relevant fields such as insurance, risk, claims, workers’ compensation, commercial auto, casualty, disability or absence, occupational health, workforce health, safety, captives, or enterprise employers, required.
Demonstrated success creating demand for a new or emerging solution, opening new markets, securing executive sponsorship, and closing complex enterprise or channel-driven opportunities required.
Experience with claims economics, lost-time claims, return-to-work, psychosocial risk factors, litigation escalation, managed care, nurse case management, or carrier and TPA workflows required.

Nice To Haves

Experience in commercial auto, bodily injury, fleet or casualty claims, captives, disability or absence, occupational health, injury recovery, critical incident support, EAP, or workforce wellbeing preferred.
Experience selling to complex, risk-bearing employers in transportation, logistics, manufacturing, construction, utilities, retail and distribution, public sector, first responders, or healthcare operations preferred.

Responsibilities

Lead the acquisition and expansion of R3’s first wave of Proactive Intervention clients and channel partners.
Create demand for Proactive Intervention as a strategy to support recovery, improve return-to-work or return-to-duty outcomes, reduce claim complexity and associated costs, mitigate litigation risk, and strengthen workforce continuity.
Build repeatable go-to-market motions across workers’ compensation, commercial auto and casualty, self-insured employers and fleets, TPAs, captives, and broker or consultant channels.
Turn market learning into sharper positioning, referral triggers, packaging, pricing, implementation models, and proof points.
Build a focused go-to-market plan, named-account strategy, and qualified pipeline across priority segments.
Generate opportunities through executive outreach, outbound prospecting, channel activation, conferences, referrals, and partnerships.
Test segment and buyer response, then provide structured feedback that improves commercial strategy.
Lead discovery with claims, risk, safety, HR, finance, legal, operations, and benefit management stakeholders.
Uncover the emotional, communication, recovery, return-to-work or return-to-duty, attorney-involvement, and total-cost-of-risk factors affecting claims.
Build clear business cases and value narratives for carriers, self-insured organizations, fleets, TPAs, and captive portfolios.
Guide complex opportunities from first conversation through proposal, contracting, implementation, and early expansion.
Develop referral, reseller, co-sell, pilot, embedded-service, and preferred-partner pathways.
Partner with Marketing on industry messaging, webinars, conference strategy, thought leadership, target-account campaigns, and partner enablement.
Represent R3 as a credible market ambassador for early behavioral health intervention and proactive support for injured employees, drivers, passengers, claimants, and other people affected by workplace injuries, collisions, illnesses, or disruptive events.
Maintain strong CRM discipline, qualification, forecasting, next-step clarity, and pipeline hygiene.
Create reusable discovery tools, objection handling, target-account criteria, buyer maps, and sales assets.
Collaborate closely with Clinical, Operations, Implementation, Marketing, Customer Partnerships, and Finance to ensure that proposed and contracted solutions align with R3’s service capabilities, implementation requirements, and client expectations.
Participate in department and company meetings, as requested
Perform other duties as assigned