Executive Director, Specialist Physician Sales

Job Description

Job Description

Description:

Position Location: Remote, U.S. — travel up to 65%, concentrated around active specialist pilot markets

MDVIP: Transforming Primary Care, One Patient at a Time

MDVIP is a national leader in personalized healthcare, empowering over 425,000 members to achieve their health and wellness goals through a network of more than 1,400 concierge primary care physicians. Our program emphasizes preventive medicine, offering comprehensive screenings, advanced diagnostics, and individualized wellness plans. Recognized as a Great Place to Work® since 2018, MDVIP is committed to excellence in patient care and employee satisfaction.

Position Summary

As an Executive Director, Specialist Physician Sales, you will serve as the specialty-product expert embedded within MDVIP's field-based physician recruitment organization, initially supporting the Cardiology and Endocrinology programs with future specialty expansion. You will partner directly with Physician Development team to identify, evaluate, and recruit specialist physicians to transition into the MDVIP model, bringing the physician-landscape fluency, clinical credibility, objection handling, and practice-economics expertise that specialist recruitment requires. Specialist physician recruitment is a strategic growth priority for MDVIP, expanding the model beyond primary care into high-value specialty domains. Beyond individual deal support, you will own building the sales enablement structure that scales specialist expertise across the field team, including but not limited to: physician qualification criteria, objection and pain-point playbooks, specialty-specific engagement content, and specialist-focused Challenger sales training. Your success will be measured by specialist physician sales closed and net new specialist membership delivered, in partnership with the broader field sales organization.

Key Responsibilities

Field Partnership & Deal Support

• Join specialist physician evaluation and recruitment where specialty-specific expertise changes the outcome, providing clinical credibility, panel economics modeling, and objection handling unique to each specialty.
• Partner with field Executive Directors as the specialist subject-matter expert throughout the recruitment process, contributing specialty-specific momentum at key decision points without displacing ED ownership of the relationship, timeline, or deal outcome.
• Prioritize deal support based on value and effort.

Specialty Sales Pipeline Development & Enablement

• Own and drive pipeline development activities in partnership with the field sales team, including activities like advanced networking, referral development, market analysis, outreach and other prospecting strategies to identify, engage and qualify top-tier candidates.
• Own specialty pipeline reporting and development to deliver on business targets.
• Conduct Advanced Practice Assessments: Lead specialty specific practice evaluations to identify and navigate risks, operational barriers, strategic fit, and value drivers.
• Deliver high impact data insights: Present specialty specific advanced demographic, lifestyle, and market studies in partnership with field sales. Articulate insights in a manner that supports decision making for physicians at varying levels of readiness and complexity.
• In partnership with the broader product team, own and continuously refine the specialist sales content: physician profiles and qualification criteria, objections and pain points, specialty-specific engagement approach, and closing playbook as part of the product team.
• Translate field deal insights into reusable training and materials for the Physician Development team.
• Design and deliver specialist-specific training to build specialty fluency across the field organization.

Physician Qualification & Targeting

• Support and improve specialist physician qualification criteria, in partnership with product, field sales, research and market intelligence to sharpen targeting and improve success rates.

Cross-Functional Product Feedback

• Serve as the field's voice into Product: surface recurring objections, positioning gaps, and economic model friction points from specialist evaluations.
• Partner with Product on refining the specialist offer, pricing, and value proposition based on deal outcomes.

Key Competencies

• Demonstrated success in complex medical sales or related healthcare business development roles, with a proven track record of consistently exceeding goals.
• Strong business and financial acumen; ability to articulate detailed P&L impact and long term ROI.
• Ability to establish deep trust and credibility with field sales, physicians, spouses/partners, staff, and key decision influencers. Demonstrated success in high-influence positions to add value fast, and build relationships and trust quickly.
• Exemplary communication, executive presence, and the ability to simplify complex concepts.
• Ability to travel up to 65% of the time via car and airplane.
• Highly curious and ability to learn a clinical domain quickly: obsessed with mastering a domain quickly; comfortable working without deep specialty fluency on day one and building it through continuous learning. Strong preference for sales experience in Cardiology, Endocrinology, or Rheumatology.
• Competitive and self-motivated: Tracks their own numbers and pushes to win without needing direction on every activity.
• Challenger sales success and experience with a demonstrated track record using the Challenger Selling model.
• Sales and sales enablement skillset: Ability to surface field learning and refine sales approach and process for use across the sales org; applies a data driven approach for targeting.

Minimum Qualifications

• Bachelor's degree.
• 7+ years in complex consultative healthcare sales, specialty medical/pharma/device sales, or comparable field sales experience.
• Demonstrated experience partnering with or supporting a field sales team in an overlay, specialist, or sales engineering capacity.
• Experience delivering compelling, credibility-based sales presentations to physicians or clinical audiences.
• Trained in the Challenger Selling model, with demonstrated results.

Preferred Qualifications

• Direct sales experience in Cardiology, Endocrinology, or Rheumatology.
• Experience building sales enablement content or training programs for a field sales organization.
• Prior experience in a role reporting to Product or Marketing while working day-to-day with a Sales organization.

Why Join MDVIP?

• Be part of a mission-driven organization leading innovation in personalized healthcare.
• Drive transformation and growth in a dynamic, fast-paced environment.
• Competitive Compensation: Attractive base salary complemented by performance-based incentives.
• Comprehensive Benefits: Health, dental, vision insurance, and retirement plans.
• Professional Development: Access to ongoing training and leadership development programs.
• Positive Work Environment: Consistently recognized as a Great Place to Work®, fostering a culture of collaboration and excellence.

MDVIP is an Equal Opportunity Employer and is committed to fostering an inclusive and diverse workplace. We welcome applicants of all backgrounds and do not discriminate based on race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected status. We believe that diversity and inclusion drive innovation and strengthen our company culture.

If you require accommodations during the application or interview process, please let us know, and we will be happy to assist.

Pay Transparency: Our compensation reflects the cost of labor across appropriate US geographic markets. Pay is based on several factors including but not limited to market location and may vary depending on job-related knowledge, skills, and education/training and a candidate's work experience. Hired applicants are offered annual incentive compensation programs, subject to applicable eligibility requirements. Payments under these annual programs are not guaranteed and are dependent upon a variety of factors including, but not limited to, individual performance, business unit performance, and/or the company's performance. The company offers the following benefits for this position, subject to applicable eligibility requirements. Medical/prescription drug coverage, Dental coverage, Vision coverage, Flexible Spending Account, Health Savings Account, Dependent Care Flexible Spending Account, Basic and Supplemental Life Insurance & Accidental Death and Dismemberment, Disability Income Protection Plan, Employee Assistance Program, 401(k) retirement program, Vacation, Paid Holidays and Personal time, Paid Sick and Family and Medical Leave time as required by law.