Work Comp Sales Specialist

Job Details

Success in this role requires the ability to navigate complex reimbursement environments, influence decision-makers upstream, and convert access into consistent volume. This is not a transactional sales role. It is a market development role focused on building scalable, repeatable utilization within a structured system.

What You’ll Own

• Territory-level strategy and execution across Workers’ Compensation markets
• Growth of NexWave utilization through payer, TPA, and provider alignment
• Development of high-volume referral pathways and repeatable workflows
• Provider education, onboarding, and ongoing utilization support
• Cross-functional coordination with intake, billing, and operations to remove friction

Core Responsibilities

• Drive Access & Utilization
• Position NexWave within ODG/MTUS guidelines and UR frameworks
• Ensure clinical and documentation alignment to secure approvals
• Establish NexWave as an early intervention pathway, not a last resort
• Influence Payers & TPAs
• Build relationships with Sedgwick, CorVel, Gallagher Bassett, and regional TPAs
• Align messaging to cost containment, faster recovery, and return-to-work outcomes
• Create repeatable approval patterns across adjuster groups
• Penetrate High-Volume Provider Networks
• Prioritize providers with consistent Workers’ Comp case flow and repeat injury patterns, not one-off volume
• Identify and build relationships with key decision-makers (clinic directors, lead physicians, case coordinators) who influence treatment pathways
• Drive consistent adoption within select high-volume accounts, creating repeatable utilization and referral pattern specifically in:
• Occupational Medicine Clinics
• Urgent Care Centers
• High-Volume PT and MSK Providers
• Expand within networks by leveraging early wins to gain access to additional locations and affiliated providers
• Build Scalable Referral Pathways
• Integrate into MCO and claims workflows (OneCall, Optum, etc.)
• Remove friction in ordering, documentation, and fulfillment
• Drive consistency in usage across provider networks
• Execute Relentlessly in the Field
• Maintain high activity across provider visits, in-services, and stakeholder meetings
• Identify and convert new referral sources
• Own territory performance and continuously optimize approach

Critical Competencies

• Workers’ Compensation Sales Acumen – Deep understanding of Workers’ Compensation market dynamics, referral behaviors, payer influences, and provider decision-making within a highly relationship-driven environment
• Relationship Development & Influence – Builds credibility and trust with providers, clinics, case managers, TPAs, and key referral sources to drive consistent territory growth and utilization
• High-Volume Sales Execution – Maintains strong activity levels, disciplined follow-through, and accountability for territory performance, referral generation, and completed order growth
• Resilience & Competitive Drive – Operates with urgency, persistence, and adaptability in a fast-paced sales environment with evolving priorities and market challenges
• Territory Prioritization & Strategic Focus – Identifies high-value accounts, growth opportunities, and referral patterns to maximize territory penetration and long-term sales performance
• Independent Ownership Mentality – Functions as a true individual contributor capable of managing territory strategy, relationship cultivation, pipeline development, and daily execution with minimal oversight

Qualifications

• 2+ years of B2B or healthcare sales experience with a focus on Workers’ Compensation
• Experience working with or selling into:
• Occupational medicine
• Physical therapy
• Workers’ Compensation or adjacent healthcare environments
• Demonstrated ability to build and grow a territory
• Strong communication and relationship-building skills with clinical and non-clinical stakeholders
• Ability to understand and navigate reimbursement and utilization frameworks
• Valid driver’s license and ability to travel within assigned territory
• Bachelor's degree preferred