VP, BD- Strategic Deals & Broker Relations

Reporting to the Chief Client Officer (CCO), the VP, Strategic Deals & Relations will lead the strategy to ensure a predictable revenue pipeline focused on strategic relationships within a complex sales organization. The VP, Strategic Deals & Relations is a proactive partner to the CCO, demonstrating full ownership of key partner relationships. To do so, they will establish and nurture industry relationships in order to build the pipeline at a strategic partnership level. They will work in partnership with the VP, Commercial, VP, Strategic Markets, SVP Marketing and SVP Account Management.

Essential Job Responsibilities Include:

• Set a strategic partner sales strategy and stay on top of forecasts to reliably hit financial goals.
  • Grow revenue and membership annually to achieve company growth and retention goals.
  • Ensure accurate projections and forecasts, proactively flagging any risks to achieving numbers and putting in place appropriate plans to course-correct.
  • Drive Protect Stand Alone adoption and sales goals.
• Develop and execute a strategic partner sales strategy that achieves financial goals.
  • Lead the creation and implementation of innovative strategies to drive new business through key partnerships.
  • Identify and build key strategic partnerships (Coalitions, large strategic buyers, key broker partner opportunities).
  • Develop and maintain a robust pipeline of prospects and evaluate potential partnerships that align with RxBenefits sales goals.
  • Collaborate with the CCO/ ELT to develop strategies to build/expand on their relationships and ensure they stay informed of activity.
  • Collaborate closely with marketing on B2B positioning, and the creation of product fits and upsell opportunities.
  • Monitor market trends and competitor activities to inform strategic decisions.
• Direct the Broker Relations organization to ensure the strategy aligns with the RxBenefits offerings to produce a competitive advantage for national account partners to facilitate grow.
  • Execute on the key strategic priorities within National/Regional Accounts to achieve company growth and retention goals.
  • Ensure each firm has an individual strategy and ensure they have a good relationship.
  • Maintain a strong working relationship with Account Management with open lines of communication.
• Partner with Revenue Operations, Marketing and other internal partners to ensure success.
  • Deliver Weekly/Monthly operational reporting to revenue ops that present the current state of the business and offer appropriate remediation plans to adjust goals.
  • Use a data driven approach to scoping new ideas and growth opportunities, leveraging key internal partners.
  • Collaborate with cross-functional teams to develop and execute go-to-market strategies for new products and programs and minimize time to revenue
  • Actively lead, engage and support interdepartmental key initiatives
  • Build and maintain strong relationships with partners, collaborate on growth strategies and accountability through execution
• Be a seasoned, passionate, and highly engaged change agent. Cultivate and role-model aspirational performance-oriented culture.
  • Effectively role model the commitment and behaviors needed to meet the Company’s aggressive growth and retention goals.
  • Be a champion of and role model RxBenefits values, expect the same of your team.
  • Build a team of “A” players, develop “B” players and exit “C” players.
  • Create a strong connection with your team through open communication and strong management routines.
  • Maintain high levels of communication and coordination, sustaining a strong culture of collaboration, accountability, and customer-orientation as the business scales.

Required Skills / Experience:

• 10+ years’ experience in a strategic leadership role over a Sales or Business Development organization
• 10+ years' experience in the Pharmacy Benefits industry
• 10+ years' experience working with Employee Benefit Consultants
• Extensive experience leading Business Development teams and building a culture of high performance and accountability
• Extensive experience and proven success with formulating, implementing and sustaining client development efforts, and in building/expanding client relationships.
• Executive presence; experience presenting to senior management and Board of Directors
• Expert verbal and written communication skills; ability to clearly convey results, methodology, assumptions etc.
• Must be knowledgeable about industry trends, best practices, and change management.
• Strong financial, analytical, and problem-solving skills
• Willing to travel extensively to Birmingham, AL home office and client sites.