COMMUNITY RELATIONS & 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.
THE "CEO OF THE TERRITORY" MODEL
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:
KEY RESPONSIBILITIES
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
PERFORMANCE EXPECTATIONS
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.
COMPLIANCE AND REGULATORY RESPONSIBILITIES
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.
REQUIRED QUALIFICATIONS
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.
PHYSICAL DEMANDS AND WORK ENVIRONMENT
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.
COMPENSATION AND BENEFITS
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
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