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About the Role
The RVP, PBM Enterprise Sales is responsible for directly selling Rightway's PBM solution to self-funded employers (5-20k lives). This role involves developing channel relationships, sourcing new client prospects, and managing complex deals from start to finish. Success requires strategic thinking, disciplined execution, and a data-driven approach to drive growth for Rightway's innovative PBM offering.
Responsibilities
- Call on self-funded employer groups of 5-20k lives, third party administrators, brokers, consultants, and coalitions to sell the PBM solution within the assigned territory.
- Collaborate with Commercial leadership to develop and execute a direct-to-prospect strategy, managing complex deals from initial discovery through RFP and finalist stages.
- Identify, source, and build relationships with new client prospects and channel partners, managing discovery, solution development, pricing recommendations, proposals, and finalist presentations.
- Apply strategic deal management to structure pricing, contracting, and solution design that balances client needs, financial outcomes, and operational readiness.
- Work collaboratively with internal departments such as underwriting, marketing, strategic partnerships, product, implementation, and customer success teams to develop go-to-market strategies and efficiencies.
- Finalize contract terms and support the accurate translation of the proposal into a contractual agreement.
- Maintain a disciplined, well-documented sales process in Salesforce, using data and forecasting accuracy to track and report sales activity and manage deals from discovery to close.
- Participate in and attend business events, conferences, trade shows, and seminars.
Requirements
- 5+ years of direct PBM sales experience, ideally selling to self-funded employers, TPAs, brokers, or consultants.
- Candidates with 5+ years as a pharmacy benefits consultant advising employers on PBM strategy and procurement will also be considered, with direct PBM sales experience the strong preference.
- 2+ years managing consultant and broker relationships, with demonstrated knowledge of employer, TPA, broker, and consultant buying processes.
- Working knowledge of PBM economic models and deal structure, including rebate mechanics, admin fee/PMPM pricing, aligned vs. spread economics, and performance guarantee structures, and the ability to translate that knowledge into a client-specific deal design.
- Proven track record within PBM sales and/or upsells driving year-over-year profitable growth and client retention, with strong business acumen managing complex, multi-stakeholder deals in a structured, disciplined sales process.
- Current and substantive knowledge of PBM competitors.
- Willing to travel ~30%, depending on the needs of the territory and selling cycle.
- Proficiency in Google Suite, Microsoft Office, Salesforce, and other industry-related software.
Skills
- Salesforce
- Google Suite
- Microsoft Office
Experience Level
- 5+ years of direct PBM sales experience
- 2+ years managing consultant and broker relationships
Salary/Compensations
- $160,000 - $190,000 annually
Benefits
- Bonus
- Equity
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.
- We’re seeking those with passion for healthcare and relentless devotion to our goal.
- We embody core values: We are human, first; We redefine what is possible; We debate then commit; We cultivate grit; We seek to delight.
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.