Business Development Manager - Workers' Compensation

Ivy Rehab is an extraordinary network of 540+ best-in-class outpatient physical, occupational, speech and ABA therapy clinics in the Northeast and Mid-Atlantic (CT, NJ, NY, PA, DE, MA, RI), the Midwest (IL, IN, MI, OH, MN), and the Southeast (NC, SC, VA). With over 5,000 teammates and growing rapidly, our network consists of multiple brands in 15 states. Clinics within our network are dedicated to providing exceptional care and personalized treatment to 7,500+ patients - both adults and children - every day.
We’re looking for qualified, enthusiastic, and effective teammates to join our sales team and help our clinics deliver excellent care to more patients. At Ivy Rehab, we’re “all about the people,” which means we go out of our way to offer excellent career opportunities with the ability for growth, competitive compensation plans, and benefit packages.
Candidate must be located in the Chicagoland area with ability to travel into that region.

Job Description

The Business Development Manager- Workers’ Compensation (BDM-WC) is an individual contributor position. BDM-WC is responsible for promoting Ivy Rehab Network’s services to physicians, employers, payors and nurse case management groups in a specified geographical region. BDM-WC partners with existing BDM sales and cross-functional leadership teams to implement a territory strategy that generates overall WC referral and volume growth specific to Ivy expectations. In this role, BDM-WC will make daily connections with referral sources and other WC stakeholders to coordinate and execute sales, drive growth via all available channels, and conduct networking/educational events. BDM-WC will communicate with sales and operational leaders at a high level, and be fully responsible for the development of new store and same store growth throughout assigned region

Responsibilities

• Articulates Ivy Rehab’s workers’ compensation value proposition and differentiators
• Establishes targeted relationships with new and same store referral stakeholders: Payors/Networks, Employers, Physicians, NCM’s
• Prioritizes activity based on incremental referral opportunity
• Arranges and attends appointments, in-services, and other activities with key stakeholders and their staff through relationship-building, cold calling, and on-site visits to referral sources
• Thinks creatively to develop strategies for building relationships and enhancing the Ivy Rehab brand with both new and existing referral sources
• Builds successful working relationships with clinical staff, specifically Ivy regional workers’ compensation clinician champions, to ensure that Ivy clinical delivery and communication meets the needs of referral sources
• Host local Workers’ Compensation events and workshops to promote networking and market growth
• Identify, coordinate, and attend appropriate local/regional workers’ compensation related conferences and networking events
• Communicates with sales and operational leaders workers’ compensation volume trends and customer needs/opportunities
• Minimum of 10 face to face contacts / week
• Use of Salesforce to track growth activities
• Meet and exceed budgeted workers’ compensation new patient goals
• Exercises good judgment in the use of company funds for sales and marketing activities
• Maintains a professional, engaging, and positive image consistent with Ivy Rehab’s expectations
• Submits accurate and timely reports including expenses

Requirements

• Bachelor’s degree in Business Administration, Communications, Marketing, Kinesiology, or related fieldpreferred
• 2+ years of Workers’ Compensation Sales/Business Development experience with a proven track record of success and goal achievement
• Ability to understand WC specific dialogue and speak confidently with all stakeholders
• Comfortable and well-versed in creating networking opportunities and speaking publicly at events
• Ability to lead and works well within a team setting
• Competitive nature and creative thinking when taking on new opportunities
• Availability to attend pre-scheduled appointments or in-services on evenings or weekends, if needed

Language Skills:
Ability to read, write and speak English proficiently. Must be able to communicate effectively with patients and to document clearly to meet reimbursement requirements.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk or hear. The employee is required to stand the majority of their working hours; walk; use hands to finger, handle or feel; reach with hands and arms and frequently lift and or move up to 50 pounds. Moving, lifting or transferring of patients may involve lifting of up to 100 pounds.  The employee is occasionally required to sit and stoop, kneel, or crouch. Specific vision abilities required by this job include close vision, distance vision, and depth perception.
The Business Development Manager responsibilities are as described above and are subject to change in accordance with the policies and procedures of the accounts receivable department