Work Comp Sales Specialist

Job DetailsDescriptionSuccess 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 OwnTerritory-level strategy and execution across Workers’ Compensation marketsGrowth of NexWave utilization through payer, TPA, and provider alignmentDevelopment of high-volume referral pathways and repeatable workflowsProvider education, onboarding, and ongoing utilization supportCross-functional coordination with intake, billing, and operations to remove frictionCore ResponsibilitiesDrive Access & UtilizationPosition NexWave within ODG/MTUS guidelines and UR frameworksEnsure clinical and documentation alignment to secure approvalsEstablish NexWave as an early intervention pathway, not a last resortInfluence Payers & TPAsBuild relationships with Sedgwick, CorVel, Gallagher Bassett, and regional TPAsAlign messaging to cost containment, faster recovery, and return-to-work outcomesCreate repeatable approval patterns across adjuster groupsPenetrate High-Volume Provider NetworksPrioritize providers with consistent Workers’ Comp case flow and repeat injury patterns, not one-off volumeIdentify and build relationships with key decision-makers (clinic directors, lead physicians, case coordinators) who influence treatment pathwaysDrive consistent adoption within select high-volume accounts, creating repeatable utilization and referral pattern specifically in:Occupational Medicine ClinicsUrgent Care CentersHigh-Volume PT and MSK ProvidersExpand within networks by leveraging early wins to gain access to additional locations and affiliated providersBuild Scalable Referral PathwaysIntegrate into MCO and claims workflows (OneCall, Optum, etc.)Remove friction in ordering, documentation, and fulfillmentDrive consistency in usage across provider networksExecute Relentlessly in the FieldMaintain high activity across provider visits, in-services, and stakeholder meetingsIdentify and convert new referral sourcesOwn territory performance and continuously optimize approachCritical CompetenciesWorkers’ Compensation Sales Acumen – Deep understanding of Workers’ Compensation market dynamics, referral behaviors, payer influences, and provider decision-making within a highly relationship-driven environmentRelationship Development & Influence – Builds credibility and trust with providers, clinics, case managers, TPAs, and key referral sources to drive consistent territory growth and utilizationHigh-Volume Sales Execution – Maintains strong activity levels, disciplined follow-through, and accountability for territory performance, referral generation, and completed order growthResilience & Competitive Drive – Operates with urgency, persistence, and adaptability in a fast-paced sales environment with evolving priorities and market challengesTerritory Prioritization & Strategic Focus – Identifies high-value accounts, growth opportunities, and referral patterns to maximize territory penetration and long-term sales performanceIndependent Ownership Mentality – Functions as a true individual contributor capable of managing territory strategy, relationship cultivation, pipeline development, and daily execution with minimal oversightQualifications2+ years of B2B or healthcare sales experience with a focus on Workers’ CompensationExperience working with or selling into:Occupational medicinePhysical therapyWorkers’ Compensation or adjacent healthcare environmentsDemonstrated ability to build and grow a territoryStrong communication and relationship-building skills with clinical and non-clinical stakeholdersAbility to understand and navigate reimbursement and utilization frameworksValid driver’s license and ability to travel within assigned territoryBachelor's degree preferred