From Physical Therapist to Account Exec in Athelas

Dr. Brady Flynn, PT, DPT is a clinical account executive with Athelas. Below, he recounts his journey beyond a traditional clinic role — drawing the parallels between patient care and business development, and his journey towards a new challenge in HealthTech.

Hi, I’m Brady. I’m a physical therapist and healthtech enthusiast who recently transitioned into my first non-clinical role.

I went into PT because I have a passion for helping people get the most out of their physical potential and performance. Throughout my career in an outpatient orthopedic setting, I was lucky enough to work with a lot of amazing people, including patients, colleagues, and mentors. The experiences I had in the clinic are ones that I wouldn’t trade for anything. My journey as a clinician has included many shared characteristics of that of others: passion, dedication, and an unwavering commitment to improving the lives of patients. However, amidst this pursuit, I found myself grappling with the harsh realities of the profession — from the pressures of productivity requirements to the burdens of burnout and financial strain.

How I got there, and what I did afterwards, was a journey that I’ve heard countless other clinicians grapple with. I wanted to share my story because, if you ever need help, I’m just a message away. You’re not alone.

Let’s dive in.

Question 1: What realization drove me to look for a nonclinical role?
Question 2: How did I determine the “right fit” for me?
Question 3: How did I approach “selling myself” and “finding the right fit”?
Question 4: How do I compare patient care to sales?
Question 5: What advice do I have for the “non-clinical transition”?

Question 1: What realization drove me to look for a nonclinical role?

Working in a clinic for several years exposed me to the mechanics of what really drives care delivery at the private practice level. A stark reality became clear – finances drive everything, and with reimbursements for PT declining year over year, margins in private practice have continued to shrink. Traditionally, one of the only solutions that practices have been able to come up with is to increase patient volume. The trickle-down effects on myself, my colleagues, and our quality of patient care became impossible to ignore. Not to mention the skyrocketing cost of living which had shown every sign of continuing to outpace clinician salaries. I realized I needed to consider not just my patients’ wellbeing but that of my future family.

These realizations forced me to consider alternative paths…ones that would allow for the upward mobility and flexibility that I was desiring in a career. One remaining major piece of criteria still needed to be explored: how could I make a career pivot while still continuing to make a difference in the world of patients and clinicians?

As a physical therapist, I understand firsthand the challenges that come with the territory. The long hours, the documentation overload, and the relentless pursuit of providing quality care amidst shrinking margins — these were all too familiar struggles that eventually led me to reassess my career trajectory. Don’t get me wrong; my passion for helping patients remained steadfast. However, I came to the realization that there are multiple avenues through which I could continue serving the healthcare community — ones that offered flexibility, growth opportunities, and a chance to affect systemic change on a broader scale.

Question 2: How did I determine the “right fit” for me?

The first step was determining the right fit. Making a career change was extremely daunting, and I didn’t know exactly what I wanted to do. After months of research into different sectors of non-clinical roles, I began to find some direction. Coming across The Non-Clinical PT and all of the amazing work being done by Meredith Castin really opened my eyes to the possibilities that are out there. Her website provides a thoroughly organized breakdown of many of the roles one might consider for their first non-clinical job.

I delved into the realm of Healthtech, recognizing it as a burgeoning field ripe with opportunities that aligned well with my interest in innovation. Seeing many of the flaws of healthcare delivery first hand, it was clear to me that there was an urgent need for innovative solutions to clinicians’ workflows. I spent hours researching different roles and companies with a specific focus on those for which I was qualified given my clinical background. Healthtech sales, in particular, resonated with me, as it offered the perfect blend of my clinical background with my passion for improving quality of life and job satisfaction for clinicians and practice managers.

Question 3: How did I approach “selling myself” and “finding the right fit”?

For the first time in my career I needed to sell myself in order to be competitive against other applicants. This was a new experience for me, because as a PT, I was always in demand, and finding a job right out of PT school was easy. This transition would be very different– getting my foot in the door in sales was going to require some serious self-marketing. Utilizing advice from The Non-Clinical PT, The Clinician Transition, and other clinicians who had transitioned into non-clinical roles, I overhauled my resume to match my clinical skills to the skills required in sales roles. I wrote dozens of cover letters, and utilizing ChatGPT was a huge time saver for these and for resume editing. Don’t shy away from leveraging technology to help you work smarter.

Like most job searches, I submitted over a dozen applications and didn’t hear back from most of them. Landing the role I was looking for came down to networking. In the competitive landscape of job hunting, this proved to be a game-changer, opening the door to the opportunity to not only earn a new role, but to join a team of clinicians whose mission aligns with my own. Through platforms like LinkedIn and The Clinician Transition, I connected with like-minded professionals and gained an introduction to my current employer, who happened to be hiring to build a provider-only sales team. 

It was the culmination of being in the right place at the right time, and it was only made possible by putting myself out there and joining new communities.

Question 4: How do I compare patient care to sales?

Being a physical therapist is a sales role through and through– we must meet a stranger on their first visit and continuously sell them on ourselves, our services, on themselves, their potential, and their plan of care, ensuring continued engagement and collaboration towards our shared goals. Just like patient care, sales involves assessing a clients’ needs and providing a professional assessment of their situation, “diagnosing” their problem. We must motivate the patient towards behavior change, convincing them that your goals are their goals. We must remain organized, utilize strong communication skills, and have excellent time management. I knew clinical sales was going to be a great fit for me.

Of course, there are stark differences. While patient care involves patients coming to you with an established problem, sales involves outreach to prospects who may or may not feel they need a solution. In this sense, sales involves a lot more rejection than patient care. You must maintain patience, confidence, and a belief that there are individuals and organizations out there that you can help– tremendously. Cultivating this mindset enables you to persevere through rejection, and you must go out of your way to find those individuals who you know you can help.

Today, as a Clinical Account Executive at Athelas, I find myself in a role that not only aligns with my values but also allows me to drive tangible impact within the healthcare ecosystem. By providing tools and solutions to empower practices to increase their margins, automate manual workflows, and improve patient care, I get to contribute to a larger mission of advancing quality of care while reducing provider burnout. It’s a fulfilling journey, one that reaffirms the notion that there are indeed options beyond traditional clinical practice — options that enable us to continue serving the healthcare system in meaningful and impactful ways.

Question 5: What advice do I have for the “non-clinical transition”?

For clinicians interested in transitioning out of clinical practice, finding your first non-clinical role requires identifying the right fit for yourself, then working smarter, not harder. While submitting numerous applications is essential, you want to make sure you are leveraging connections in order to stand out. Most importantly, dare to leverage social media to put yourself out there. There are several resources and communities out there to assist you in finding your first non-clinical role. Among those that helped in my search are The Clinician Transition and The Non-Clinical PT. Hiring managers use these groups, too, and by immersing yourself in the right communities, your next role can find you. Additionally, gaining relevant skills to make yourself more marketable during your job search is critical. For sales, Aspireship SaaS Sales Foundations helped me gain foundational sales knowledge while padding my resume. There are countless resources out there depending on your preferred field and role.

For clinicians feeling disillusioned by the constraints of traditional patient care, remember this — you always have options. Whether it’s exploring non-clinical roles, leveraging your skills in new and innovative ways, or tapping into the power of networking, there are myriad paths available for those willing to venture beyond the confines of patient care. So dare to explore, and dare to redefine what it means to serve the healthcare system. You got this.