VP Sales

The Vice President of Physician Sales is responsible for building, leading, and optimizing ATI’s physician referral sales organization across the enterprise. This role drives physician engagement strategies that directly generate patient referrals into our physical therapy clinics nationwide. The leader will oversee a team of more than 60 business development managers and sales representatives across 20+ states, ensuring that the right talent, structure, and processes are in place to consistently meet clinic-level referral goals. This role is not only accountable for day-to-day sales execution but also for shaping the future of the physician referral channel through rigorous pilot programs and test-and-learn initiatives. The leader will design and refine the science of physician sales, including staffing models, sales rep competencies, call targeting strategies, engagement frequency, and messaging approaches. By combining disciplined execution with innovative experimentation, this position ensures that the organization can scale effectively while continually improving referral conversion, efficiency, and physician satisfaction. The role requires a strong operator who can hold teams accountable, develop talent, and partner closely with Finance, Operations, and Marketing to ensure market-level referral budgets are achieved.

Team Leadership & Talent Development
• Lead and inspire a national team of 60+ physician sales professionals. Ensure the right talent is in place by recruiting, developing, and retaining high-performing sales leaders and representatives. Establish a culture of accountability, continuous learning, and operational discipline

Pilot Programs & Sales Model Innovation
• Design and implement structured test-and-learn pilots to optimize the physician sales channel. Evaluate and refine staffing models, sales rep skill sets, physician call targeting, frequency of visits, and engagement methods. Scale successful pilots across the organization to improve efficiency and effectiveness.

Operational Execution & Accountability
• Build and enforce a disciplined sales operating rhythm with KPIs, pipeline reviews, incentive program, and market performance tracking. Drive consistency in execution across 20+ states while allowing flexibility for market-specific needs. Partner cross-functionally with Operations, Finance, and Marketing to ensure alignment and impact.

Market & Referral Budget Management
• Own referral volume forecasting and budgeting at the clinic level, working closely with Finance and Operations. Develop deep understanding of local market dynamics, physician referral patterns, and competitive positioning.

Internal Alignment and Partnership
• Develop effective partnerships with key business leaders and functions, specifically in Operations, Marketing, Real Estate, Finance, Payor Relations, HR and IT to establish and develop a strong and collaborative partnership to ensure continued success in Referral Sales