#MeetModMed: Lindsay Pine, Vice President of Sales

ModMed: You started at ModMed in 2011 as Regional Sales Manager. How would you describe your career path from that moment to today?

Lindsay Pine: It’s been a fun ride because I’ve held many sales roles throughout the years. When I first joined, I was the 39th employee so I experienced a true start-up mentality. Now in 2022, we have over 1,500 employees. Over that time, the company transformed from an EHR-only company to a full suite of solutions that help practices save time and streamline operations. And there’s still so much growth happening.

ModMed: You’ve now worked in the healthcare space for nearly 15 years. Can you share a few insights related to how the business/environment has changed over time?

Lindsay Pine: When I first got into the Health Information Technology (HIT) space, it was before the Health Information Technology for Economic and Clinical Health (HITECH) Act passed in 2009. At that time, there wasn’t as much of a push for electronic health records. Before HITECH and the HIPAA Safe Harbor Bill passed, it was a different sale. We had to truly focus on showing healthcare providers the benefits of an EHR.

Once the HITECH act came out, we saw a shift within the industry. Not just in the technology but in the pay-for-performance (P4P) approach, which attaches financial incentives to health outcomes and patient satisfaction. The transition to a P4P framework has been the most significant evolution I’ve seen in the industry.

Before HITECH, the EHR was thought of as a bolt-on to the practice management system. However, back in 2010, Daniel Cane and Dr. Michael Sherling, the co-founders of ModMed, understood a shift was coming to outcomes-based performance and created something different very early on. For them, it all started with the EHR as the centerpiece to bringing greater efficiency to the practice and saving physicians time.

ModMed: What qualities made you want to work at ModMed in the first place? 

Lindsay Pine: Two qualities drew me in. One was the ModMed vision, and the other was how the company supported my career aspirations.

At previous companies, I didn’t have one primary focus. Sales were one portion, but I couldn’t truly hone in on it. I knew I could be a strong salesperson and wanted the opportunity to see that through. I had a recruiter reach out to me about ModMed, and I saw the platform. Even though it was still in its infancy, the technology differed from every other system. I knew it was going to be something big.

ModMed: Which of ModMed’s core values best reflects your personality? 

Lindsay Pine: “Think big. Have fun. Do good.” From day one, I have always thought outside the box. I’ve always raised my hand and provided different ideas. Now that I manage a team, I encourage them to do the same.

At ModMed, we’ve created a culture of family, camaraderie and teamwork. We want to have fun, work hard and play hard. But the company has also cultivated an environment where it’s good to have big ideas. Everyone’s opinions matter. That resonates with me.

ModMed: You’ve recently taken on an expanded role that includes overseeing the development of ModMed’s sales funnel. Can you speak to your leadership style?

Lindsay Pine:  As a leader, I aim to be truly present and available. I meet with my team leads regularly, but I also meet with their teams. I hop in on their team meetings, listen to their updates, dive into training sessions and connect with sellers one-on-one.

For anybody joining the sales team within my division, three essential qualities are passion, perseverance and persistence. You need to have that drive and excitement.

In sales roles, it can often feel like you’re on your own island. But here, we’ve created an authentic culture of teamwork. As a new person, you’ve got to be willing to learn and invest time. But when you do, you’ll have not just your leadership team but colleagues ready to step in and help you, whether or not they’re in your specialty. Of course, everyone is competitive, but it’s a unique environment where we all want one another to succeed.

ModMed: You’ve earned several President’s Club and quarterly Top Dog awards. What does it take to be recognized in this way?

Lindsay Pine: At ModMed, we make a point of celebrating success. Over the years, we’ve had different awards to recognize sales excellence. Top Dog was awarded to the highest producer for the quarter. The President’s Club award is presented to a small group of people who have hit a certain percentage of sales above their quota. I’ve won that for six years. And last year, I was proud to receive the Sales Director of the Year award.

ModMed: How does ModMed support working parents and caregivers?

Lindsay Pine: As someone who has been at ModMed for almost 11 years, I can say that through major life events, ModMed has consistently demonstrated a family-first mentality. Knowing that my daughter can be my number one priority is meaningful as a caregiver.

Flexibility is sometimes overlooked as a primary contributor to attracting and retaining talent. But, especially as you get older, you want your employer to recognize that you have a life outside of work that also takes precedence. ModMed has always understood that family is important, and by providing the flexibility to support that, employees will achieve more and stay longer.

ModMed: What are some common characteristics of your ModMed colleagues?

Lindsay Pine: The number one thing, regardless of department, is drive. ModMed seeks out people with the drive to work hard and the passion for learning and understanding..

Starting a new job is never easy. Particularly in the first few months, you need to be open-minded and ask questions. ModMed has a strong culture of feedback. We want to hear what’s working and what’s not. We encourage people to speak up. That goes back to our core value, to “think big.”

ModMed: What advice do you have for potential ModMed hiring candidates? What qualities should potential candidates possess if they’re interested in joining your team?

Lindsay Pine: Do your homework on the company. As an applicant, you need to demonstrate that you understand who the company is, its value proposition and its product. That’s important for any role, regardless of department, company or industry.