Orthopedic VA Sales Specialist

JOB DESCRIPTION

At ROMTech, we are transforming rehabilitation through innovative technology and exceptional patient support. We are committed to helping patients achieve better outcomes through Clinician guided at-home rehab while delivering an outstanding experience throughout their recovery journey.

ROMTech is a medical technology company that has created and patented a revolutionary medical device and telemedical platform which delivers in-home rehabilitative care. Our disruptive technology has proven to yield faster recoveries and better outcomes with unmatched patient compliance. We began in orthopedics and have entered scale-up of our orthopedic business. We are now leveraging our core technology, infrastructure, and first mover position to enter cardiology, followed by other adjacent markets. Having created this new lane, we have a unique opportunity to serve as the global leader in the business, technology, and science of recovery, and to bring life-changing help to many millions of people.

Position Title: Orthopedic Sales Specialist - VA Accounts
Department: Sales
Reports To: Orthopedic Sales Manager
Location / Work Environment: U.S. Based / Home Office Work Environment / Outside Sales
Worker Classification: W-2 Employee
FLSA Status: Exempt
Job Level: Standard

Base Compensation: $65,000–$75,000 Base Salary

On Target Earnings (OTE): $150,000–$200,000

Job Purpose

The Orthopedic Sales Specialist - VA Accounts is responsible for driving sales growth within an assigned territory by developing, managing, and expanding relationships across the U.S. Department of Veterans Affairs (VA) healthcare system. This role focuses on promoting adoption of ROMTech's orthopedic rehabilitation solutions among VA physicians, orthopedic surgeons, rehabilitation teams, prosthetics departments, clinical leadership, and healthcare decision-makers. The position leverages consultative selling, knowledge of VA healthcare processes, and strategic account management to improve Veteran access to Clinician guided at-home rehab while contributing to ROMTech's growth, customer satisfaction, and market expansion within federal healthcare.

• Develop and execute a strategic territory sales plan focused on VA Medical Centers (VAMCs), Community-Based Outpatient Clinics (CBOCs), and affiliated Veteran healthcare providers.
• Identify, develop, and maintain relationships with VA physicians, orthopedic surgeons, rehabilitation professionals, prosthetics departments, purchasing stakeholders, and clinical leadership.
• Navigate VA purchasing, referral, prosthetics, and approval processes to facilitate adoption and utilization of ROMTech solutions.
• Collaborate with VA stakeholders to identify opportunities to improve patient recovery outcomes and access to orthopedic rehabilitation services.
• Educate VA clinical teams regarding the clinical, operational, and economic value of ROMTech rehabilitation solutions.
• Develop account-specific business plans for key VA facilities and Integrated Veterans Integrated Service Networks (VISNs).
• Maintain knowledge of federal healthcare initiatives, VA healthcare operations, reimbursement considerations, and government procurement processes affecting rehabilitation technologies.
• Utilize CRM systems and account planning tools to manage opportunities, customer engagement activities, sales forecasting, and territory performance.
• Support product evaluations, clinical demonstrations, and implementation activities within VA facilities.
• Work collaboratively with internal reimbursement, operations, clinical, and leadership teams to support successful customer implementations and patient outcomes.
• Attend VA-related conferences, Veterans healthcare events, industry meetings, and professional development programs as needed.

• Participate in special projects and cross-functional initiatives as assigned.
• Assist with territory analyses, market research, account planning, and sales process improvement efforts.
• Support onboarding and mentoring activities for new sales team members when requested.
• Provide market intelligence regarding customer needs, competitive activity, and emerging industry trends.
• Perform other related duties as assigned to support operational and business needs.

JOB QUALIFICATIONS

• Proven ability to achieve sales goals within the medical device, healthcare technology, and/or durable medical equipment (DME) industry.
• Strong consultative selling, negotiation, presentation, and relationship-building skills.
• Ability to establish credibility and build long-term relationships with physicians, clinicians, administrators, and healthcare decision-makers.
• Knowledge of strategic account management principles and complex healthcare sales processes.
• Ability to utilize CRM systems, sales technologies, and analytics tools to create, manage, and close sales opportunities.
• Strong territory management and pipeline management capabilities.
• Ability to communicate clinical, operational, and economic value propositions effectively to diverse stakeholders.
• Strong organizational, time management, analytical, and problem-solving skills.
• Proficiency with CRM platforms, Microsoft Office applications, and virtual communication tools.
• Ability to work independently while managing a geographically dispersed territory.

• Experience selling into Department of Veterans Affairs (VA), Department of Defense (DoD), federal healthcare systems, or government healthcare organizations.
• Knowledge of Veterans Integrated Service Networks (VISNs), VA Prosthetics and Sensory Aids Service (PSAS), and VA referral processes.
• Familiarity with federal healthcare purchasing, contracting, and procurement environments.
• Experience selling orthopedic rehabilitation solutions, physical therapy products, CPM devices, or comparable medical technologies.
• Knowledge of healthcare reimbursement models and healthcare economic principles.
• Experience working in a high-growth or scale-up medical technology organization.

• Demonstrated track record of sales success in medical device, healthcare technology, and/or durable medical equipment (DME) sales.
• Experience selling to physicians, healthcare providers, hospitals, or integrated healthcare systems.
• Experience managing a sales territory and achieving established sales objectives.

• Three or more years of orthopedic medical device, rehabilitation technology, healthcare technology, or DME sales experience.
• Experience selling products prescribed by orthopedic surgeons, including CPM devices or related rehabilitation solutions.
• Experience selling into VA Medical Centers, VISNs, military treatment facilities, or other federal healthcare organizations.
• Established relationships within the Veterans Affairs healthcare system.
• Experience working with rehabilitation medicine, physical therapy, orthopedics, prosthetics, or post-acute care programs.

• Bachelor's degree in Business, Marketing, Healthcare Administration, Life Sciences, or a related field.

• Valid driver's license with the ability to maintain insurable driving status.
• Medical sales training or industry-recognized sales certifications.
• Relevant healthcare, rehabilitation, or medical device industry certifications.

• Frequent local, regional, and occasional national travel within assigned territory is required.
• Frequent travel to VA Medical Centers (VAMCs), Community-Based Outpatient Clinics (CBOCs), hospitals, physician offices, rehabilitation facilities, healthcare conferences, and customer locations.
• Ability to obtain and maintain facility access credentials required for entry into applicable VA facilities, where applicable.
• Regular operation of a motor vehicle and possession of a valid driver's license may be required to fulfill essential functions of the role.
• Frequent standing, walking, speaking, presenting, and interacting with healthcare professionals and customers.
• Regular use of computers, mobile devices, and office equipment.
• May be required to transport sales materials, product samples, demonstration equipment, and presentation materials.
• Ability to occasionally lift and carry materials weighing up to 25 pounds.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Reasonable accommodation requests must be made in writing by emailing [email protected].