Business Development Representative

Job Description

Job Description

Business Development Representative

Behavioral Health or SUD Outreach Experience Strongly Preferred

Territory is Virginia

The Community Relations & Business Development Representative ("Representative") is the primary growth driver and market owner for an assigned state or multi-county territory within Pinnacle Treatment Centers' Opioid Treatment Program (OTP) / Medication-Assisted Treatment (MAT) service line. The Representative operates as the "CEO of the territory": fully accountable for professional referral development, account management, admissions growth, brand presence, and market intelligence across every treatment center in the assigned geography.

This is a field-based, KPI-driven sales and relationship management role. The Representative spends the substantial majority of working time outside the office, building and managing a portfolio of professional referral relationships (courts, corrections, hospitals, emergency departments, primary care, behavioral health providers, social services, community organizations, and similar sources), while also supporting select consumer-facing outreach that builds brand awareness and reduces stigma in the community. The role requires close, day-to-day collaboration with treatment center leadership (program directors, medical directors, and clinical staff) to ensure referral sources see consistent capacity, quality, and follow-through from every Pinnacle location in the territory.

Success in this role is measured by growth in qualified referrals, conversion of those referrals to admissions, retention of existing referral relationships, and the overall market presence and reputation of Pinnacle's OTP programs in the territory.  

Unlike a single-facility liaison role, this position owns outcomes across an entire state or multi-county territory, regardless of which specific treatment center ultimately receives the referral. The Representative is expected to think and act like a business owner within that geography:

• Territory Management and Strategic Ownership
• Professional Referral Source Development
• Account Management and Retention
• Consumer-Facing and Community Outreach
• Facility Partnership and Internal Collaboration
• Reporting, CRM, and Data Discipline

• Consistent face-to-face professional referral source contact activity at a level appropriate to territory size and account density, as defined by the Regional Director of Business Development.
• Growth in qualified referrals and in the conversion rate from referral to admission across the territory.
• Retention and expansion of the existing professional referral account base, with minimal unexplained decline in previously active accounts.
• Timely, complete, and accurate CRM documentation of all field activity.
• Positive referral source satisfaction feedback and constructive resolution of any service concerns raised.
• Demonstrated territory planning discipline, including documented account prioritization and call planning rather than reactive, unplanned outreach.

• Understand and comply with the federal Eliminating Kickbacks in Recovery Act (EKRA), the federal Anti-Kickback Statute, and applicable state patient brokering and referral fee statutes; never offer, provide, solicit, or accept any form of remuneration in exchange for patient referrals.
• Never condition, promise, or imply preferential treatment, gifts, payments, or other benefits to a referral source in connection with the volume or value of referrals.
• Complete all required compliance, EKRA, HIPAA (Health Insurance Portability and Accountability Act), and 42 CFR Part 2 (federal confidentiality of substance use disorder patient records) training on schedule and apply it in daily activity.
• Protect patient confidentiality at all times, including in public-facing and consumer outreach settings; never disclose or imply patient identity or treatment status without proper authorization.
• Maintain accurate, truthful representations of Pinnacle's services, outcomes, and credentials in all referral source and public-facing communications; avoid any deceptive or unsubstantiated marketing claims.
• Immediately report any suspected compliance concern, conflict of interest, or improper referral arrangement encountered in the field to the Compliance and Growth leadership teams.
• Adhere to all applicable licensing board and professional conduct standards if the Representative holds a clinical or peer recovery credential.

Education and Experience

• • Bachelor's degree in business, marketing, healthcare administration, or a related field, or equivalent combination of education and relevant experience.
  • Minimum three to five years of business development, sales, account management, or community outreach experience, preferably in behavioral health, substance use disorder treatment, healthcare, or a related human services field.
  • Demonstrated experience managing a defined territory or account portfolio with measurable growth or retention results.
  • Experience working with professional referral networks (healthcare, legal/judicial, social services, or managed care) strongly preferred.

Licensure and Certifications

• • Valid state driver's license and an acceptable driving record; reliable personal vehicle required.
  • Peer recovery specialist certification, Certified Alcohol and Drug Counselor (CADC) credential, or comparable SUD-related certification is a plus but not required for this business development track.

Knowledge, Skills, and Abilities

• • Working knowledge of the OTP and MAT clinical and regulatory landscape, including methadone and buprenorphine treatment models, sufficient to speak credibly with clinical and judicial referral sources.
  • Strong consultative sales and relationship-management skills; ability to build trust with clinical, judicial, and community stakeholders.
  • Territory planning and account prioritization discipline; ability to manage a large, geographically dispersed book of accounts independently.
  • Proficiency with CRM systems (Salesforce or comparable), Microsoft Office, and standard business communication tools.

• Primarily a field role requiring daily local travel by personal vehicle throughout the assigned territory.
• Occasional overnight and multi-day travel for state conferences, trainings, and coalition meetings.
• Work is conducted across a mix of clinical facilities, community organizations, courthouses, and public event settings; some environments may involve exposure to individuals in active crisis or justice-involved settings.

• Base salary, commensurate with experience and territory scope.
• Performance-based incentive component tied to territory growth and account retention metrics [structure to be defined].
• Mileage reimbursement or vehicle allowance for territory travel.
• Exceptional comprehensive benefits package including18 days PTO (Paid Time Off), 401k with company match, and discounted tuition/scholarships through Capella University