Vice President of Sales – PBM, Pharmacy Benefits

Dane Street

Vice President of Sales leading growth strategy and sales for PBM company. Actively managing high-stakes deals and cultivating relationships in the healthcare industry.

Posted 6/20/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

**JOB SUMMARY**
We are seeking a Vice President of Sales to lead our growth strategy, drive net-new business, and disrupt the traditional PBM landscape. In this role, you won't just manage a pipeline—you will actively hunt, negotiate, and close high-stakes deals with consultants, brokers, employers, and health plans while further building on our existing sales/account management teams. If you are a strategic closer with a deep book of business and a passion for winning, we want you on our team.
Dane Street’s success relies on individual and team contributions every day. We care for our customers, each other, and Dane Street. It is the responsibility for all of us to maintain a positive working environment that promotes client satisfaction and results.
**MAJOR DUTIES & RESPONSIBILITIES**
- **Drive Aggressive Revenue Growth:** Own and execute the PBM sales strategy to consistently meet and exceed annual growth targets.
- **Capture Market Share:** Actively target and win over accounts from legacy PBM competitors by effectively positioning our unique value proposition, transparency, and cost-savings models.
- **Cultivate High-Value Relationships**: Leverage and expand your existing network of PBM/health plan executives and consultants to generate a robust pipeline.
- **Lead Complex Deal Cycles**: Command the end-to-end sales process for Top 20 PBMS, mid-market and enterprise accounts, from initial prospecting and finalist presentations to complex contract negotiations and closures.
- **Collaborate Across Teams**: Partner closely with Underwriting, Actuarial, and Legal teams to price competitively and structure winning, customized financial models (spread vs. pass-through, rebate structures, etc.).
Other duties & special projects, as assigned and based on business needs.

Requirements

What you’ll need

**EDUCATION/CREDENTIALS:**
An Associate’s Degree or Bachelor’s Degree is preferred.
**JOB RELEVANT EXPERIENCE:**
- Business experience in a healthcare and/or insurance setting is preferred.
- Industry Expertise: Minimum of 8–10 years of direct sales experience within the PBM, digital health pharmacy, or health insurance space.
- Proven Track Record: A documented history of consistently hitting or exceeding multi-million-dollar sales quotas and "poaching" major enterprise clients from established industry players.
- Deep Rolodex: An active, established network of national and regional benefits consultants and brokers (e.g., Mercer, WTW, Aon, Lockton).
- Subject Matter Mastery: Understanding of PBM mechanics, including formulary management, clinical programs, specialty pharmacy, pricing models, and rebate structures.
- Executive Presence: Exceptional communication, negotiation, and presentation skills, with the ability to command a room during finalist meetings.
**WORKING CONDITIONS/PHYSICAL DEMANDS:**
Any lifting, bending, traveling, etc. required to do the job duties listed above. Long periods of sitting and computer work.
**WORK FROM HOME TECHNICAL REQUIREMENTS:**
Supply and support their own internet services.
Maintaining an uninterrupted internet connection is a requirement of all work from home positions.

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Hard Skills & Tools

sales strategycontract negotiationsfinancial modelingformulary managementclinical programsspecialty pharmacypricing modelsrebate structurespipeline managementbusiness development

Soft Skills

communicationnegotiationpresentationrelationship buildingstrategic thinkingteam collaborationexecutive presenceclient satisfactionleadershipproblem-solving