Business Development Representative

Empower Psychological Services, PLLC; Phoenix (AZ); On-site; USD 60,000 - 85,000; Full time

Job summary

Empower Psychological Services, PLLC in Phoenix, AZ is seeking a driven Business Development Representative to expand our presence in the personal injury market. This field-focused role centers on opening new doors, creating referral partnerships, and building a book of business from the ground up.

You will spend most weeks in the field meeting prospective partners, manage CRM diligently, and develop territory plans to drive consistent referrals and revenue growth.

Qualifications

• 2–5 years of outside sales, business development, or territory development experience.
• Proven ability to build a new book of business through prospecting and networking.
• Experience with CRM systems (Salesforce, HubSpot, Zoho, or Dynamics).
• Excellent interpersonal and presentation skills.
• Strong time-management and self-motivation.

Responsibilities

• Develop an assigned territory through outreach and face-to-face meetings.
• Identify and secure new referral partnerships in personal injury.
• Build lasting relationships with attorneys, clinics, and medical providers.
• Manage CRM activity, pipeline, and forecasting.
• Lead lunches, educational meetings, and referral partner events.
• Collaborate with Growth, Marketing, and Leadership to maximize referrals.

Skills

CRM proficiency

Prospecting

Relationship-building

Communication

Time management

Presentation skills

Self-motivation

Negotiation

Tools

Salesforce

HubSpot

Zoho CRM

Microsoft Dynamics

Job description

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

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.