Director, Business Development, Payer & PBM – REMOTE


Columbus, OH

CoverMyMeds, part of McKesson Corporation, is a fast-growing healthcare technology company that has been recognized as a “Best Place to Work” by Glassdoor and a “Best Company to Work For” by FORTUNE. Through innovation and collaboration, CoverMyMeds’ solutions help people get the medicine they need to live healthier lives by seamlessly connecting the healthcare network to improve medication access; thereby increasing speed to therapy and reducing prescription abandonment. CoverMyMeds’ network includes 75 percent of electronic health record systems (EHRs), 50,000+ pharmacies, 750,000 providers and most health plans and PBMs.

We are seeking an experienced and self-motivated sales professional who thrives in an independent, fast-paced and entrepreneurial environment. The successful candidate will take on a role that has high visibility to company leadership and will be essential to the continued success of CoverMyMeds and the Payer business. This position will be responsible for deepening and broadening relationships with the top 25 PBM and Health Plan clients and establishing new client relationships. This role can be based in Columbus, OH or remote.

What You'll Do

  • Develop a territory of accounts for business to business technology sales
  • Utilize a consultative sales approach to determine customer requirements and expectations
  • Collaborate with Marketing to create awareness of our solutions for prospecting opportunities
  • Develop and execute new business opportunities with Health Plans and PBM clients
  • Develop Payer partnerships for various CoverMyMeds solutions including real time benefit check (RTBC), electronic benefit verification/investigation (eBV/eBI) and real-time PA status
  • Expand CoverMyMeds’ overall scope of business with health plans and PBMs by introducing new CoverMyMeds product ideas and facilitating pilots
  • Manage an extensive and complex sales cycle
  • Lead deal negotiations including pricing, SLA’s, and scope of service navigating critical partner/customer interactions
  • Provide timely and accurate forecasts for new and existing business opportunities
  • Collaborate with other CoverMyMeds businesses for broader portfolio management
  • Continually grow healthcare industry knowledge and CoverMyMeds solutions expertise
  • Attend industry conferences, association gatherings and other meetings with industry leaders

About You

The ideal candidate is a results-oriented, executive sales professional, experienced in driving business with, and delivering value to large Health Plan and PBM clients.

  • Bachelor’s degree required. MBA or other advanced degree preferred
  • Minimum 6 years enterprise SaaS or technology sales experience in healthcare industry
  • Extensive contact list within the Health Plan and PBM managed care market. Such
  • Director of Pharmacy, COO, VP Operations, Procurement and other executive leadership positions within the organization
  • Excellent presentation skills and the ability to effectively communicate with clinical, operational and IT staff, as well as C-level executives
  • Organized and methodical with excellent internal documentation and follow-up to ensure client expectations and deadlines are met
  • Proven success record with demonstrated ability to achieve multi-million dollar sales goals
  • A proven hunter who is naturally curious
  • Ability to manage long, complex sales cycles, with a track record of consistently winning those opportunities
  • In depth understanding of contracting process and language negotiations
  • Effective time management skills and ability to manage multiple campaigns and opportunities simultaneously
  • Strategic mindset and a strong grasp of the evolving healthcare landscape
  • Prior expertise taking pharmacy technology products such as electronic prior authorization (ePA) and real time benefit check (RTBC) to market
  • Ability to travel on a regular basis
  • A natural collaborator who seeks out new perspectives and builds trusting relationships with customers
  • Thrive in the inherit ambiguity and risk that comes with taking new solutions to market


McKesson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to [email protected] Resumes or CVs submitted to this email box will not be accepted.Current employees must apply through internal career site.Join us at McKesson! ID:uDnQdo