Market Development Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and expand the market for R3’s Proactive Intervention solution.

• Spearhead the acquisition and growth of initial Proactive Intervention clients and channel partners.

• Generate demand to facilitate recovery, return-to-work or return-to-duty outcomes, minimize claim complexity and costs, reduce litigation risks, and enhance workforce continuity.

• Establish repeatable go-to-market strategies across insurance, employer, fleet, TPA, captive, broker, and consultant channels.

• Formulate go-to-market strategies, named-account plans, and qualified pipelines.

• Create opportunities through executive outreach, outbound prospecting, channel activation, conferences, referrals, and partnerships.

• Lead discussions with stakeholders in claims, risk, safety, HR, finance, legal, operations, and benefits.

• Construct business cases and value narratives for carriers, self-insured organizations, fleets, TPAs, and captive portfolios.

• Navigate complex opportunities from initial discussions through proposal, contracting, implementation, and early growth phases.

• Develop referral, reseller, co-selling, pilot, embedded-service, and preferred-partner pathways.

• Collaborate with Marketing on messaging, webinars, conferences, thought leadership, target-account campaigns, and partner enablement.

• Act as a market ambassador for R3, promoting early behavioral health intervention and proactive support.

• Uphold CRM discipline, ensuring qualification, forecasting, clarity on next steps, and pipeline hygiene.

• Create reusable discovery tools, objection handling strategies, target-account criteria, buyer maps, and sales materials.

• Work alongside Clinical, Operations, Implementation, Marketing, Customer Partnerships, and Finance teams.

• Attend departmental and company meetings and undertake other assigned tasks.

• Travel occasionally for client and partner meetings, conferences, industry events, and business development activities.

⛳️ Requirements

• Bachelor’s degree in business, marketing, risk management, insurance, healthcare administration, or a related field is required.

• A minimum of 10 years in B2B consultative sales, partnerships, channel development, or market development is required.

• Significant exposure to insurance, risk, claims, workers’ compensation, commercial auto, casualty, disability or absence, occupational health, workforce health, safety, captives, or enterprise employers.

• Proven success in generating demand for new or emerging solutions, opening new markets, securing executive sponsorship, and closing complex enterprise or channel-driven opportunities is 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 is required.

• Preferred 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.

• Ability to convert human outcomes into quantifiable business value.

• Confidence in engaging senior leaders and cross-functional buying groups.

• Exceptional presentation, writing, negotiation, account strategy, and executive communication skills.

• Strong commercial judgment, curiosity, persistence, and comfort in building a new category.

• 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 capabilities.

• Ability to perform well in a fast-paced and occasionally stressful environment.

• Proficient in Microsoft Office Suite or related software.

• Must be a resident of the United States.

• Successful completion of background checks, work history verification, reference checks, and signing a non-disclosure agreement are required.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• 401(k) retirement plan with company matching.

• Paid time off.

• Paid parental leave.

• Bonus program.

• Reasonable accommodations for qualified individuals with disabilities.