Market Development Director

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