Success 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 Own- Territory-level strategy and execution across Workers' Compensation markets
- Growth of NexWave utilization through payer, TPA, and provider alignment
- Development of high-volume referral pathways and repeatable workflows
- Provider education, onboarding, and ongoing utilization support
- Cross-functional coordination with intake, billing, and operations to remove friction
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
- Build relationships with Sedgwick, CorVel, Gallagher Bassett, and regional TPAs
- Align messaging to cost containment, faster recovery, and return-to-work outcomes
- Create repeatable approval patterns across adjuster groups
- Penetrate High-Volume Provider Networks
- Prioritize providers with consistent Workers' Comp case flow and repeat injury patterns, not one-off volume
- Identify and build relationships with key decision-makers (clinic directors, lead physicians, case coordinators) who influence treatment pathways
- Drive consistent adoption within select high-volume accounts, creating repeatable utilization and referral pattern specifically in:
- Occupational Medicine Clinics
- Urgent Care Centers
- High-Volume PT and MSK Providers
- 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 - Deep understanding of Workers' Compensation market dynamics, referral behaviors, payer influences, and provider decision-making within a highly relationship-driven environment
- Relationship Development & Influence - Builds credibility and trust with providers, clinics, case managers, TPAs, and key referral sources to drive consistent territory growth and utilization
- High-Volume Sales Execution - Maintains strong activity levels, disciplined follow-through, and accountability for territory performance, referral generation, and completed order growth
- Resilience & Competitive Drive - Operates with urgency, persistence, and adaptability in a fast-paced sales environment with evolving priorities and market challenges
- Territory Prioritization & Strategic Focus - Identifies high-value accounts, growth opportunities, and referral patterns to maximize territory penetration and long-term sales performance
- Independent Ownership Mentality - Functions as a true individual contributor capable of managing territory strategy, relationship cultivation, pipeline development, and daily execution with minimal oversight
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
