Executive Director, Specialist Physician Sales

MDVIP • Remote,

26d

About The Position

MDVIP is a national personalized healthcare organization serving more than 425,000 members through a network of over 1,400 concierge primary care physicians. Its program emphasizes preventive medicine, comprehensive screenings, advanced diagnostics, and individualized wellness plans.

The Executive Director, Specialist Physician Sales serves as the specialty-product expert within MDVIP’s field-based physician recruitment organization. Initially supporting Cardiology and Endocrinology programs, with potential future specialty expansion, this role partners with the Physician Development team to identify, evaluate, and recruit specialists transitioning to the MDVIP model. The position brings physician-landscape knowledge, clinical credibility, objection-handling expertise, and understanding of practice economics to specialist recruitment.

In addition to supporting individual deals, the Executive Director builds sales enablement capabilities to scale specialist expertise across the field team. This includes developing physician qualification criteria, objection and pain-point playbooks, specialty-specific engagement content, and Challenger sales training. Success is measured by specialist physician sales closed and net new specialist membership delivered in partnership with the broader field sales organization.

Requirements

• Bachelor’s degree.
• At least 7 years of experience in complex consultative healthcare sales, specialty medical/pharmaceutical/device sales, or comparable field sales.
• 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.
• Training in the Challenger Selling model, with demonstrated results.
• Demonstrated success in complex medical sales or related healthcare business development, with a record of consistently exceeding goals.
• Strong business and financial acumen, including the ability to articulate detailed P&L impact and long-term ROI.
• Ability to establish trust and credibility with field sales, physicians, spouses or partners, staff, and other decision influencers, and to build relationships quickly.
• Excellent communication and executive presence, with the ability to simplify complex concepts.
• Curiosity and ability to learn clinical domains quickly, including comfort building specialty fluency through continuous learning.
• Competitive, self-motivated approach, including tracking personal results and taking initiative.
• Ability to surface field learning and improve sales approaches and processes for broader use across the sales organization.
• Data-driven approach to targeting.

Nice To Haves

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

Responsibilities

• Provide specialty-specific expertise during specialist physician evaluation and recruitment, including clinical credibility, panel economics modeling, and objection handling.
• Partner with field Executive Directors throughout recruitment, adding specialty expertise at key decision points while leaving relationship, timeline, and deal ownership with the field Executive Director.
• Prioritize deal support based on value and effort.
• Develop specialist sales pipelines in partnership with the field sales team through networking, referral development, market analysis, outreach, and other prospecting activities.
• Own specialty pipeline reporting and development to deliver business targets.
• Lead specialty-specific practice assessments to identify and navigate risks, operational barriers, strategic fit, and value drivers.
• Present specialty-specific demographic, lifestyle, and market insights with field sales to support physician decision-making.
• Own and continuously refine specialist sales content with the product team, including physician profiles and qualification criteria, objection and pain-point guidance, specialty-specific engagement approaches, and closing playbooks.
• Translate insights from field deals into reusable training and materials for the Physician Development team.
• Design and deliver specialist-specific training to build specialty fluency across the field organization.
• Improve specialist physician qualification criteria with Product, field sales, research, and market intelligence teams.
• Represent field feedback to Product, surfacing recurring objections, positioning gaps, and economic model friction points from specialist evaluations.
• Partner with Product to refine the specialist offer, pricing, and value proposition based on deal outcomes.
• Travel by car and airplane as needed, up to 65% of the time.

Benefits

• Competitive base salary with performance-based incentives.
• Medical and prescription drug coverage.
• Dental insurance.
• Vision insurance.
• Flexible Spending Account.
• Health Savings Account.
• Dependent Care Flexible Spending Account.
• Basic and supplemental life insurance and Accidental Death and Dismemberment coverage.
• 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.
• Ongoing training and leadership development programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Director