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About the Role
As Rightway rapidly scales, we are looking for an experienced Commercial leader to drive growth through strategic partnerships and channels. This person will have a unique opportunity to shape the partner distribution strategy and lead high-impact deals with significant revenue potential. The role will have a regional remit, with focus on aggregators (captives, private equity firms, PEOs, TPAs, and coalitions) that are a fit for Rightway’s transparent PBM model and Navigation offering. Responsibilities will range from partnership targeting, vetting, pipeline development through contract negotiation, with the goal of establishing preferred relationships that drive ongoing committed pipeline and revenue growth. This role will lead Partnership Manager(s), who drive the ongoing health and success of the established partnership. This position will include travel as necessary to manage the business objectives of the role.
Responsibilities
- Establish net new relationships with partner companies and nurture them toward contracted relationships with shared and committed commercialization goals
- Expand existing opportunities / relationships and bring a fresh perspective to further accelerate them
- Build relationships with key stakeholders and executives across partners and work with them to drive awareness and growth strategies
- Manage all commercial processes with prospective partners, including initial discovery/capabilities meetings, Request for Proposal (RFP), finalist pitches, price negotiation and contracting, hand-off to Implementation and Client Management, and ongoing growth strategy
- Collaborate with internal teams, including Product, Analytics, Clinical, Operations, Implementation and others, to scope new opportunities and design optimal partner setup
- Collaborate with the Client Management team to ensure successful ongoing management of strategic partner accounts once established
- Contribute to the product roadmap and commercial strategy by surfacing feedback from partners and the market
- Track activity in Salesforce and provide pipeline visibility through reporting / updates
Requirements
- 10-15+ year background in healthcare industry and/or benefits consulting (with PBM fluency)
- Deep expertise developing and managing partnerships
- "Builder" experience and mindset
- Strategic thinker that is continuously looking to drive toward strong and high performing partnerships
- History of consistently attaining / exceeding growth metrics
- Tenacious attitude in the face of challenges or unexpected obstacles
- Proven organization, time management, and prioritization skills to manage multiple relationships and opportunities in various phases of the sales process
- Excellent communication skills, organization, and strong follow-through
- Comfort with the ambiguity of a fast-paced startup – ability to innovate and solve problems creatively
- Collaborative mindset and pride in championing deals internally and externally
Work Type
- Full-time
Experience Level
- 10-15+ years
Education Level
- Bachelor’s Degree Required
Salary/Compensations
- $144,000 - $180,000 annually
About the Company
- Rightway is on a mission to harmonize healthcare for everyone, everywhere. Our products guide patients to the best care and medications by inserting clinicians and pharmacists into a patient’s care journey through a modern, mobile app. Rightway is a front door to healthcare, giving patients the tools they need along with on-demand access to Rightway health guides, human experts that answer their questions and manage the frustrating parts of healthcare for them. Since its founding in 2017, Rightway has raised over $200mm from investors including Khosla Ventures, Thrive Capital, and Tiger Global. We’re headquartered in New York City, with satellite offices in Denver and Dallas. Our clients rely on us to transform the healthcare experience, improve outcomes for their teams, and decrease their healthcare costs.
Equal Opportunity
- Rightway is proud to be an Equal Opportunity Employer that believes in the strength of diverse thought, beliefs, backgrounds, and education. We foster an inclusive culture where differences are celebrated to drive the best business decisions possible. We do not discriminate on any basis protected by applicable law. All employment decisions are based on merit, qualifications, need, and performance.