Business Development Representative

Build a Market. Build Relationships. Build Your Career.

Empower is seeking a driven, field-focused Business Development Representative to expand our presence within the personal injury market. This is a true business development role centered on opening new doors, creating referral partnerships, and building a book of business from the ground up.

We are not looking for someone to simply maintain relationships. We are looking for someone who creates them.

The right candidate is a disciplined hunter who thrives in the field, takes ownership of a territory, embraces accountability, and uses CRM as a competitive advantage. This person is persistent, highly self-motivated, comfortable hearing “no,” and committed to earning long-term trust through consistent follow-through.

This is not a desk-based account management position. It is a field sales role for someone who wants to build a market, develop meaningful relationships, and grow into a high-performing healthcare business development professional.

Primary Role Focus

The position is structured around:

• 70% new business development and territory building
• 20% relationship management and account growth
• 10% CRM management, reporting, and internal collaboration

Key Responsibilities

Build a New Book of Business

• Develop an assigned territory through consistent prospecting, field activity, and relationship building.
• Identify and secure new referral partnerships within the personal injury market.
• Build relationships with personal injury attorneys, paralegals, chiropractic clinics, physical therapy practices, orthopedic groups, pain management physicians, imaging centers, urgent care providers, case managers, and other referral sources.
• Generate new business through disciplined outreach, networking, events, lunch-and-learns, education, and follow-up.
• Build a sustainable book of business that produces recurring referrals.
• Treat the assigned territory like a business and take full ownership of its growth.

Live in the Field

• Spend the majority of the workweek meeting prospective and existing partners face-to-face.
• Conduct regular office visits, scheduled meetings, drop-ins, networking events, lunch-and-learns, and community outreach.
• Develop efficient daily and weekly territory plans to maximize market coverage.
• Organize and lead lunch-and-learns, educational presentations, and referral partner meetings.
• Become a recognizable and trusted presence throughout the local personal injury community.
• Create opportunities through consistent field activity rather than waiting for leads to arrive.

Relationship Selling

• Build long-term partnerships rather than pursue one-time transactions.
• Understand each prospective partner’s practice, referral needs, patient population, and operational challenges.
• Position Empower’s services as a valuable extension of the partner’s practice and case strategy.
• Deliver exceptional responsiveness, communication, and follow-through.
• Maintain regular contact with referral partners and continue developing relationships after the first referral.
• Become the first call for partners that need coordinated care.

Own the Sales Pipeline

• Consistently generate qualified opportunities and move them through the sales process.
• Maintain a healthy pipeline across all stages of development.
• Follow a structured outreach cadence while adapting communication to each relationship.
• Continue following up until an opportunity is won, lost, paused, or formally disqualified.
• Identify inactive, dormant, and underdeveloped accounts and create plans to reactivate or grow them.
• Maintain accurate forecasts and clearly communicate expected referral activity.

CRM Excellence

• Use the CRM every day as the central system for managing the territory and book of business.
• Document all office visits, meetings, calls, emails, referrals, partner information, and follow-up activity.
• Maintain complete and accurate contact and account records.
• Keep pipeline stages, next steps, referral opportunities, and projected outcomes current.
• Use CRM data to prioritize opportunities, identify gaps, measure activity, and improve territory performance.
• Complete all required CRM documentation promptly rather than treating it as an end-of-week administrative task.
• Understand that activity not entered into the CRM is considered activity that did not occur.

Education and Outreach

• Present Empower’s services, care model, referral process, and value proposition clearly and professionally.
• Conduct educational meetings for attorneys, legal staff, medical providers, case managers, and referral teams.
• Represent Empower at industry events, networking functions, conferences, and community activities.
• Tailor presentations and conversations to the needs of each audience.
• Identify opportunities for collaborative events, educational programs, and market partnerships.

Internal Collaboration

• Work closely with the Growth team, Case Management, Clinical Operations, Scheduling, Marketing, and Leadership to support a strong referral partner experience.
• Help ensure that new referrals are communicated, scheduled, and managed effectively.
• Provide market feedback regarding competitor activity, referral barriers, service needs, and growth opportunities.
• Escalate partner concerns quickly and participate in resolving issues.
• Coordinate with Marketing on campaigns, events, collateral, and outreach initiatives.
• Participate in weekly sales and marketing meetings, pipeline reviews, coaching sessions, and performance reviews.

Continuous Growth and Sales Development

• Participate actively in sales coaching and mentorship.
• Learn and apply proven relationship-selling, consultative selling, and Lean sales methodologies.
• Accept direct feedback and translate coaching into improved field performance.
• Continuously refine prospecting, communication, account development, and closing skills.
• Share successful approaches and market intelligence with the broader sales team.
• Demonstrate the potential and desire to grow into greater responsibility over time.

Required Qualifications

• 2 to 5 years of experience in outside sales, business development, territory development, or relationship-based sales.
• Demonstrated experience creating new business through prospecting, networking, and direct outreach.
• Experience building a territory or book of business rather than only servicing established accounts.
• Strong working experience with a CRM platform such as Salesforce, HubSpot, Zoho, Microsoft Dynamics, or a comparable system.
• Proven ability to manage multiple prospects, accounts, and follow-up activities simultaneously.
• Excellent interpersonal, communication, presentation, and relationship-building skills.
• Strong organizational and time-management abilities.
• Ability to work independently without constant supervision.
• Valid driver’s license, reliable transportation, and willingness to travel throughout the assigned territory.

Preferred Qualifications

• Experience in healthcare, personal injury, legal services, workers’ compensation, medical sales, or provider relations.
• Existing relationships within the personal injury, legal, or healthcare community.
• Experience selling services through trust-based, long-cycle relationships.
• Experience conducting lunch-and-learns, educational presentations, or networking events.

The Right Person Is

• A self-starter.
• Driven by goals, competition, progress, and measurable results.
• Persistent enough to keep following up without becoming unprofessional.
• Confident walking into unfamiliar offices and starting conversations.
• Comfortable creating opportunities from nothing.
• Resilient when faced with rejection, delays, and difficult prospects.
• Highly accountable for activity, pipeline, and results.
• Organized enough to manage a large number of relationships without losing track of details.
• Coachable and eager to improve.
• Fast-moving, adaptable, and comfortable operating in an entrepreneurial environment.
• A relationship builder who understands that trust must still lead to measurable business.
• A field-oriented professional who takes pride in being visible, responsive, and dependable.
• A disciplined CRM user who understands that accurate data drives better sales decisions.

Who Should Not Apply

This position is not for everyone.

Please do not apply if:

• You prefer working behind a desk instead of spending your days in the field.
• You want to inherit an established book of business rather than build one.
• You are uncomfortable walking into new offices, introducing yourself, and creating opportunities from scratch.
• You need constant direction or daily supervision to remain productive.
• You dislike prospecting, networking, or hearing “no.”
• You are unwilling to use a CRM every day.
• You believe relationship selling means socializing without producing measurable results.
• You avoid difficult conversations or stop following up after initial rejection.
• You are uncomfortable being evaluated against activity, pipeline, referral, and revenue expectations.

What Success Looks Like

Successful Business Development Representatives at Empower:

• Build a strong and expanding book of business.
• Create a consistent pipeline of qualified referral partners.
• Generate recurring referrals from a growing number of active accounts.
• Develop trusted relationships throughout the personal injury community.
• Consistently meet or exceed field activity, meeting, pipeline, and referral expectations.
• Maintain accurate, complete, and current CRM records.
• Follow through quickly and professionally.
• Bring useful market intelligence back to the organization.
• Demonstrate continuous improvement through coaching and disciplined execution.
• Become known internally and externally as dependable, responsive, and relentless.

Performance Expectations

Performance will be measured through a combination of:

• New qualified referral partners.
• New active referral sources.
• Referral volume and growth.
• Field visits and meaningful partner conversations.
• Meetings and lunch-and-learns.
• Pipeline development and conversion.
• Account activation and reactivation.
• CRM accuracy and completion.
• Follow-up discipline.
• Territory growth.
• Partner retention and satisfaction.

Why Empower

Empower is building a connected healthcare network designed to improve how injured patients access care and how attorneys, providers, and healthcare partners work together.

This role offers the opportunity to help build a market rather than simply step into an established system. You will receive leadership access, mentorship, sales coaching, modern technology, and the opportunity to develop into a larger role as the business grows.

For the right person, this is an opportunity to build a meaningful book of business, develop a strong professional reputation, and create a long-term career in healthcare business development.

If you are driven, self-directed, relentless in the field, disciplined in your use of CRM, and motivated by the challenge of building something from the ground up, we want to meet you.