Business Development Manager - (Workers Compensation/Occupational Health) - Atlantic Health System

Atlantic Health System is seeking a Business Development Manager who is highly skilled in sales and account management with experience working in Workers’ Compensation and Occupational Health. Existing knowledge of Workers’ Compensation in NJ and experience working with WC managed care companies, adjustors, employers, and case managers is essential.

This position will be based at 101 Madison Ave, Morristown NJ location.

Summary 

This Business Development Manager is responsible for the overall management, growth and Atlantic Health System-wide Workers Compensation (WC) and Occupational Health (OH) strategy system-wide.  

The position reports to the Director of Corporate Health and is a high-visibility position that will interact with a broad array of NJ Employers, Joint Insurance Funds, Health Insurance Funds, NJ Brokers and Workers’ Compensation Insurance Companies, Insurance Adjusters and the already existing hospital departments and practices providing WC and OH services. 

Essential Functions

• Responsible for development of sales strategy for Workers Compensation and Occupational Health
  • Develop measurable sales growth goals for new clients and upsale of current client base
  • Provide management and oversight to 1 FTE account manager and 1 FTE coordinator
• Provide and oversee account management and sales by developing relationships with client executives, WC managed care leaders, adjustors, nurse case managers, supervising physicians and other local health care providers as needed.
  • Attends industry conferences and trade shows to exhibit and promote WC/OHP Program
  • Present WC Program to new clients and provide refresher training to current clients and their claims handlers
  • Resolve services issues/complaints by gathering all relevant information and working with appropriate AHS departments including WC Operations, billing, urgent care, etc.  End goal is to find root cause and long term resolution.
  • Communicate network additions and changes to relevant managed care companies, adjustors and clients
  • Provide and work through case studies for Workers’ Compensation using ODG software as part of account management strategy
• Responsible for managing corporate client relationships around Occupational Health and Workers Compensation including: developing a professional and personal relationship that engenders trust and respect; promoting companies ethics and values; understanding the organizational and political environment of the client; understanding contractual obligations & history of client relationships; determining how client will evaluate our performance; serving as a client advisor on clinic operational issues; and developing and strengthening our relationships with local and corporate client leadership.
• Participate on team that is pulling together already existing network AHS Occupational Health and Workers Compensation services in order to function as a network of work-related services for employers.  This includes: Atlantic Health System Workers’ Compensation Hotline, Chilton Occupational Health Center, Atlantic Advanced ED Urgent Care and Atlantic Health Urgent Care locations, existing Atlantic Medical Group practices, Work Med and other urgent care practices that are being onboarded.
  • Work with AHS insurance network group on taking inventory of current business and identifying growth potential
  • Review current business models.
• Work closely with AHS corporate office to share information and improve the quality of our clinic services and solve problems in the field.
  • Assist in the marketing/sales of services including: entry into other client locations and renewal of contracts.
  • Assist internal corporate departments as needed from a field perspective.  
  • Assist in new program development to communicate the needs of the Corporate clients around the delivery of Corporate Health and Wellness services.  Examples include: creation of new programs, lecture content and delivery, etc.
• Institute and participate in regular staff meetings and operations management team meetings
• Work to build a culture of collaboration and accountability within market among and between company associates, client associates, collaborating providers and local health providers. 
• Promote positive patient experiences throughout the community and region.
• Work effectively and relates well with others including supervisors, colleagues, and individuals both inside and outside of AHS to maintain constructive working relationships.
• Cross work and be knowledgeable on all Atlantic Health Direct to Employer products in conjunction with the Corporate Health team.
• New projects as assigned

Atlantic Corporate Health tailor’s employee health programs for over 50,000 employees in several hundred companies, including pharmaceutical corporations, manufacturing companies, Fortune 500 businesses and municipal governments. Our goal is to customize cost-saving health care and behavioral health services through a variety of innovative solutions. Our programs are delivered by Atlantic Health System clinicians. An employee health program with Atlantic Corporate Health will have a positive impact on both employers and employees alike. Corporate wellness initiatives lower costs of health care for businesses and consumers by encouraging proactive wellness programs and offering employees cost-effective, convenient, and quality care. According to the United States Department of Health and Human Services, wellness programs have a median return on investment of up to three dollars for every dollar spent.