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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in full-cycle sales within the Workers’ Compensation ecosystem, leveraging strong consultative selling skills to build relationships with senior stakeholders and deliver outcome-based solutions. Proficient in pipeline management, CRM discipline, and utilizing AI for drafting and analysis.
Highest-signal resume keywords
Full-Cycle Sales ExperienceWorkers’ Compensation ExpertiseConsultative Selling SkillsPipeline ManagementAI Utilization
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ForecastingCRM ManagementProposal DevelopmentAccount RetentionMarket Analysis
Soft Skills
Relationship BuildingCross-Functional CollaborationConsultative ApproachStakeholder EngagementCommunication Skills
Tools & Technologies
CRM SoftwareAI Tools
Industry Keywords
Workers’ CompensationClaims ManagementManaged CareSelf-Insured EmployersDiagnostic Imaging
About the role
Key responsibilities & impact- Own a national book of business and lead full-cycle sales across key Workers’ Compensation segments
- Prospect, qualify, and close new accounts across payers, TPAs, self-insured employers, and managed care organizations
- Build and manage a robust pipeline with defined targets tied to revenue milestones
- Develop and maintain relationships with claims directors, medical directors, VP-level operations leaders, and C-suite stakeholders
- Understand account goals and pain points and position solutions accordingly
- Serve as a subject matter expert in Workers’ Compensation workflows, regulatory environments, and care pathways
- Tailor proposals and presentations to measurable outcomes such as reduced claim duration, lower litigation rates, and faster speed to care
- Monitor industry trends, state-specific regulatory shifts, network dynamics, and competitor offerings
- Share market insights with leadership to inform roadmap decisions and go-to-market strategy
- Partner with Strategy, Operations, Product, Marketing, and Legal/Compliance on delivery, implementation handoffs, pilots, and contract negotiations
- Represent Scan.com at national conferences and state-specific workers’ compensation forums
- Build a network within the Workers’ Compensation ecosystem to generate inbound interest and referral relationships
- Maintain accurate CRM data and deliver pipeline and forecast updates to leadership
- Track conversion rate, deal velocity, average contract value, and account retention KPIs
Requirements
What you’ll need- Experience owning full-cycle enterprise or mid-market sales, from outbound prospecting through close
- Familiarity with the Workers’ Compensation ecosystem, including common buyer personas, workflows, and regulatory considerations
- Familiarity with the role diagnostic Imaging plays in the injured worker care continuum
- Strong consultative selling skills, including the ability to translate operational pain points into clear, outcome-based solutions
- Confidence building relationships with senior stakeholders and navigating multi-threaded sales processes
- Comfort working cross-functionally to shape pilots, implementation plans, and contract terms
- Structured approach to pipeline management, forecasting, and CRM discipline
- Expected to use AI daily for drafting, analysis, and research, checking its output and using it responsibly with sensitive data
Benefits
Comp & perks- Commission
- Equity
- Flexible remote or hybrid work options
- Dedicated personal development budget
- Medical, vision, and dental coverage
- 28+ days of paid time off across PTO and wellbeing days
- Paid parental leave
- 401k retirement plan
- All the equipment you need to do your best work
- Inclusive, people-first policies designed by our team, for our team