Work Comp Sales Specialist

Role Overview

This position demands expertise in navigating complex reimbursement frameworks, effectively influencing decision-makers early in the process, and transforming access opportunities into reliable volume growth. The role emphasizes the development of scalable and repeatable utilization processes within a structured system rather than transactional sales activities.

Primary Responsibilities

• Develop and implement territory-wide strategies focused on Workers’ Compensation markets.
• Increase NexWave product utilization by aligning with payers, third-party administrators (TPAs), and providers.
• Create high-volume referral channels and establish repeatable workflows.
• Provide education and onboarding support to providers while ensuring ongoing utilization.
• Collaborate cross-functionally with intake, billing, and operations teams to eliminate barriers.
• Position NexWave within official treatment guidelines and utilization review frameworks.
• Ensure clinical documentation meets criteria necessary to secure approvals.
• Promote NexWave as an early intervention option rather than a last resort.
• Build and maintain strong relationships with major payers and TPAs such as Sedgwick, CorVel, Gallagher Bassett, and regional administrators.
• Tailor messaging to emphasize cost containment, quicker recovery, and improved return-to-work outcomes.
• Develop approval processes that are replicable across different adjuster groups.
• Focus on penetrating high-volume provider networks by targeting providers with consistent Workers’ Comp case flow and repeat injuries, rather than sporadic volume.
• Identify and cultivate relationships with key decision-makers (clinic directors, lead physicians, case coordinators) who influence patient treatment paths.
• Consistently drive adoption within selected high-volume accounts, especially occupational medicine clinics, urgent care centers, and high-volume physical therapy and musculoskeletal providers.
• Expand network presence by leveraging initial successes to gain access to more locations and affiliated providers.
• Integrate NexWave into managed care organization and claims workflows (including vendors like OneCall and Optum).
• Remove obstacles related to ordering, documentation, and fulfillment processes.
• Ensure consistent product usage across provider networks.
• Execute high-activity fieldwork, including provider visits, training sessions, and stakeholder meetings.
• Identify and convert new referral sources while continuously optimizing territory performance.

Key Competencies

• In-depth knowledge of Workers’ Compensation market dynamics, referral behaviors, payers, and providers in a relationship-focused environment.
• Proven ability to establish credibility and trust across providers, clinics, case managers, TPAs, and key referral stakeholders.
• Strong sales execution with persistent follow-up, accountability for territory growth, referral generation, and orders.
• Resilience and competitive drive to maintain urgency, persistence, and flexibility amid shifting market priorities.
• Capability to prioritize accounts strategically for maximal territory penetration and long-term sales success.
• Self-directed and capable of independently managing territory plans, relationships, and execution with minimal supervision.

Qualifications

• A minimum of 2 years’ experience in business-to-business or healthcare sales focused on Workers’ Compensation.
• Experience engaging with or selling to occupational medicine providers, physical therapy, and adjacent healthcare sectors.
• Proven track record in territory development and growth.
• Excellent communication and relationship-building skills tailored to clinical and non-clinical stakeholders.
• Ability to navigate reimbursement policies and utilization frameworks.
• Possession of a valid driver's license with the ability to travel within the designated territory.
• Bachelor’s degree is preferred.