Director, Strategic Partnerships

Rightway; New York (NY); On-site; USD 144,000 - 180,000; Full time

Job summary

Rightway is seeking an experienced Commercial leader to drive growth through strategic partnerships and channels. The role focuses on partnership targets, vetting, pipeline development, and contract negotiation to build preferred relationships that generate revenue.

You will lead Partnership Managers, collaborate with Product, Analytics, Clinical, Operations and Implementation, travel as needed, and shape the partner distribution strategy for Rightway's PBM and Navigation offerings.

Qualifications

• Bachelor's Degree required.
• 10–15+ years in healthcare industry and/or benefits consulting (PBM fluency).
• Proven ability developing and managing partnerships.

Responsibilities

• Establish new partner relationships and mature them to contracted agreements.
• Expand existing opportunities and accelerate growth with a fresh perspective.
• Build relationships with executives across partners to drive awareness and growth.
• Manage commercial processes from discovery to contracting and hand-off.
• Collaborate with Product, Analytics, Clinical, Operations and Implementation to scope opportunities.
• Collaborate with Client Management to ensure ongoing partner account management.
• Contribute to product roadmap and commercial strategy via partner feedback.
• Track activity and pipeline visibility with Salesforce reporting.

Skills

Partnership development

Sales leadership

Strategic thinking

Communication skills

Collaborative mindset

Education

Bachelor's Degree

Tools

Salesforce

Job description

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.

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

COMPENSATION: $144,000 - $180,000 annually, in addition to bonus and equity
Compensation offered will be determined by geographic location, experience, and qualifications.

CYBERSECURITY AWARENESS NOTICE

In response to ongoing and industry-wide fraudulent recruitment activities (i.e., job scams), Rightway wants to inform potential candidates that we will only contact them from the @rightwayhealthcare.com email domain. We will never ask for bank details or deposits of any kind as a condition of employment.

About Rightway

Rightway is on a mission to harmonize healthcare for everyone, everywhere. Our products guide patients to the best care and medications by inserting clinicians and pharmacists into a patient’s care journey through a modern, mobile app. Rightway is a front door to healthcare, giving patients the tools they need along with on-demand access to Rightway health guides, human experts that answer their questions and manage the frustrating parts of healthcare for them.

Since its founding in 2017, Rightway has raised over $200mm from investors including Khosla Ventures, Thrive Capital, and Tiger Global. We're headquartered in New York City, with satellite offices in Denver and Dallas. Our clients rely on us to transform the healthcare experience, improve outcomes for their teams, and decrease their healthcare costs.

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 that embody our core values:

• We are human, first

Our humanity binds us together. We bring the same empathetic approach to every individual we engage with, whether it be our members, our clients, or each other. We are all worthy of respect and understanding and we engage in our interactions with care and intention. We honor our stories. We listen to - and hear each other, we celebrate our differences and similarities, we are present for each other, and we strive for mutual understanding.

• We redefine what is possible

We always look beyond the obstacles in front of us to imagine new solutions. We approach our work with inspiration from other industries, other leaders, and other challenges. We use ingenuity and resourcefulness when faced with tough problems.

• We debate then commit

We believe that a spirit of open discourse is part of a healthy culture. We understand and appreciate different perspectives and we challenge our assumptions. When working toward a decision or a new solution, we actively listen to one another, approach it with a "yes, and" mentality, and assume positive intent. Once a decision is made, we align and champion it as one team.

• We cultivate grit

Changing healthcare doesn’t happen overnight. We reflect and learn from challenges and approach the future with a determination to strive for better. In the face of daunting situations, we value persistence. We embrace failure as a stepping stone to future success. On this journey, we seek to act with guts, resilience, initiative, and tenacity.

• We seek to delight

Healthcare is complicated and personal. We work tirelessly to meet the goals of our clients while also delivering the best experience to our members. We recognize that no matter the role or team, we each play a crucial part in our members’ care and take that responsibility serious. When faced with an obstacle, we are kind, respectful, and solution-oriented in our approach. We hold ourselves accountable to our clients and our members’ success.

Rightway is proud to be an Equal Opportunity Employer that believes in the strength of diverse thought, beliefs, backgrounds, and education. We foster an inclusive culture where differences are celebrated to drive the best business decisions possible. We do not discriminate on any basis protected by applicable law. All employment decisions are based on merit, qualifications, need, and performance.