RVP, PBM Sales Northeast

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

Maine, Vermont, New Hampshire, Massachusetts, Rhode Island, Connecticut, New York or New Jersey

ABOUT THE ROLE: 

The Regional Vice President of PBM Sales, Northeast is a member of the Rightway Commercial team reporting into the VP 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.

Rightway’s modern PBM combines transparent, aligned economics with integrated clinical guidance to deliver a radically improved pharmacy experience. We are redefining how employers think about PBM partnerships.

This role is ideal for someone who pairs strategic thinking with disciplined execution. The RVP of PBM Sales is responsible for directly selling our PBM solution to self-funded employers (5–20k lives) by developing channel relationships, sourcing new client prospects, and managing complex, multi-stakeholder deals from start to finish. Success in this role requires someone who approaches their territory like a business: organized, data-driven, and thoughtful in how they structure, prioritize, and advance deals, while maintaining the curiosity and creativity to adapt in a fast-changing market.

This position will have a direct impact on the overall growth and success of Rightway, helping further our mission of being a category-defining healthcare technology company

WHAT YOU’LL DO:

• Call on self-funded employer groups of 5-20k lives, third party administrators, brokers, consultants and coalitions to sell our pharmacy benefit management (PBM) solution for the assigned territory. This segment represents one of Rightway’s fastest-growing and most strategically important markets.
• Collaborate with Commercial leadership to develop and execute a direct-to-prospect strategy, managing complex deals from initial discovery through RFP and finalist stages with strategic precision and strong internal coordination.
• Identify potential new clients, manage discovery and solution development process, make pricing recommendations, draft and deliver proposals, lead and organize finalist presentations
• Apply strategic deal management to structure pricing, contracting, and solution design that balance client needs, financial outcomes, and operational readiness.
• 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
• Maintain a disciplined, well-documented sales process in Salesforce using data, forecasting accuracy, and consistent follow-through to manage deals strategically from discovery to close
• 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 ME, NH, VT, MA, RI. CT, NY or NJ
• 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 business acumen, competent in a structured and disciplined sales process, has experience with complex, multi-stakeholder deals.
• 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 MA,RI, CT, NY preferred) 
• PharmD or RPh

SALARY (BEFORE COMMISSION POTENTIAL):  $180,000

Offer amounts for both remote and in office roles are influenced by geographic location.

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 [email protected].

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 $200mm from investors including Khosla Ventures, Thrive Capital, and Tiger Global. We’re headquartered in New York City, with a 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.

HOW WE LIVE OUR VALUES TO OUR TEAMMATES:

We’re seeking those with passion for healthcare and relentless devotion to our goal. We need team members who will:

• We are human first

Our humanity binds us together. We bring the same empathetic approach to every individual we engage with, whether it be our members, our clients, or each other. We are all worthy of respect and understanding and we engage in our interactions with care and intention. We honor our stories. We listen to—and hear—each other, we celebrate our differences and similarities, we are present for each other, and we strive for mutual understanding. 

• We redefine what is possible 

We always look beyond the obstacles in front of us to imagine new solutions. We approach our work with inspiration from other industries, other leaders, and other challenges. We use ingenuity and resourcefulness when faced with tough problems.

• We debate then commit 

We believe that a spirit of open discourse is part of a healthy culture. We understand and appreciate different perspectives and we challenge our assumptions. When working toward a decision or a new solution, we actively listen to one another, approach it with a “yes, and” mentality, and assume positive intent. Once a decision is made, we align and champion it as one team.

• We cultivate grit 

Changing healthcare doesn’t happen overnight. We reflect and learn from challenges and approach the future with a determination to strive for better. In the face of daunting situations, we value persistence. We embrace failure as a stepping stone to future success. On this journey, we seek to act with guts, resilience, initiative, and tenacity.

• We seek to delight

Healthcare is complicated and personal. We work tirelessly to meet the goals of our clients while also delivering the best experience to our members. We recognize that no matter the role or team, we each play a crucial part in our members’ care and take that responsibility seriously. When faced with an obstacle, we are kind, respectful, and solution-oriented in our approach. We hold ourselves accountable to our clients and our members’ success. 

Rightway is PROUDLY an Equal Opportunity Employer that believes in strength in the diversity of thought processes, beliefs, background and education and fosters an inclusive culture where differences are celebrated to drive the best business decisions possible. We do not discriminate on any basis covered by appropriate law. All employment is decided on the consideration of merit, qualifications, need and performance.