Market Development Director

Description

Why Work for Us?

As a company, we are dedicated to treating each other and our employees with compassion, respect, and care. This has contributed to our ability to help others and to proudly say we have been named one of the nation’s Best and Brightest Companies to work for eight years in a row.
 

R3 firmly believes that working together to achieve greatness is imperative to positively impacting the lives of others. This collaborative spirit is part of everything we do. Our leadership and diverse team members all embrace this truth: when we join forces, we are unstoppable when it comes to making tomorrow better than today for people.
 

R3 Continuum provides eligible full-time employees with a comprehensive benefits package including medical, dental, vision, life, disability insurance, a 401(k) retirement plan with company matching, paid time off, paid parental leave, bonus program, and more.

Join a company dedicated to helping people and organizations thrive.

Position Summary

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.

Essential Functions

• 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.

Secondary Functions

• Participate in department and company meetings, as requested
• Perform other duties as assigned

Requirements

 Required Skills/Abilities:

• 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

Education & Licensing

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

Experience

• 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.
• 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.

Working Conditions: Work is generally sedentary in nature but may require standing and walking for up to 10% of the time. Lighting and temperature are adequate, and there are no hazardous or unpleasant conditions caused by noise, dust, etc. Work is generally performed within an office environment, with standard office equipment available. This position may require periodic travel for client and partner meetings, conferences, industry events, and other business-development activities. 

The starting pay range for this position is $123,009 – 145,000/annually. The position’s pay range represents the national average pay for similar roles. R3 considers factors such as (but not limited to) experience, internal pay equity and other business considerations when extending an offer.

All applicants must reside in the United States. Employment contingent on a successful background check, work history verification, reference checks, and signing a non-disclosure agreement.
 

R3 Continuum is committed to providing reasonable accommodations to qualified individuals with disabilities in the employment application process. For individuals with disabilities who would like to request an accommodation, please contact our Human Resources department at [email protected].