Senior Business Development Manager, Workers’ Compensation

The Business Development Senior Manager collaborates with department leadership to develop and execute strategic growth initiatives for the Workers’ Compensation and Personal Injury, ensuring alignment with the organization’s overall vision and objectives. This role leads marketing, referral development, and customer satisfaction efforts while serving as a key liaison between the practice, clients, attorneys, employers, and workers’ compensation community stakeholders.

The Senior Manager works closely with operational leadership. This role supports strategic planning efforts and leads the execution of growth initiatives.

As a key member of the Business Development team, this role is responsible for building, enhancing and sustaining strong referral relationships, while driving measurable growth across Workers’ Compensation programs.

Key Responsibilities

• Lead the Workers’ Compensation and PI marketing strategy and growth initiatives for the organization
• Analyzes volume trends to identify opportunities and drive new business growth
• Develop, manage and expand relationships with existing referral sources and identify opportunities for deeper integration
• Utilize data-driven strategies to increase practice presence and market penetration within Workers’ Compensation and PI programs
• Conduct in-depth client and prospect needs assessments and develop comprehensive solution proposals
• Analyze assigned territories and accounts to identify performance gaps and implement targeted growth strategies
• Prospect, identify, and develop new referral relationships with attorneys, employers, adjusters and other key stakeholders
• Build and maintain strong relationships to retain, renew and grow existing accounts
• Lead the development and implementation of specialty programs to support referral growth
• Identify and resolve referral account issues to ensure satisfaction throughout the sales and service delivery process
• Monitor satisfaction of patients, referral sources, and other customers
• Network and represent the organization at community events, committees and professional conferences
• Coordinate and support professional development opportunities and community outreach initiatives
• Review month-end practice performance reports including new patient volumes, revenues and new panels
• Prepare and present monthly performance reports to leadership
• Communicate plans, progress and outcomes clearly to team members and leadership
• Ensure all meetings, activities and events are accurately documented in Salesforce
• Manage the creation and development of marketing materials, promotional items and other resources supporting the Workers’ Compensation and PI program
• Contribute to a high-performing, growth-focused culture aligned with profitability and organizational objectives

Requirements

EDUCATION AND EXPERIENCE

• Bachelor’s degree or commensurate experience.
• Minimum 7 years relevant experience in a consultative sales role, with additional core skills of communication, interpersonal relationships and negotiation?
• Healthcare and sales experience preferred, with an understanding of managed care, reimbursement dynamics (payor strategy)??

SKILLS/ABILITIES

• Ability to track, trend and understand data relevant to growth and opportunity
• Driven and self-motivated with the ability to perform at a high level working autonomously when needed
• Understanding of business data/outcomes and experience using data to support/refute hypotheses, build strategies and guide actions
• Technically literate with computer proficiency with Microsoft Office, CRM platform(s) and EMRs
• A client service mentality – you understand that we exist to support and deliver for the practices that are part of UMP
• Passion and infectious enthusiasm for the brand you represent

PHYSICAL DEMANDS

While performing the duties of this job, employee is regularly required to sit, stand, walk, reach with hands and arms, and to talk and hear. Employee may be occasionally required to climb or balance, stoop, kneel, or crouch. Employee must occasionally lift, push and/or move up to 30 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

WORK ENVIORNMENT?

Work may be fast-paced and intense at times. Interaction with others is constant and interruptions may occur. Schedule requires flexibility to occasionally include evenings, early mornings, and weekends.