RVP, PBM Enterprise Sales

The role

The RVP, PBM Enterprise Sales sells pharmacy benefit management solutions to self-funded employer groups. This role involves managing complex deals, developing channel relationships, and collaborating with internal teams to onboard new clients.

What you will do

• Call on self-funded employer groups, TPAs, brokers, consultants, and coalitions to sell PBM solutions.
• Collaborate with Commercial leadership to execute direct-to-prospect strategies.
• Identify, source, and build relationships with new client prospects and channel partners.
• Manage discovery, solution development, pricing recommendations, proposals, and finalist presentations.
• Structure pricing, contracting, and solution design.
• Work with underwriting, marketing, strategic partnerships, product, implementation, and customer success teams.
• Finalize contract terms and support proposal translation into agreements.
• Maintain a disciplined sales process in Salesforce.
• Participate in business events, conferences, trade shows, and seminars.

Required qualifications

• 5+ years of direct PBM sales experience.
• 2+ years managing consultant and broker relationships.
• Knowledge of employer, TPA, broker, and consultant buying processes.
• Working knowledge of PBM economic models and deal structure.
• Ability to translate knowledge into client-specific deal design.
• Proven track record within PBM sales and/or upsells driving profitable growth and client retention.
• Current and substantive knowledge of PBM competitors.
• Willing to travel ~30%.
• Proficiency in Google Suite, Microsoft Office, and Salesforce.

Nice to have

• Direct PBM sales experience with demonstrated success against quota
• PharmD or RPh

About the company

Rightway is a healthcare technology company that provides a full-stack pharmacy benefit management offering. Headquartered in New York City, it uses modern technology and pharmacist guidance to improve member experience and manage pharmacy spend.