Personal Injury Business Development Manager

About the role

The Senior Wellness Referral Representative plays a critical role in driving sustained growth through strategic referral partnerships, employer wellness relationships, and community-based outreach initiatives. This role blends quota-carrying business development, corporate wellness, and market-facing leadership, serving as a primary growth driver across assigned territories.

This position is central to the development of Medulla's Strategic External Patient Referral function, while also supporting community outreach programs, clinic performance goals, and sales team development. The ideal candidate is a relationship-driven leader who thrives in a fast-paced growth environment and can operate both strategically and tactically in the field.

Position Overview

The Senior Wellness Referral Representative is responsible for identifying, developing, and expanding high-value referral partnerships while executing community outreach initiatives that drive new patient acquisition. This role meets monthly and quarterly performance targets by prospecting, presenting, proposing, and closing partnerships with:

• Personal Injury (PI) attorneys
• Orthopedic and specialty medical providers
• Urgent care centers and physician-led clinics
• Large employer groups and workplace wellness programs
• Community organizations and local businesses

Essential Functions & Responsibilities

Strategic Partnership & Business Development

• Build, manage, and grow long-term referral partnerships across healthcare, legal, and employer ecosystems.
• Serve as the face of Medulla LLC and Chiro One in assigned territories and regional markets.
• Conduct on-site visits, presentations, and negotiations to educate partners on Medulla's care model and value proposition.
• Secure partnership commitments and ensure seamless onboarding and activation.

Corporate Wellness & Community Outreach

• Execute Medulla and Chiro One's Community Outreach Program, including spinal health screenings, workshops, health fairs, and wellness events.
• Develop and nurture employer wellness relationships that drive sustained patient acquisition.
• Support the development and execution of regional marketing and outreach calendars in partnership with Marketing.

Market & Territory Development

• Map assigned territories to identify high-value partnership and growth opportunities.
• Develop territory strategies that increase referral volume, event effectiveness, and brand presence.
• Track referral trends, outreach performance, and conversion metrics to optimize results.

Relationship & Account Management

• Serve as the primary relationship manager for strategic partners and key accounts.
• Maintain regular communication to ensure exceptional partner experience and retention.
• Coordinate with clinic teams to ensure smooth referral flow and patient experience.

Leadership & Team Development

• Support and mentor sales team members through onboarding, training, and ongoing development.
• Assist with leadership succession planning and sales team mentorship initiatives.
• Lead by example in professionalism, accountability, and performance standards.

Performance Tracking & Reporting

• Input daily activities, events, and outcomes into CRM and tracking systems.
• Monitor and report on partnership performance, outreach ROI, and revenue impact.
• Provide insights and recommendations to leadership on market opportunities and process improvements.

Minimum Qualifications

• 5+ years of experience in business development, wellness sales, physician liaison, or partnership-driven sales roles.
• Proven track record of achieving and exceeding sales or referral-based performance metrics.
• Experience in healthcare, wellness, or B2B/B2C sales environments strongly preferred.
• Strong understanding of employer benefits, healthcare referral models, or PI ecosystems (PI experience a plus).
• Demonstrated ability to build processes, manage territories, and operate independently.
• Proficiency with CRM systems and Microsoft Office tools.
• Willingness to travel within assigned territories, including occasional overnights and weekends.
• Additional Information: #ZR