VP Sales and Marketing - ClearScript

Fairview Health Services•Shoreview, MN

47d•Onsite

About The Position

The VP, Sales and Marketing serves as the single executive owner of ClearScript's commercial workflow — unifying sales, brand, marketing, conference strategy, and RFP positioning under one accountable leader. This role is critical to driving ClearScript from approximately 150,000 covered lives today to 500,000–1,000,000 covered lives by 2031, in alignment with the ClearScript 2031 Strategic Plan. The role architects and executes ClearScript's multi-segment commercial strategy across Health Systems, TPA/Broker, Direct Employer, Medicaid MCO carve-out, and Health Plan carve-out segments. Externally, the leader engages the market as Head of Sales, Chief Commercial Officer, or Chief Growth Officer — with title flex based on candidate level and market context. Owns the end-to-end commercial workflow — lead generation, brand and CAA marketing, sales engagement, RFP and proposal strategy alignment with Underwriting and Product/Operations, channel partner governance, and pipeline-to-close accountability — translating ClearScript's transparent, clinically integrated PBM value proposition into measurable commercial wins.

Requirements

B.S./B.A. Bachelor's Degree or equivalent experience.
10 years Healthcare commercial leadership experience
5 years Experience in a PBM, health plan, or specialty pharmacy commercial role
Prior tenure as VP Sales, SVP Sales, VP Sales & Marketing, Chief Growth Officer, or Head of Sales at a mid-sized PBM, transparent PBM, health plan, or healthcare benefits organization
Demonstrated record of growing a regional or mid-sized PBM book — with experience selling to health systems, TPAs/brokers/consultants, self-insured employers, and government plans
Proven leadership of a unified sales-and-marketing organization at scale appropriate to ClearScript's ~150K lives book
Executive-level communication and executive and market-facing presence
Strong network in PBM, which can include the following markets - TPA’s, Brokers, Consultants, Employers, Health Systems, School Districts, Unions, etc.

Responsibilities

Own the qualified-opportunity pipeline across all ClearScript growth segments (Health Systems, TPA/Broker, Direct Employer, Medicaid MCO carve-out, HP carve-out).
Lead, integrate, and scale ClearScript's Brand and CAA Marketing function; unify brand-building, lead generation, and content operations under a single commercial vision.
Own Conference Strategy 2026 and beyond; drive brand presence and pipeline generation from priority industry events.
Build and activate the Top 10 TPA/broker firm engagement plan; establish executive-level relationships with TPAs, brokers, and consultants supporting ClearScript's growth strategy.
Partner with Underwriting, Pricing, Product, and Operations on RFP and proposal positioning, content quality, and win-rate accountability.
Partner with VP, PBM Finance & Deal Economics on pricing, guarantees, and deal economics; partner with Sr. Director, PBM Agreements & Operations on deal architecture and execution.
Partner with VP Operations and General Counsel on contract governance, operational feasibility, and clean sales-to-operations handoff.
Partner with VP, Client Acquisitions and Reporting on proposal positioning, including RFPs, RFIs, underwriting and data needs to support business growth objectives.
Serve as the executive face of ClearScript in the market — engaging health-system, TPA/broker, and consultant senior decision-makers using the external Head of Sales / CCO / CGO title.
Design and manage the sales incentive plan, sales team structure, and marketing team structure; build and scale the dedicated TPA/Broker/Consultant leader role scoped for 2027.
Coach, develop, and lead a unified commercial organization of 8–10 direct and indirect reports; foster a growth-oriented, transparent, mission-driven culture aligned to ClearScript's values.
Own sales forecasting, pipeline governance, and growth performance reporting.
Complete listening tour with internal leadership and Top 10 TPAs, brokers, and consultants within the first 90 days.
Deliver a commercial operating diagnostic (sales, marketing, brand, conference, RFP) within the first 90 days.
Validate and refine the Year-1 commercial plan with the President and Executive Team within the first 90 days.
Activate the Top 10 TPA/broker firm engagement plan within the first 180 days.
Align Brand & CAA marketing plan to pipeline generation and attribution within the first 180 days.
Review sales incentive plan with the President and Brian in HR Compensation within the first 180 days.
Finalize and resource Conference Strategy 2027 within the first 180 days.
Achieve 35 active qualified opportunities across Health Systems / TPA / Employer segments within the first 365 days.
Achieve Pipeline conversion ≥10% at Year-1 measurement point.
Deliver Brand/CAA marketing-qualified opportunities against the 12-month plan.
Execute 2026 pipeline commitments carried forward and expanded in 2027.