Work Comp Sales Specialist

Work Comp Sales Specialist

Job Category: Sales Operations

Full-Time

Remote/ East LA Area, CA

Description

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

1. 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
2. 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
3. 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
4. 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
5. 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

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.