POSITION SUMMARY
The Vice President of Sales is a senior commercial leader responsible for developing and executing the company’s sales strategy to drive revenue growth, expand market presence, and strengthen client relationships within the pharmacy benefits management (PBM) industry. This role leads enterprise sales efforts, builds and manages strategic partnerships, and drives new business development across employer groups, brokers, consultants, health plans, TPAs, PBAs, and healthcare organizations. The VP of Sales provides leadership across the full sales lifecycle—from market strategy and pipeline development to complex negotiations, implementation handoff, and account growth—while ensuring alignment with organizational goals, profitability targets, and customer needs.
ESSENTIALS ROLES AND RESPONSIBILITIES
- Develop and execute go to market action plans that support the company’s sales strategy and market expansion goals.
- Set and lead relationship management initiatives across target segments with brokers, consultants, TPAs, PBAs, and payer-related partners.
- Build and maintain senior-level relationships with prospective clients, channel partners, and key market stakeholders.
- Manage the full sales pipeline using CRM tools, ensuring accurate forecasting, opportunity progression, and timely follow-up.
- Lead complex proposals, RFP responses, and contract negotiations in collaboration with internal stakeholders.
- Partner cross-functionally with clinical, operations, finance, legal, network, and implementation teams to design competitive, compliant, and financially sound solutions.
- Monitor market trends, competitors, and industry developments to identify growth opportunities and refine go-to-market strategies.
- Establish sales targets, KPIs, and performance metrics and hold the sales organization accountable for results.
- Provide sales leadership and coaching to team members while building scalable processes and a high-performance culture.
- Ensure smooth transition from sales to implementation and account management, supporting customer satisfaction, retention, and long-term growth.
- Represent the organization externally with professionalism and strong market credibility.
TRAINING & EDUCATION
- Bachelor’s degree in Business, Healthcare, or related field (required)
- Master’s degree (MBA or equivalent) preferred
- Formal training in Consultative / Solution Selling methodologies (strongly preferred)
- Project Management or Commercial Excellence training (preferred)
LICENSURE / CERTIFICATION
Not Applicable
PROFESSIONAL EXPERIENCE
- 10+ years of progressive sales leadership experience within PBM, payer, pharmacy, or healthcare services
- Proven experience leading leaders and multi-regional/national sales teams
- Demonstrated success executing enterprise-level commercial strategies and delivering multi-million-dollar growth
- Deep expertise in:
- PBM economics and value drivers
- Payer and employer landscapes
- Pharmacy supply chain dynamics
- Strong track record leading complex negotiations, RFPs, and strategic partnerships
- Experience building scalable sales infrastructure including forecasting, CRM governance, and performance management
PROFESSIONAL COMPETENCIES
Knowledge:
- Advanced expertise in consultative and solution-based selling frameworks
- Deep understanding of PBM market dynamics and healthcare ecosystem
- Working knowledge of Marketing strategy and integrated go-to-market models
- Strong commercial and financial acumen
- In depth working knowledge of pharmacy supply chain
Skills:
- Executive presence with ability to influence C-suite stakeholders
- Strategic thinking combined with strong execution discipline
- Advanced negotiation and complex deal structuring
- Exceptional communication: clear, persuasive, and insight-driven
- Strong stakeholder management across internal and external ecosystems
Abilities:
- Ability to operate in high-complexity, high-stakes environments
- Balance strategic thinking with operational execution
- Drive alignment across cross-functional teams
- Leverage data, insights, and technology to inform decisions
- Maintain composure and leadership under pressure
PHYSICAL AND MENTAL DEMANDS
- The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. While performing the duties of this job, the employee is regularly required to talk or hear, sit, stand, and walk.
- The position requires that the weight be lifted, and force is exerted up to 50 pounds.
- Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.
ENVIRONMENTAL AND WORKING CONDITIONS
- This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines. Require evening or weekend work.
PharmPix is an Equal Employment Opportunity Employer Minorities / Females / Disable / Veterans
