Work Compensation Sales Specialist

Overview

This role demands expertise in handling complex reimbursement scenarios, influencing decision-makers early in the process, and transforming access opportunities into steady volume growth. Unlike transactional sales, this position focuses on cultivating market expansion by establishing scalable and repeatable usage patterns within a systematic framework.

Key Responsibilities

• Devise and implement territory-wide strategies targeting Workers’ Compensation markets.
• Boost NexWave product utilization by aligning payers, third-party administrators (TPAs), and healthcare providers.
• Create and maintain high-volume referral channels with reproducible workflows.
• Provide education, onboarding, and continuous support to providers for effective utilization.
• Collaborate cross-functionally with intake, billing, and operational teams to eliminate barriers.

• Enhance access and product usage by positioning NexWave within ODG/MTUS guidelines and utilization review standards.
• Ensure clinical documentation aligns with approval requirements.
• Advocate for NexWave as an early intervention solution rather than a last option.

• Establish and nurture relationships with payers including Sedgwick, CorVel, Gallagher Bassett, and regional TPAs.
• Tailor messaging emphasizing cost reduction, expedited recovery, and return-to-work benefits.
• Develop consistent approval processes with claims adjusters.

• Target high-volume provider networks with Workers’ Compensation case flow and recurrent injury patterns.
• Identify key decision-makers such as clinic directors, lead physicians, and case coordinators influencing treatment decisions.
• Drive adoption and repeat referrals particularly in occupational medicine clinics, urgent care centers, and physical therapy/MSK providers.
• Leverage initial successes to expand access across multiple locations and affiliated providers.

• Integrate referral pathways into managed care organizations (MCO) and claims workflows (e.g., OneCall, Optum).
• Streamline ordering, documentation, and fulfillment processes to minimize friction.
• Maintain consistent usage across provider networks.

• Maintain active field presence through provider visits, in-service trainings, and stakeholder meetings.
• Identify and convert new referral sources continually.
• Take ownership of territory performance, optimizing strategies regularly.

Critical Competencies

• Comprehensive knowledge of Workers’ Compensation market dynamics including referral and payer influences.
• Strong skills in relationship building and influence with healthcare providers, clinics, case managers, and TPAs.
• Proven ability to execute high-volume sales with consistent performance tracking.
• Resilience and motivation to persevere in a dynamic and competitive sales environment.
• Strategic prioritization of accounts to maximize long-term sales outcomes.
• Ability to independently manage territory strategy, stakeholder relationships, pipeline development, and daily sales activities.

Qualifications

• Minimum of two years in B2B or healthcare sales focused on Workers’ Compensation markets.
• Experience engaging with occupational medicine, physical therapy, or Workers’ Compensation related healthcare sectors.
• Demonstrated success in growth and management of a sales territory.
• Excellent communication and interpersonal skills across clinical and non-clinical audiences.
• Capability to navigate complex reimbursement and utilization frameworks.
• Valid driver's license with availability to travel within the assigned territory.
• Bachelor's degree is preferred.