RVP, PBM Enterprise Sales Northeast

Rightway•New York City, NY

29d•$180,000•Remote

About The Position

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

Requirements

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
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

Nice To Haves

Direct PBM sales experience and demonstrated success
Location in MA,RI, CT, NY preferred)
PharmD or RPh

Responsibilities

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