Therapy Sales Specialist, Workers' Compensation

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 Responsibilities

Drive 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.