Workers compensation Sales Specialist — Long Beach, CA
Zynex Medical — Long Beach, CA
This role covers the Long Beach, CA territory.
Stated in the posting
Experience: 2+ years
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