Vice President of Sales (PBM / Pharmacy Benefits)

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.

What Makes You Successful in This Role

To thrive as our VP of Sales, you aren't just looking for a comfortable executive seat—you are a fierce competitor who loves the thrill of the win. The ideal candidate will possess a unique blend of industry mastery, strategic grit, and a hunter mindset:

A Disrupter’s Mindset: You don't just accept the PBM status quo; you actively exploit the vulnerabilities, opaque pricing, and weaknesses of legacy competitors to win over dissatisfied clients.

A Consultant’s Rolodex: You don’t rely solely on cold calls. You have deep-rooted, trust-based relationships with PBM/Health Plan Executive, clinicians and consultants who will open doors for you on day one.

Fluency in PBM Economics: You can talk shop with the best of them. You understand the mechanics of drug spend, rebate maximization, formulary strategies, and specialty pharmacy, allowing you to build immediate credibility with sophisticated buyers.

The "Closers" DNA: You are energized by high-stakes finalist presentations. You know how to read a room, handle tough objections, and steer complex, multi-million-dollar deal cycles across the finish line.

Strategic Resiliency: You view a "no" from a prospect as a temporary hurdle. You are a creative problem-solver who knows how to restructure a deal, pivot the financial model, and stay in the game until the contract is signed.

Requirements

• 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.
• This job description is subject to change at any time.

ABOUT DANE STREET:

A fast-paced, Inc. 500 Company with a high-performance culture, is seeking insightful forward-thinking professionals. We process over 200,000 insurance claims annually for leading national and regional Workers’ Compensation, Disability, Auto, and Group Health Carriers, Third-Party Administrators, Managed Care Organizations, Employers, and Pharmacy Benefit Managers.

We provide customized Independent Medical Exams and Peer Review programs that assist our clients in reaching the appropriate medical determination as part of the claims management process.