ABOUT RIGHTWAY:

Rightway is the leader in driving healthcare value for everyone, everywhere through smart clinical navigation, best-in-class technology, and the lightest lift client experience.

Rightway’s care navigation and new-to-the-world PBM platforms have revolutionized the way members traverse the confusing healthcare landscape. With us, employers can provide employees and their families with the education, navigation, and advocacy they need to be better healthcare consumers.   We simplify the healthcare journey and guide members to the highest quality care and medication, leading to better care and happier people at lower cost.

Started in 2017, Rightway is rapidly growing and has raised over $130mm to date from investors including Khosla Ventures, Thrive Capital, Tiger Global, and others. We are headquartered in New York City, with satellite offices in Miami and Denver. Empowered by a talented team of medical experts, pharmacists, entrepreneurs, tech experts, engineers, and strategists, we’re making our vision of radically simplifying healthcare, a reality.

ROLE:

We’re looking for a VP/SVP, Health Services who is motivated by our mission to unlock transformational healthcare outcomes.  To simplify the healthcare experience for employers and members, we have created a single digital platform across medical, pharmacy benefits & virtual care. 

The Senior Vice President, Health Plan Sales will be at the forefront of building and growing Rightway’s Health Plan and TPA relationships. This senior leadership role will have a direct impact on Rightway’s growth and expansion into Health Plan partnerships and overall business acceleration. It is a fantastic opportunity to join a rapidly growing company that is positioned for dramatic scaling and impact over the next several years.

As the SVP, Health Plan Sales you will be accountable for the end-to-end strategic and functional leadership of our Health Plan and TPA channels. Initial primary focus will be on gaining access to new Health Plan relationships by winning new logos via market access contracts, but the focus will expand over time to include client expansion within contracted Health Plan and TPA partnerships. The role will begin as a player/coach role with direct accountability for signing health plan contracts and the VP/SVP will have the opportunity to build a team over time as the Health Services segment expands. The Health Services segment includes responsibility for Commercial ASO/Fully Insured, TPA, Government, Medicaid, Medicare, and Exchange Markets.

The VP/SVP, Health Services will be responsible for identifying effective sales channels, building go-to-market strategy, selling into new markets, negotiating complex deals, and driving structure and accountability across the sales organization. This role includes ownership of both the Navigation and PBM product offerings to health services organizations. Your KPIs will include strategy development, complex contract design, quota achievement, client growth, client satisfaction, and retention for all Health Services clients.

This role will report into the Chief Commercial Officer and be based in either Chicago or New York City with consideration given to an alternate/remote location for the right candidate.

WHAT YOU’LL DO:

• Architect the strategy for winning business and achieving Rightway’s sales goals
• Drive the development and execution of Health Plan sales strategies
• Collaborate with Health Plan clients cultivating executive relationships, building business solutions, and aligning on client expansion plans
• Ensure successful coordination of internal cross functional subject matter experts
• Work closely with executive leadership on strategic opportunities
• Grow a sales and account management team over time based on division expansion
• Build the account strategy including targeting, market assessment, proposal development, and pricing
• Exhibit thought leadership and deep understanding of the Medicare and Medicaid managed care landscape, including cost containment strategies, engagement, utilization, government and client requirements, market drivers, and buying cycles
• Represent the voice of the customer, market trends, use cases and innovation
• Identify growth opportunities across additional lines of business and product cross-sell
• Prepare forecasts and KPI reports for the CCO and executive management
• Design standard processes for client qualification, negotiation, and closure
• Work collaboratively across teams - including Engineering, Product and Marketing - to enhance product development and marketing strategy to achieve deeper Health Plan mindshare
• Ensure the proper utilization and upkeep of Salesforce
• Provide full visibility into the sales pipeline at every stage of development
• Establish and foster partnerships and relationships with key customers
• Formulate GTM strategies and pricing based on data from our book of business and insights gleaned from competitive intelligence

WHO YOU ARE:

• A passion for making a positive impact on healthcare on a massive scale
• Deep Health Plan and TPA knowledge, including industry connections, how to navigate payers, and understanding of the reimbursement landscape
• Direct experience working inside of a PBM or selling to/managing PBMs as clients
• 10+ years of relevant sales experience including 3+ years in management of a remote sales team and a track record of exceeding multi-million dollar quotas
• Experience in the healthcare industry selling to and managing the relationships of Health Plans and third-party administrators (TPAs)
• High growth company and/or startup experience is strongly preferred
• Extensive knowledge of sales principles and practices, and an ability to coach others
• Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, recommendations, and drive actions
• Proven ability to influence cross-functional teams
• Strength in problem solving, issue-resolution, ability to work in a deadline-driven work environment, attention to detail, and ability to multitask
• Analytical, strategic thinker with the ability to identify opportunities and their implications
• Exceptional written / verbal communication skills and detail orientation
• Dynamic, collaborative and entrepreneurial spirit with a “get it done” mentality
• Frequent travel to the Rightway corporate office(s) and client sites will be required once business travel resumes
• Bachelor's degree required, advanced degree a plus

 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:

• Paint the back of the fence

We look for people that take pride in producing excellent work – whether or not it’s seen. We empower each employee to operate with an “ownership” mentality and trust that they will produce exceptional results.  

• Execute with empathy 

We practice compassionate empathy in every interaction. Our team is focused on humanizing the healthcare experience and treats our workplace no differently.

• Struggle once to solve twice 

We value ingenuity. We encourage our team to think about scalable solutions that will allow Rightway to execute well today and even better tomorrow.

• Compound your pennies 

We recognize that small decisions can drive outsized returns. We love when our team makes impactful, incremental advances, especially if they believe it will drive a million-dollar return.

• It’s a great day for a great day 

We remind ourselves each and every day that we’re fortunate to be changing the healthcare system for the better. We view it as a duty to perform our roles with unbounded optimism and best-in-class execution, given how lucky we are.

Rightway is a healthcare company looking to improve healthcare outcomes for everyone, everywhere. With that in mind, we have to consider what is good for the health of our team, the company, and the communities we operate in. As such, Rightway has determined a mandatory COVID-19 vaccination policy for all employees, in combination with other safety precautions, is the best way forward.

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.