Director, Strategic Partnerships
About The Role:
As Rightway rapidly scales, we are looking for an experienced Commercial leader to drive growth through strategic partnerships and channels. This person will have a unique opportunity to shape the partner distribution strategy and lead high-impact deals with significant revenue potential.
The role will have a regional remit, with focus on aggregators (captives, private equity firms, PEOs, TPAs, and coalitions) that are a fit for Rightway’s transparent PBM model and Navigation offering. Responsibilities will range from partnership targeting, vetting, pipeline development through contract negotiation, with the goal of establishing preferred relationships that drive ongoing committed pipeline and revenue growth. This role will lead Partnership Manager(s), who drive the ongoing health and success of the established partnership (ongoing relationship health, partnership performance, metrics tracking, etc)
This position will include travel as necessary to manage the business objectives of the role.
Key Responsibilities:
Establish net new relationships with partner companies and nurture them toward contracted relationships with shared and committed commercialization goals
Expand existing opportunities / relationships and bring a fresh perspective to further accelerate them
Build relationships with key stakeholders and executives across partners and work with them to drive awareness and growth strategies
Manage all commercial processes with prospective partners, including but not limited to: initial discovery/capabilities meetings, Request for Proposal (RFP), finalist pitches, price negotiation and contracting, hand-off to Implementation and Client Management, and ongoing growth strategy
Collaborate with internal teams, including Product, Analytics, Clinical, Operations, Implementation and others, to scope new opportunities and design optimal partner setup
Collaborate with the Client Management team to ensure successful ongoing management of strategic partner accounts once established
Contribute to the product roadmap and commercial strategy by surfacing feedback from partners and the market
Track activity in Salesforce and provide pipeline visibility through reporting / updates
Education and Experience:
Bachelor’s Degree Required
10-15+ year background in healthcare industry and/or benefits consulting (with PBM fluency)
Deep expertise developing and managing partnerships
“Builder” experience and mindset
Strategic thinker that is continuously looking to drive toward strong and high performing partnerships
History of consistently attaining / exceeding growth metrics
Tenacious attitude in the face of challenges or unexpected obstacles
Proven organization, time management, and prioritization skills to manage multiple relationships and opportunities in various phases of the sales process
Excellent communication skills, organization, and strong follow-through
Comfort with the ambiguity of a fast-paced startup – ability to innovate and solve problems creatively
Collaborative mindset and pride in championing deals internally and externally
COMPENSATION: $144,000 - $180,000 annually, in addition to bonus and equity
Compensation offered will be determined by geographic location, experience, and qualifications.