Dr Bill - Martyn Bassett Associates

Dr Bill was on the hunt for a truly unique candidate for their Head of Physician Sales role.

The Search Statistics

Number of days to the first round of resumes: 8
Number of candidates considered: 10
Number of candidates interviewed: 5
Number of business days to complete the search: 30

The Search

This hire would be the first Head of Physician Sales and report into the COO. Dr Bill needed a sales leader who could build a physician sales department from scratch (into the double digits), create process, and build out a variety of channels (inbound, outbound, affiliate, conference, etc.)

The Client

Dr. Bill is an industry leading medical billing solution that has helped thousands of physicians overcome pains associated with getting paid. Physicians contribute so much to society, highlighted by their recent efforts during the COVID pandemic. At Dr. Bill, making physicians’ lives better is their Mission. They are committed to empowering physicians to spend more time on doing the things that they love, and less on administration and billing.

Search Requirements

This search required a particularly unique background and had proven challenging for the organization to find on their own. Candidates were required to have experience managing a remote high-velocity Outbound Field Sales Team across multiple provinces, ideally in a pharma or medical device sales environment dealing with GPs and Specialists within Ontario, BC, and Alberta.

Extensive experience using a CRM to manage opportunity pipelines and team performance as well. The chosen candidate needed to have a proven track record building performance driven sales teams from scratch and the knowhow to set and achieve revenue goals (both at an individual and team level).

Dr Bill needed an ambitious leader, skilled at pitching and closing deals, people development, client development, organizational excellence, exceptional sales management, sales operations, and sales pipeline analysis & management.

The Hire

The chosen candidate had over 5 years in Medical Device sales, initially starting as a Sales Rep in 2015 covering the Greater Toronto Area before moving into a Territory Manager role in 2018.

They managed 7 Sales Associates (who they interviewed, hired, and trained), focused on different specialties for minimally invasive procedures. Their patch was worth $6M+ today and their team had exceeded their 13% growth targets every quarter since they took over. They also specialized in selling into Operating Rooms, Family Medicine, Sports Therapy, Neurosurgery, and GPs in Southern Ontario.

“We appreciated Martyn and team’s ability to understand what we were looking for both in terms of experience and cultural fit. Throughout the entire process they provided transparent feedback and thorough candidate management. Despite our goldilocks requirements, this was one of the simplest and smoothest searches I’ve been a part of.”

–– Sarah Wilkinson, CEO

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"When hiring our first CPO, we were looking to branch out beyond our network. The Martyn Bassett Associates team was able to source candidates that we were wanting, but unable to get on our own. We were presented with a wide range of fantastic candidates."

"What I love about working with this team is they’re there to help. I have weird requests, they jump on the phone and we figure it out. I need someone in a hurry, they hustle. I maybe need someone ages from now, they keep an eye out. I have a question about a salary, or am unsure about how to approach something they know. We’ve used them for a few years, and we’ve had nothing but great experience working together. Wish I had found them a few years sooner.”

"We were impressed with both the speed and the high-calibre of candidates we had to choose from. Martyn Bassett Associates really listen to what you’re looking for and the entire process is very smooth and stress-free."

"The entire Martyn Bassett team was easy to work with and we were able to quickly develop an open and transparent partnership. Leveraging their strong expertise and extensive talent network, they helped us find the technology sales leaders and management services experts we needed."

"A true value-adding partner in identifying talent. The team at Martyn Bassett Associates were quick to zero-in on our requirements and rigorous in pre-qualifying candidates for consideration. They are focused and fast! Their expertise and experience added value throughout the process and resulted in an outstanding final outcome for Roadpost. This is a team that will strive to exceed expectations."