ABOUT THE ROLE: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.
This role is ideal for someone who pairs strategic thinking with disciplined execution. 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. 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 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.
WHO YOU ARE:- 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.
EXTRA CREDIT:- Direct PBM sales experience with demonstrated success against quota
- PharmD or RPh
COMPENSATION: $160,000 - $190,000 annually, in addition to bonus and equity
Compensation offered will be determined by geographic location, experience, and qualifications.
