Orthopedic VA Sales Specialist

Rom Technologies•Brookfield, CT

7d•Remote

About The Position

The Orthopedic Sales Specialist - VA Accounts drives sales growth within an assigned territory by developing, managing, and expanding relationships across the U.S. Department of Veterans Affairs healthcare system. The role promotes adoption of ROMTech's orthopedic rehabilitation solutions among VA physicians, orthopedic surgeons, rehabilitation teams, prosthetics departments, clinical leaders, and healthcare decision-makers. It uses consultative selling, knowledge of VA healthcare processes, and strategic account management to improve Veterans' access to clinician-guided at-home rehabilitation and support ROMTech's growth, customer satisfaction, and expansion in federal healthcare. This is a U.S.-based, home-office position classified as outside sales. The role requires frequent local and regional travel and occasional national travel to VA facilities and other customer locations. Compensation is listed as a $65,000–$75,000 base salary, 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 build credibility and 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.

Nice To Haves

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.
Experience selling into the Department of Veterans Affairs, Department of Defense, 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.
Knowledge of healthcare reimbursement models and healthcare economic principles.
Experience working in a high-growth or scale-up medical technology organization.
Bachelor's degree in Business, Marketing, Healthcare Administration, Life Sciences, or a related field.
Valid driver's license and 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 (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 use 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 about 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.
Work 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 about customer needs, competitive activity, and emerging industry trends.
Perform other related duties as assigned to support operational and business needs.