Regional Vice President of PBM Enterprise Sales, Rightway

• This role is ideal for someone who pairs strategic thinking with disciplined execution
• 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
• 5+ years of direct PBM sales experience, ideally selling to self-funded employers, TPAs, brokers, or consultants. Candidates with 5+ years as a pharmacy benefits consultant advising employers on PBM strategy and procurement will also be considered, with direct PBM sales experience the strong preference
• 2+ years managing consultant and broker relationships, with demonstrated knowledge of employer, TPA, broker, and consultant buying processes
• Working knowledge of PBM economic models and deal structure, including rebate mechanics, admin fee/PMPM pricing, aligned vs. spread economics, and performance guarantee structures, and the ability to translate that knowledge into a client-specific deal design
• Proven track record within PBM sales and/or upsells driving year-over-year profitable growth and client retention, with strong business acumen managing complex, multi-stakeholder deals in a structured, disciplined sales process
• Current and substantive knowledge of PBM competitors
• Willing to travel ~30%, depending on the needs of the territory and selling cycle, with proficiency in Google Suite, Microsoft Office, Salesforce, and other industry-related software

Desirable

• The RVP, PBM Enterprise Sales is a member of the Rightway Commercial team, reporting into the VP, Head of PBM Enterprise. 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
• The RVP 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
• 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
• 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 within your 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, source, and build relationships with new client prospects and channel partners, managing discovery and solution development, pricing recommendations, proposals, and finalist presentations end to end
• Apply strategic deal management to structure pricing, contracting, and solution design that balances client needs, financial outcomes, and operational readiness
• 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 a contractual agreement
• Maintain a disciplined, well-documented sales process in Salesforce, using data and forecasting accuracy to track and report sales activity to company leaders and manage deals from discovery to close
• Participate in and attend business events, conferences, trade shows, and seminars