Director of Business Development (Workers’ Compensation)

About this role

Job Title: Director of Business Development – Workers’ Compensation
Location: Phoenix, AZ
Hours & Schedule: Full-time, normal business hours
Work Environment: Onsite
Travel Required: Frequent travel for client meetings, conferences, and industry events
Base Salary: $120,000 – $150,000
Bonus Offered: On-Target Earnings (OTE): $200,000 – $300,000+ with uncapped commission, accelerators, and performance-based bonuses

Why work with us:
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.

What our ideal new team member looks like:
A strategic, relationship-focused leader with deep expertise in workers’ compensation and a strong network across carriers, TPAs, and self-insured employers. This individual is results-driven, excels in complex sales environments, and is passionate about expanding access to specialized healthcare services.

Job Summary:
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.

Job Duties & 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

Prerequisites / License & Certification 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
Preferred: Background in behavioral health, rehabilitation, or medico-legal services
Preferred: Experience with managed care networks or vendor panels
Preferred: Familiarity with multi-state workers’ compensation environments

If you meet all of our criteria and would like to be considered please apply with your most updated Resume/CV. Cover Letter and references are preferred but optional. We look forward to meeting with you!
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
Knowledge of claims workflows and UM
Strong negotiation and presentation skills
Ability to manage complex sales cycles
Experience with TPAs, carriers, and employers