Business Development Representative

Job Description

Job Description

Salary: Competitive with market and commensurate with experience

INTEGRITY MEDICAL GROUP

Job Description

Position Title: Business Development Representative

Department: Marketing

Reports To: Director of Operations

Location: Field-based Central Florida (Greater Orlando, southwest through northwest)

Compensation: Competitive with market and commensurate with experience

At Integrity Medical Group, injured patients are at the center of everything we do. As the premier medical group serving those hurt in car accidents and slip and falls across Central Florida, we're entering an exciting period of growth. We're opening new locations and expanding our specialties to serve patients more completely than ever. It's a great time to join us.

Position Summary

The Business Development Representative is responsible for developing and maintaining Integrity Medical Group's referral source relationships throughout Central Florida. This is a field-based role focused on the professionals and practices that encounter patients injured in motor vehicle accidents, slip-and-fall incidents, and other personal injury events including personal injury attorneys and their firms, chiropractors, primary care and general practice physicians, physical therapy centers, urgent care clinics, and imaging centers.

Reporting to the Director of Operations, this role represents IMG's neurosurgery, orthopaedic surgery, and pain management services in the market, ensuring that referral sources understand IMG's providers, specialties, locations, and approach to caring for personal injury patients. The Business Development Representative serves as the ongoing point of contact for those relationships and is the organization's primary in-person presence in the assigned territory.

Core Responsibilities

1. Referral Source Development

• Identify and prioritize prospective referral sources across the assigned territory, including personal injury law firms, chiropractic offices, primary care and general practice offices, physical therapy centers, urgent care clinics, and imaging centers.
• Conduct in-person outreach to prospective referral sources to introduce IMG's providers, specialties, locations, and scope of services.
• Educate referral sources on how IMG comprehensively evaluates and treats patients injured in motor vehicle accidents, slip-and-fall incidents, and other personal injury events.
• Represent IMG's capabilities accurately and consistently, including specialties offered, provider availability, and locations served.
• Establish IMG's presence and name recognition among professionals who serve injured patients in the territory.

2. Relationship Management & Retention

• Maintain regular, planned in-person contact with established referral sources, with visit frequency reflecting the priority and activity of each relationship.
• Serve as the ongoing point of contact for referral source questions regarding IMG's services, providers, and locations, routing inquiries to the appropriate internal team when they fall outside this role's scope.
• Build and sustain working relationships at every level of a referral source's office office managers, intake coordinators, paralegals, and clinical staff not only with principals and partners.
• Identify referral source concerns and service issues in the field and surface them promptly to the Director of Operations and the relevant department leaders.
• Re-engage lapsed or dormant referral sources and understand what caused the relationship to cool.

3. Territory Coverage & Market Knowledge

• Manage an assigned territory covering Central Florida, primarily the southwest through northwest quadrants of Greater Orlando, planning routes and schedules to maintain consistent coverage.
• Maintain a current, working understanding of the local personal injury landscape, including referral patterns, competing providers, and market developments.
• Provide field intelligence to leadership regarding market gaps, competitive positioning, and growth opportunities.
• Maintain accurate and current knowledge of IMG's provider roster, specialty offerings, locations, and hours.

4. Events, Education & Community Presence

• Represent IMG at professional networking functions, legal and healthcare association meetings, and community events.
• Coordinate and support educational meetings and in-office presentations at referral source offices, working with IMG providers and leadership as appropriate.
• Distribute IMG-approved marketing materials and collateral to referral sources.
• Coordinate with leadership on event participation and sponsorship opportunities, obtaining approval before committing IMG to any expenditure or arrangement.

5. Reporting & Communication

• Document outreach activity including visits, contacts, meetings, and follow-up items and report it to the Director of Operations on an established cadence.
• Report on territory activity, referral source engagement, and market developments to leadership.
• Coordinate with internal teams so that what is communicated to referral sources in the field remains consistent with IMG's capabilities and processes.
• Participate in operational and leadership meetings as requested, contributing market and referral source perspective to planning discussions.

6. Professional Conduct & Compliance

• Represent IMG professionally and consistently with the organization's standards in every external interaction.
• Conduct all outreach and relationship activity in compliance with applicable federal and Florida law governing healthcare marketing and patient referrals, including the Florida Patient Brokering Act, and with IMG policy.
• Use only marketing materials, messaging, and representations approved by IMG leadership.
• Safeguard protected health information and comply with HIPAA in all external interactions.
• Escalate any proposed arrangement, request, or practice that may be inconsistent with law or IMG policy to the Director of Operations.

Core Competencies

• Relationship Building Establishes trust and durable professional relationships with attorneys, clinicians, and their staff over time rather than through one-time contact.
• Self-Direction Structures the day, plans coverage, and sustains consistent field activity without daily supervision.
• Territory Discipline Applies a deliberate, repeatable approach to coverage so that relationships are maintained rather than reactively pursued.
• Professional Credibility Speaks about injuries, diagnostics, and treatment pathways accurately enough to be taken seriously by clinical and legal audiences.
• Communication Communicates proactively and professionally with external partners and internal teams, and brings field information back into the organization.
• Integrity Represents IMG honestly, commits only to what IMG can deliver.

Experience & Skills

Education

• High school diploma or GED required.
• Bachelor's degree in marketing, business, communications, healthcare administration, or a related field preferred.

Required Experience

• Minimum of three (3) years of experience in outside sales, business development, physician liaison, or provider relations, with the majority of that time spent in the field rather than in an office.
• Demonstrated experience developing and maintaining referral or client relationships in a healthcare, legal, or professional services environment.
• Demonstrated ability to independently manage a defined geographic territory, including planning coverage and prioritizing accounts without daily supervision.
• Working knowledge of medical terminology sufficient to discuss injuries, diagnostic imaging, and treatment pathways credibly with clinical and legal professionals.
• Valid Florida driver's license, reliable transportation, and the ability to travel throughout the assigned territory on a daily basis.

Preferred Experience

• Experience marketing to or working within a personal injury practice, on either the medical or legal side.
• Established professional relationships with personal injury attorneys, chiropractors, or other referral sources in the Greater Orlando market.
• Familiarity with how personal injury care is handled in Florida, including letters of protection, medical liens, PIP, and the role clinical documentation plays in a patient's claim.
• Experience in a neurosurgery, orthopaedic surgery, or pain management setting.
• Experience using a CRM or similar platform to log and track outreach activity.

Skills & Abilities

• Ability to explain clinical services clearly and accurately to both clinical and non-clinical audiences.
• Strong interpersonal skills, including comfort initiating conversations with unfamiliar contacts and conducting cold outreach.
• Self-motivated and accountable, with the discipline to maintain activity levels in a role with limited direct oversight.
• Sound judgment regarding what may be committed on IMG's behalf and when a matter should be escalated.
• Clear, professional written and verbal communication.
• Proficiency with standard office productivity software and comfort learning new platforms.
• Availability to attend events and functions outside of standard business hours as needed.
• Discretion in handling confidential patient and practice information in accordance with HIPAA.

This job description reflects the primary responsibilities of the role and is not intended to be exhaustive.

Integrity Medical Group reserves the right to modify responsibilities as organizational needs evolve.