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 B 2 B 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