Orthopedic VA Sales Specialist

ROM TECHNOLOGIES INC•Brookfield, CT

8d•$65,000 - $75,000•Onsite

About The Position

ROMTech is a medical technology company focused on rehabilitation technology and clinician-guided at-home rehabilitation. The Orthopedic Sales Specialist - VA Accounts drives sales growth in an assigned territory by developing, managing, and expanding relationships throughout the U.S. Department of Veterans Affairs healthcare system. The role promotes adoption of ROMTech orthopedic rehabilitation solutions among VA physicians, orthopedic surgeons, rehabilitation teams, prosthetics departments, clinical leadership, and other healthcare decision-makers. The specialist uses consultative selling, knowledge of VA healthcare processes, and strategic account management to improve Veterans’ access to clinician-guided at-home rehabilitation while contributing to customer satisfaction and business growth. The position is U.S.-based, works from a home office, and involves outside sales and frequent travel. The role reports to the Orthopedic Sales Manager. Base salary is $65,000–$75,000, with on-target earnings of $150,000–$200,000.

Requirements

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.
Proven ability to achieve sales goals in the medical device, healthcare technology, and/or 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 use CRM systems, sales technologies, and analytics tools to create, manage, and close sales opportunities.
Strong territory 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.
Frequent local, regional, and occasional national travel within the assigned territory is required.
Ability to obtain and maintain facility access credentials for applicable VA facilities, where required.
Regular operation of a motor vehicle and a valid driver's license may be required to perform essential functions.
Frequent standing, walking, speaking, presenting, and interacting with healthcare professionals and customers.
Regular use of computers, mobile devices, and office equipment.
Ability to occasionally lift and carry materials weighing up to 25 pounds.

Nice To Haves

Three or more years of orthopedic medical device, rehabilitation technology, healthcare technology, or DME sales experience.
Experience selling into the Department of Veterans Affairs (VA), Department of Defense (DoD), federal healthcare systems, or government healthcare organizations.
Knowledge of 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.
Experience selling products prescribed by orthopedic surgeons, including CPM devices or related rehabilitation solutions.
Knowledge of healthcare reimbursement models and healthcare economic principles.
Experience working in a high-growth or scale-up medical technology organization.
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.

Responsibilities

Develop and execute a strategic territory sales plan focused on VA Medical Centers, Community-Based Outpatient Clinics, 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.
Work with VA stakeholders to identify opportunities to improve patient recovery outcomes and access to orthopedic rehabilitation services.
Educate VA clinical teams on the clinical, operational, and economic value of ROMTech rehabilitation solutions.
Develop account-specific business plans for key VA facilities and Veterans Integrated Service Networks (VISNs).
Maintain knowledge of federal healthcare initiatives, VA healthcare operations, reimbursement considerations, and government procurement processes affecting rehabilitation technologies.
Use CRM systems and account-planning tools to manage opportunities, customer engagement, sales forecasting, and territory performance.
Support product evaluations, clinical demonstrations, and implementation activities within VA facilities.
Collaborate with internal reimbursement, operations, clinical, and leadership teams to support 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 of new sales team members when requested.
Provide market intelligence about customer needs, competitive activity, and emerging industry trends.
Perform other related duties as assigned to support operational and business needs.