RVP, PBM Enterprise Sales

This is a fully remote position, open to applicants in New York.

📋 Description

• Promote Rightway's pharmacy benefit management (PBM) solution to self-funded employer groups with 5–20k lives, third-party administrators, brokers, consultants, and coalitions within the designated territory.

• Work alongside Commercial leadership to create and implement a direct-to-prospect strategy.

• Oversee intricate deals from the initial discovery phase through the RFP and finalist stages.

• Identify, source, and cultivate relationships with new client prospects and channel partners.

• Manage the entire process of discovery, solution development, pricing recommendations, proposals, and finalist presentations.

• Structure pricing, contracts, and solution designs effectively.

• Collaborate with underwriting, marketing, strategic partnerships, product, implementation, and customer success teams on go-to-market strategies and client onboarding.

• Finalize contract terms and convert proposals into formal contractual agreements.

• Maintain the sales process and Salesforce records, track and report on sales activities, and manage deals from discovery to closure.

• Engage in business events, conferences, trade shows, and seminars.

⛳️ Requirements

• A minimum of 5 years of direct PBM sales experience, preferably targeting self-funded employers, TPAs, brokers, or consultants.

• Candidates with over 5 years of experience as a pharmacy benefits consultant advising employers on PBM strategy and procurement will also be considered.

• At least 2 years of experience managing consultant and broker relationships.

• Demonstrated understanding of the buying processes for employers, TPAs, brokers, and consultants.

• Working knowledge of PBM economic models and deal structures, including rebate mechanics, admin fee/PMPM pricing, aligned versus spread economics, and performance guarantee frameworks.

• Proven success in PBM sales and/or upsells, driving year-over-year profitable growth and client retention.

• Strong business acumen with the ability to manage complex, multi-stakeholder deals in a structured and disciplined sales process.

• Current and comprehensive knowledge of PBM competitors.

• Willingness to travel approximately 30% of the time.

• Proficiency in Google Suite, Microsoft Office, Salesforce, and other industry-specific software applications.

• PharmD or RPh is considered a plus.

🏝️ Benefits

• Bonus

• Equity

• Opportunity to participate in business events, conferences, trade shows, and seminars