Comp Sales Specialist

Position: Work Comp Sales Specialist
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 Nex Wave 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 Nex Wave within ODG/MTUS guidelines and UR frameworks

* Ensure clinical and documentation alignment to secure approvals

* Establish Nex Wave as an early intervention pathway, not a last resort

* Influence Payers & TPAs

* Build relationships with Sedgwick, Cor Vel, 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 (One Call, 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