Therapy Sales Specialist, Workers' Compensation

Job Title

Critical Competencies

• Consultative Healthcare Sales Demonstrates the ability to identify opportunities, influence clinical stakeholders, communicate therapeutic value, and drive sustainable account and territory growth.
• Workers' Compensation Expertise Understands Workers' Compensation processes, payer and TPA dynamics, utilization review, authorization requirements, reimbursement considerations, and provider workflows.
• Territory & Account Development Builds and executes territory strategies focused on new account acquisition, existing account expansion, provider engagement, and long-term revenue growth.
• Clinical Product Education Effectively communicates NexWave's therapeutic applications, appropriate patient selection, clinical value, and role within relevant treatment pathways.
• Relationship Management & Influence Develops trusted relationships with providers, clinic leadership, case managers, adjusters, TPAs, and other Workers' Compensation stakeholders.
• Business Acumen & Accountability Uses referral trends, account activity, market intelligence, and performance metrics to prioritize opportunities and deliver measurable results.
• Cross-Functional Collaboration Partners effectively with Sales, Intake, Billing, and Operations to address barriers, improve the provider experience, and support business growth.

Core Responsibilities

• Drive Territory Sales & Business Development
• Develop and execute territory sales strategies to expand NexWave adoption and drive sustainable growth within the Workers' Compensation market.
• Identify, prospect, and establish relationships with new provider accounts, including occupational medicine clinics, physical therapy practices, urgent care centers, and musculoskeletal specialists.
• Build and manage a pipeline of prospective accounts, sales opportunities, and strategic relationships.
• Conduct provider meetings, product presentations, and consultative sales discussions to communicate NexWave's clinical and operational value.
• Establish measurable territory objectives and maintain accountability for account acquisition, referral growth, and sales performance.
• Monitor market trends, competitive activity, and territory opportunities to refine sales strategies and maximize market penetration.
• Educate Providers & Position NexWave
• Deliver compelling clinical product presentations, in-services, and educational sessions to providers and their teams.
• Educate clinical and administrative stakeholders on NexWave's therapeutic applications, appropriate patient identification, ordering processes, and documentation requirements.
• Position NexWave within appropriate Workers' Compensation treatment pathways, including early intervention when clinically appropriate.
• Translate complex Workers' Compensation reimbursement, authorization, and utilization requirements into practical guidance that supports provider confidence.
• Build & Expand Strategic Provider Relationships
• Establish and maintain productive relationships with physicians, physical therapists, occupational medicine providers, clinic leadership, and other healthcare decision-makers.
• Develop account strategies that strengthen engagement, expand appropriate utilization, and identify opportunities for additional business.
• Maintain consistent account communication through scheduled visits, educational touchpoints, and proactive follow-up.
• Identify provider needs, operational challenges, and competitive barriers that may influence adoption or account performance.
• Navigate the Workers' Compensation Ecosystem
• Develop a strong understanding of Workers' Compensation reimbursement structures, authorization processes, utilization review, and applicable treatment guidelines.
• Build productive relationships with case managers, TPAs, adjusters, managed care organizations, and other stakeholders involved in Workers' Compensation care coordination.
• Communicate NexWave's clinical and operational value within applicable Workers' Compensation treatment and recovery pathways.
• Help providers navigate documentation expectations, ordering requirements, and authorization considerations.
• Support Provider Success & Patient Access
• Identify barriers affecting patient access, documentation, authorization, order processing, fulfillment, or appropriate therapy utilization.
• Collaborate with Intake, Billing, Operations, and other internal partners to resolve account challenges and support a positive provider experience.
• Help establish efficient, repeatable provider workflows that support successful ordering and patient access.
• Serve as a knowledgeable resource for provider questions while ensuring specialized reimbursement or operational issues are directed to the appropriate internal teams.
• Communicate recurring account challenges and market feedback to support process improvements.
• Maintain ownership of provider relationships and follow through on issues affecting account satisfaction or business continuity.
• Manage Sales Performance & Account Growth
• Maintain accurate records of sales activities, account engagement, pipeline opportunities, and follow-up actions within designated systems.
• Monitor referral activity, account performance, and utilization trends to identify growth opportunities and areas requiring additional support.
• Develop and execute account plans designed to increase provider engagement and appropriate NexWave utilization.

Qualifications

• 2+ years of experience in healthcare sales, medical device sales, therapy sales, Workers' Compensation business development, or a related commercial healthcare role.
• Demonstrated success in territory development, new account acquisition, relationship management, or consultative sales.
• Experience within Workers' Compensation, occupational medicine, physical therapy, rehabilitation, pain management, or musculoskeletal care strongly preferred.
• Working knowledge of Workers' Compensation reimbursement, authorization, utilization review, documentation, or claims processes preferred.
• Ability to communicate clinical product value and therapeutic applications effectively to healthcare providers and non-clinical stakeholders.
• Strong prospecting, presentation, negotiation, relationship-building, and account development skills.
• Ability to independently manage a territory, prioritize sales opportunities, and consistently execute against business objectives.
• Strong analytical and organizational skills with the ability to interpret account activity, referral trends, and sales performance.
• Demonstrated ability to collaborate across Sales, Intake, Billing, and Operations teams to support account growth and provider satisfaction.
• Proficiency with CRM systems, sales reporting tools, and standard business applications.
• Valid driver's license and ability to travel regularly within the assigned territory.

Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.