Critical Competencies- Consultative Healthcare Sales - Demonstrates the ability to identify opportunities, influence clinical stakeholders, communicate therapeutic value, and drive sustainable account and territory growth.
- Workers' Compensation Expertise - Understands Workers' Compensation processes, payer and TPA dynamics, utilization review, authorization requirements, reimbursement considerations, and provider workflows.
- Territory & Account Development - Builds and executes territory strategies focused on new account acquisition, existing account expansion, provider engagement, and long-term revenue growth.
- Clinical Product Education - Effectively communicates NexWave's therapeutic applications, appropriate patient selection, clinical value, and role within relevant treatment pathways.
- Relationship Management & Influence - Develops trusted relationships with providers, clinic leadership, case managers, adjusters, TPAs, and other Workers' Compensation stakeholders.
- Business Acumen & Accountability - Uses referral trends, account activity, market intelligence, and performance metrics to prioritize opportunities and deliver measurable results.
- Cross-Functional Collaboration - Partners effectively with Sales, Intake, Billing, and Operations to address barriers, improve the provider experience, and support business growth.
Core ResponsibilitiesDrive Territory Sales & Business Development
- Develop and execute territory sales strategies to expand NexWave adoption and drive sustainable growth within the Workers' Compensation market.
- Identify, prospect, and establish relationships with new provider accounts, including occupational medicine clinics, physical therapy practices, urgent care centers, and musculoskeletal specialists.
- Build and manage a pipeline of prospective accounts, sales opportunities, and strategic relationships.
- Conduct provider meetings, product presentations, and consultative sales discussions to communicate NexWave's clinical and operational value.
- Establish measurable territory objectives and maintain accountability for account acquisition, referral growth, and sales performance.
- Monitor market trends, competitive activity, and territory opportunities to refine sales strategies and maximize market penetration.
Educate Providers & Position NexWave
- Deliver compelling clinical product presentations, in-services, and educational sessions to providers and their teams.
- Educate clinical and administrative stakeholders on NexWave's therapeutic applications, appropriate patient identification, ordering processes, and documentation requirements.
- Position NexWave within appropriate Workers' Compensation treatment pathways, including early intervention when clinically appropriate.
- Translate complex Workers' Compensation reimbursement, authorization, and utilization requirements into practical guidance that supports provider confidence.
Build & Expand Strategic Provider Relationships
- Establish and maintain productive relationships with physicians, physical therapists, occupational medicine providers, clinic leadership, and other healthcare decision-makers.
- Develop account strategies that strengthen engagement, expand appropriate utilization, and identify opportunities for additional business.
- Maintain consistent account communication through scheduled visits, educational touchpoints, and proactive follow-up.
- Identify provider needs, operational challenges, and competitive barriers that may influence adoption or account performance.
Navigate the Workers' Compensation Ecosystem
- Develop a strong understanding of Workers' Compensation reimbursement structures, authorization processes, utilization review, and applicable treatment guidelines.
- Build productive relationships with case managers, TPAs, adjusters, managed care organizations, and other stakeholders involved in Workers' Compensation care coordination.
- Communicate NexWave's clinical and operational value within applicable Workers' Compensation treatment and recovery pathways.
- Help providers navigate documentation expectations, ordering requirements, and authorization considerations.
Support Provider Success & Patient Access
- Identify barriers affecting patient access, documentation, authorization, order processing, fulfillment, or appropriate therapy utilization.
- Collaborate with Intake, Billing, Operations, and other internal partners to resolve account challenges and support a positive provider experience.
- Help establish efficient, repeatable provider workflows that support successful ordering and patient access.
- Serve as a knowledgeable resource for provider questions while ensuring specialized reimbursement or operational issues are directed to the appropriate internal teams.
- Communicate recurring account challenges and market feedback to support process improvements.
- Maintain ownership of provider relationships and follow through on issues affecting account satisfaction or business continuity.
Manage Sales Performance & Account Growth
- Maintain accurate records of sales activities, account engagement, pipeline opportunities, and follow-up actions within designated systems.
- Monitor referral activity, account performance, and utilization trends to identify growth opportunities and areas requiring additional support.
- Develop and execute account plans designed to increase provider engagement and appropriate NexWave utilization.
Qualifications- 2+ years of experience in healthcare sales, medical device sales, therapy sales, Workers' Compensation business development, or a related commercial healthcare role.
- Demonstrated success in territory development, new account acquisition, relationship management, or consultative sales.
- Experience within Workers' Compensation, occupational medicine, physical therapy, rehabilitation, pain management, or musculoskeletal care strongly preferred.
- Working knowledge of Workers' Compensation reimbursement, authorization, utilization review, documentation, or claims processes preferred.
- Ability to communicate clinical product value and therapeutic applications effectively to healthcare providers and non-clinical stakeholders.
- Strong prospecting, presentation, negotiation, relationship-building, and account development skills.
- Ability to independently manage a territory, prioritize sales opportunities, and consistently execute against business objectives.
- Strong analytical and organizational skills with the ability to interpret account activity, referral trends, and sales performance.
- Demonstrated ability to collaborate across Sales, Intake, Billing, and Operations teams to support account growth and provider satisfaction.
- Proficiency with CRM systems, sales reporting tools, and standard business applications.
- Valid driver's license and ability to travel regularly within the assigned territory.
