Senior Director, Strategic Partnerships (PBM)

ABOUT THE ROLE:

As Rightway rapidly scales its PBM business, we are looking for an experienced team member 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 national remit, with preliminary focus on brokers/consultants (including pharmacy specific firms) and aggregators (captives, private equity firms, PEOs, and coalitions) that are a fit for Rightway’s transparent PBM model. Responsibilities will range from pipeline development through contract negotiation and partner management, with the goal of establishing preferred relationships that drive ongoing pipeline and revenue growth. 

This position will include travel as necessary to manage the business objectives of the role.

WHAT YOU’LL DO:

• Develop a prioritization framework and process to evaluate new strategic partnerships and distribution channels, including qualification of fit for Rightway’s model
• Collaborate with Sales Operations and Marketing on opportunity sourcing and brand awareness efforts (e.g., attending industry events, developing outreach campaigns)
• Manage all commercial processes with prospective partners, including but not limited to: 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
• Work with Sales Operations and Contracting to design efficient and scalable processes for onboarding new clients through partners (e.g., intake forms, contracting templates, streamlined implementation handoff)
• Support the Sales team on employer opportunities that come through broker channels and educate them on any preferred terms (e.g., pricing, contract structure)
• Build relationships with key stakeholders and executives across partners and work with them to drive awareness and growth strategies
• 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

WHO YOU ARE:

• Bachelor’s degree and 10-15 years of professional experience
• Background in PBM industry and/or benefits consulting (with PBM fluency) 
• Experience developing and managing partnerships
• 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

SALARY (BEFORE BONUS POTENTIAL): $180,000-200,000

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. 

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 them.

Since its founding in 2017, Rightway has raised over $130mm from investors including Khosla Ventures, Thrive Capital, and Tiger Global at a valuation of $1 billion. We’re headquartered in New York City, with a satellite office in Denver. Our clients rely on us to transform the healthcare experience, improve outcomes for their teams, and decrease their healt