Work Comp Sales Specialist

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
• Create repeatable approval patterns across adjuster groups
• Prioritize providers with consistent Workers’ Comp case flow and repeat injury patterns
• Identify and build relationships with key decision-makers (clinic directors, lead physicians, case coordinators)
• Drive consistent adoption within select high-volume accounts
• 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
• Relationship Development & Influence
• High-Volume Sales Execution
• Resilience & Competitive Drive
• Territory Prioritization & Strategic Focus
• Independent Ownership Mentality

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