As an award-winning technology company, ModMed® is known primarily for its innovative medical specialty-specific solutions. But that’s only half the story. The people that work here are at the core of what we do — they shape everything from how our all-in-one solutions are developed, to how we interact with practices and everything in-between.
#MeetModMed is a series dedicated to exploring the numerous healthcare technology careers our organization offers, all through the lens of our fantastic people.
In this #MeetModMed, we talk with our Senior Director, Sales (Orthopedics & Pain Management), Sharareh Brescia, about her rewarding career in sales.
ModMed: What does a typical day look like at ModMed for you?
Sharareh Brescia: It depends! My days look different depending on the needs of the sales team and the customers we support. From helping to close a deal to building a strategy for pricing or supporting my managers with a coaching plan, there’s a lot of flexibility and variety. That’s one of the things I love about ModMed.
ModMed: You started at ModMed in 2019 as National Sales Director. How would you describe your career path from that moment to today?
Sharareh Brescia: I joined at a great time. Momentum in orthopedics was starting to build. Our product was maturing, and we were landing marquee customers who were vital in contributing to our product roadmap.
Our team has more than doubled in my three years at ModMed. Part of that is due to the momentum we’re gaining as an organization, but external factors also contribute. The consolidation rate in orthopedics is considerable—more and more practices are merging. There’s also increasing private equity interest in healthcare. When private equity starts to invest in practices, there’s an impetus for potential customers to engage with ModMed, do some due diligence, and compare their current technology to what we have to offer.
ModMed: What qualities made you want to work at ModMed in the first place?
Sharareh Brescia: When I was interviewing for the role, vetting the culture early on in the process was top of mind. I was with my last company for 14 years, so culture is important to me.
As a salesperson, having the opportunity to represent an innovative product is exciting. I immediately recognized that ModMed’s EMA® EHR was different compared to other products represented in the market. I also felt there was considerable buy-in and support from the executive leadership team. I believed in them and their vision to transform healthcare, which led me to the organization.
Lastly, I was attracted to the mission of ModMed. Salespeople are, by nature, problem solvers. You don’t have to be a doctor or come from a clinical background to be passionate about making an impact in healthcare. We have all been patients; we have all had family members who have been patients. It is motivating and rewarding to see what ModMed’s technology can offer to a practice, its staff, and its patients.
ModMed: Talk about the unique individuals who have made your ModMed experience special.
Sharareh Brescia: My team has really helped make my experience at ModMed special. I can’t say that enough! We have a very positive culture on the sales team and a collaborative leadership style from our Chief Revenue Officer on down. It’s very impactful when everybody gets involved.
ModMed: You’re also involved in an internal initiative through mmUnity, which aims to attract underrepresented talent to ModMed. Why is this work important to you?
Sharareh Brescia: Increasing representation at ModMed is near and dear to my heart as I’m a first-generation Iranian-American. Internally, we want people with core sales skills to think about sales roles as they assess their next step in the company. Externally, we need to be competitive to attract new candidates. I have noticed that sales teams are lacking underrepresented talent across our industry. How do we promote a sales career to all underrepresented groups?
I also believe strongly in the power of representation. We sell to doctors of color, female doctors, and first-generation doctors. I want them to know that diversity and inclusion are important for us.
ModMed: Can you speak to your managerial and leadership style?
Sharareh Brescia: I’m a big believer in servant leadership. That’s part of our organization’s fabric. At ModMed, there’s a lot of support in the way we structure our sales teams. People often think of sales as cold-calling and a lot of rejection. In reality, you’re collaborating with a sales development representative who is helping pump life into your pipeline. You’re collaborating with solutions engineers who come from the industry and know the product well. You’re collaborating with management on deal strategy. It is a team sport.
At ModMed, you’re always working with your colleagues to get to the shared mission of making our customers successful. We promote that heavily when recruiting new talent because it’s not that way everywhere.
ModMed: Which of ModMed’s core values best reflects your personality?
Sharareh Brescia: “Think big. Have fun. Do good.” That’s a value that speaks loudly to me.
Working in sales has a lot of ebbs and flows. It’s important to keep in mind that you should be having fun and feel like you’re providing value–internally with your team and externally with your customers–every day. We’re changing the way that practices run. We’re introducing customers to something that will change their day-to-day operations and make life easier for their staff, doctors, and patients. That’s important to remember.
ModMed: What qualities should potential candidates possess if they’re interested in joining your team?
Sharareh Brescia: It goes back to people who are open to being collaborative. If you’re somebody who thrives in a team dynamic, this is the place for you. The second important quality is intellectual curiosity. You don’t necessarily need to come from a healthcare or SaaS background, but you should be hungry to learn more about technology’s role in healthcare. Lastly, you need to be driven and passionate about making an impact here at ModMed.
ModMed: What advice do you have for potential ModMed hiring candidates?
Sharareh Brescia: Take the initiative to make connections. We have a great team who are happy to talk and share their perspectives. We also have fantastic customers who are glad to have new employees shadow them and see our technology in action. Those conversations accelerate the learning and help our team – especially new team members – gain an early and important understanding of our customers.
If you find Sharareh’s career story compelling and would like to learn more, our team is growing quickly with open roles throughout the United States. If you’re interested in joining Sharareh’s team or simply want to learn more about what it’s like to work at ModMed, check out our careers page and follow us on LinkedIn.
This blog is intended for informational purposes only and does not constitute financial, legal, medical or consulting advice. Please consult with your legal counsel and other qualified advisors to ensure compliance with applicable laws, regulations, and standards.
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