Regional Vice President of PBM Sales, Mid-Atlantic

The candidate will work remote and reside in one of the following states:

MI, OH, PA, WV, VA, MD, DE, DC

 

ABOUT THE ROLE:

The Regional Vice President of PBM Sales, Mid-Atlantic is a member of the Rightway Commercial team reporting into the Head of Sales. Our innovative, full-stack pharmacy benefit management (PBM) offering represents an important growth area for Rightway. Through modern technology, concierge pharmacist guidance and a fully aligned pricing model, Rightway is improving the member experience and helping clients better manage pharmacy spend to make drugs more affordable for their employees and dependents.

The RVP of PBM Sales is responsible for directly selling our PBM solution to self-funded employers by developing channel relationships, sourcing new client prospects internally and externally, as well as managing the sales process from start to finish. This role will have a direct impact on the overall growth and success of Rightway to help further our mission of being a category defining Healthcare Technology company.

 

WHAT YOU’LL DO:

• Call on self-funded employer groups, third party administrators, brokers, consultants and coalitions to sell our pharmacy benefit management (PBM) solution for the assigned territory
• Collaborate with the Head of Sales and Chief Commercial Officer to develop and execute a direct to prospect strategy
• Identify potential new clients, manage discovery and solution development process, make pricing recommendations, draft and deliver proposals, lead and organize finalist presentations
• Drive the RFP process to analyze client needs and solution fit, contribute to preparation and positioning the company to win
• Build and maintain key prospect and channel relationships; including sourcing, organizing, and leading consultant and prospective client meetings at a frequency based upon agreed activity metrics
• Provide background and insight about prospective opportunities to internal sales support teams and commercial leadership
• 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 to successfully onboard new clients
• Finalize contract terms and support the accurate translation of the proposal into contractual agreement
• Use Salesforce.com to track and report sales activities to company leaders
• Participate and attend business events, conferences, trade shows and seminars

 

WHO YOU ARE:

• Home Based and domiciled within MI, OH, PA, WV, VA, MD, DE, DC
• Willing to travel ~30% depending on the needs of the territory and selling cycle
• Experience:
  • 5+ years PBM sales and/or account management experience
  • 2+ years PBM direct-to-employer/TPA/broker sales experience
  • 2+ years managing consultant & broker relationships
• Proven track record within PBM sales and/or upsells driving year-over-year profitable growth and client retention
• Strong independent accountability showcasing follow-up and follow-through skills
• Demonstrated knowledge of employer, TPA, broker and consultant sales
• Current and substantive knowledge of PBM competitors
• Proficiencies in Google suite, Microsoft office, salesforce and other industry related software

 

EXTRA CREDIT:

• Direct PBM sales experience and demonstrated success
• Location in PA, OH or DC
• PharmD or RPh

 

SALARY (BEFORE COMMISSION POTENTIAL):  $160,000/yr

 

CYBERSECURITY AWARENESS NOTICE

In response to ongoing and industry-wide fraudulent recruitment activities (i.e., job scams), Rightway wants to inform potential candidates that we will only contact them from the @rightwayhealthcare.com email domain. We will never ask for bank details or deposits of any kind as a condition of employment. If you have any questions about a suspicious interaction with Rightway, please feel free to reach out to us at hr@rightwayhealthcare.com.

ABOUT RIGHTWAY:

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 t