Pharmacy Benefit Management (PBM) AVP, Business Development
On-siteLas Vegas, Nevada, United States
Job Summary
Develop and execute a comprehensive PBM sales strategy to drive growth, market share, and revenue. Oversee the full sales cycle from lead generation and RFP responses through contract negotiation and closure. Identify and close new business opportunities with self-funded employers, brokers, consultants, and TPAs within a designated region. Forecast annual and quarterly revenue, establish targets, and monitor progress against goals. Build executive-level relationships with C-suite stakeholders and represent the company at industry conferences to generate leads. Partner with Sales, Operations, Marketing, Product, and Customer Success teams to refine messaging and deliver customer value. Monitor industry trends and competitive activity to inform go-to-market approaches. Requires 10+ years in PBM sales leadership, deep knowledge of rebate contracting and formulary strategy, and a track record of exceeding revenue targets. Reports directly to the Chief Growth Officer.
Required Qualifications
- 10+ years in PBM, healthcare benefits, or related sales leadership roles
- demonstrated success selling complex solutions and exceeding revenue targets
- Deep understanding of PBM operations
- formulary strategy
- rebate contracting
- pharmacy network management
- employer/health plan decision-making
- Exceptional strategic thinking
- negotiation
- communication skills
- ability to influence high-level stakeholders
- Bachelor's degree in Business, Healthcare Administration, or a related field
Desired Qualifications
- MBA or advanced degree
- Proven track record building and scaling sales in national or regional markets
- Existing network with brokers, consultants, and large employer groups
- Experience responding to and winning RFPs with self-insured employers, TPAs, and health plans
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