Rightway
Director Client Success, PBM
Rightway is on a mission to harmonize healthcare for everyone, everywhere. Our products guide patients to the best care and medications by inserting clinicians and pharmacists into a patient’s care journey through a modern, mobile app. Rightway is a front door to healthcare, giving patients the tools they need along with on‑demand access to Rightway health guides, human experts that answer their questions and manage the frustrating parts of healthcare for them.
Since its founding in 2017, Rightway has raised over $2,000 million from investors including Khosla Ventures, Thrive Capital, and Tiger Global. We’re headquartered in New York City, with satellite offices in Miami and Denver. Our clients rely on us to transform the healthcare experience, improve outcomes for their teams, and decrease their healthcare costs.
About The Role The Director, Client Success will lead Rightway’s growing Client Success (CS) team within the Pharmacy Benefit Management (PBM) line of business and will be responsible for the overall retention, satisfaction, and growth of the book of business. This person will work closely with Commercial Sales, Implementation, Service Delivery, Product, Marketing, and others to meet client needs and ensure maximum impact and effectiveness of the CS function within PBM.
Accountabilities will include developing PBM‑specific CS goals and strategy, optimizing operational processes, developing playbooks and best practices, and leading a high‑performing team. This person will also oversee and guide key client relationships and serve as a point of escalation, driving issue resolution internally and externally.
The ideal candidate will be relationship‑oriented, operationally adept, outcomes‑minded, poised under pressure, and willing to get hands‑on to ensure we not only meet but exceed client expectations.
Key Responsibilities
Lead a team of high‑performing Client Success Managers and Associates within PBM
Evolve the current client segmentation and service model for a scaling PBM organization and manage team capacity and staffing
Drive and operationalize client renewal, growth (upsell/cross‑sell), and retention strategies specific to PBM services
Build process playbooks, tools, and templates to ensure consistency and scalability of team execution in PBM
Partner cross‑functionally to introduce new processes that optimize internal resources, improve PBM service quality, and enable higher volume output
Lead strategic PBM account planning, with involvement from key stakeholders across the organization, and ensure actionable and timely execution on plans
Drive team accountability in meeting PBM client deadlines and delivering on key initiatives, such as churn mitigation and member activation
Build long‑term strategic client partnerships focused on driving significant ROI that result in expanded relationships over time
Deepen PBM client feedback and data‑gathering and develop strategies to address gap areas
Collaborate with Marketing, Service Delivery, Ops, Product, Analytics, etc. on strategic initiatives and PBM client requests, including influencing roadmap for PBM‑specific customizations
Optimize the client relationship handoff process from Implementation to CS within PBM
Manage all facets of CS team member onboarding, training, and growth/development specific to PBM services
Oversee executive‑level PBM client relationships and facilitate involvement of Rightway’s executive sponsors in key accounts
Drive annual planning process for CS team, including developing PBM‑specific goal and KPI targets
Travel to important PBM client meetings (e.g., kickoffs) and broker/TPA meetings, support finalist and capabilities as relevant
About You
8+ years of relevant experience in client management, consulting (strategy, healthcare, benefits), or operations
Minimum 4+ years of experience in the healthcare, PBM, or benefits industry
Bachelor’s Degree required; PharmD preferred
Experience leading and developing teams working with complex PBM products
Operational excellence and ability to work cross‑functionally
Has had primary ownership in strategic PBM account relationships for a sustained period
Excellent critical thinking skills, combined with the ability to present beliefs clearly and compellingly in verbal and written form, particularly the ability to convey technical/nuanced PBM information in an accessible and understandable manner
Ability to juggle several high‑priority PBM initiatives at once and continuously reprioritize to ensure the most impactful work is accomplished
Relationship‑oriented, with a high degree of comfort managing external PBM stakeholders
Adept at presenting in large groups, both in‑person and virtually, and managing challenging or escalated PBM client situations
Comfortable with ambiguity and motivated to solve complex PBM problems with a creative, can‑do mindset
Bias toward action
Advanced skills in MS Office and/or Google Suite and Salesforce (or other CRM)
Base Salary (before bonus potential) $150,000–180,000
How We Live Our Values To Our Teammates
We are human, first: Our humanity binds us together. We bring the same empathetic approach to every individual we engage with, whether it be our members, our clients, or each other. We honor our stories, listen to each other, celebrate our differences, and strive for mutual understanding.
We redefine what is possible: We always look beyond the obstacles in front of us to imagine new solutions. We approach our work with inspiration from other industries, other leaders, and other challenges.
We debate then commit: We believe that a spirit of open discourse is part of a healthy culture. We actively listen, approach each new decision with a “yes, and” mentality, and assume positive intent.
We cultivate grit: Changing healthcare doesn’t happen overnight. We reflect and learn from challenges and approach the future with determination to strive for better.
We seek to delight: Healthcare is complicated and personal. We work tirelessly to meet the goals of our clients while also delivering the best experience to our members.
Equal Opportunity Employer Rightway is PROUDLY an Equal Opportunity Employer that believes in strength in the diversity of thought processes, beliefs, background and education and fosters an inclusive culture where differences are celebrated to drive the best business decisions possible. We do not discriminate on any basis covered by appropriate law. All employment is decided on the consideration of merit, qualifications, need and performance.
Cybersecurity Awareness Notice In response to ongoing and industry‑wide fraudulent recruitment activities (i.e., job scams), Rightway wants to inform potential candidates that we will only contact them from the @rightwayhealthcare.com email domain. We will never ask for bank details or deposits of any kind as a condition of employment. If you have any questions about a suspicious interaction with Rightway, please feel free to reach out to us at hr@rightwayhealthcare.com.
Seniority level Director
Employment type Full‑time
Job function Other
Industries Hospitals and Health Care
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Since its founding in 2017, Rightway has raised over $2,000 million from investors including Khosla Ventures, Thrive Capital, and Tiger Global. We’re headquartered in New York City, with satellite offices in Miami and Denver. Our clients rely on us to transform the healthcare experience, improve outcomes for their teams, and decrease their healthcare costs.
About The Role The Director, Client Success will lead Rightway’s growing Client Success (CS) team within the Pharmacy Benefit Management (PBM) line of business and will be responsible for the overall retention, satisfaction, and growth of the book of business. This person will work closely with Commercial Sales, Implementation, Service Delivery, Product, Marketing, and others to meet client needs and ensure maximum impact and effectiveness of the CS function within PBM.
Accountabilities will include developing PBM‑specific CS goals and strategy, optimizing operational processes, developing playbooks and best practices, and leading a high‑performing team. This person will also oversee and guide key client relationships and serve as a point of escalation, driving issue resolution internally and externally.
The ideal candidate will be relationship‑oriented, operationally adept, outcomes‑minded, poised under pressure, and willing to get hands‑on to ensure we not only meet but exceed client expectations.
Key Responsibilities
Lead a team of high‑performing Client Success Managers and Associates within PBM
Evolve the current client segmentation and service model for a scaling PBM organization and manage team capacity and staffing
Drive and operationalize client renewal, growth (upsell/cross‑sell), and retention strategies specific to PBM services
Build process playbooks, tools, and templates to ensure consistency and scalability of team execution in PBM
Partner cross‑functionally to introduce new processes that optimize internal resources, improve PBM service quality, and enable higher volume output
Lead strategic PBM account planning, with involvement from key stakeholders across the organization, and ensure actionable and timely execution on plans
Drive team accountability in meeting PBM client deadlines and delivering on key initiatives, such as churn mitigation and member activation
Build long‑term strategic client partnerships focused on driving significant ROI that result in expanded relationships over time
Deepen PBM client feedback and data‑gathering and develop strategies to address gap areas
Collaborate with Marketing, Service Delivery, Ops, Product, Analytics, etc. on strategic initiatives and PBM client requests, including influencing roadmap for PBM‑specific customizations
Optimize the client relationship handoff process from Implementation to CS within PBM
Manage all facets of CS team member onboarding, training, and growth/development specific to PBM services
Oversee executive‑level PBM client relationships and facilitate involvement of Rightway’s executive sponsors in key accounts
Drive annual planning process for CS team, including developing PBM‑specific goal and KPI targets
Travel to important PBM client meetings (e.g., kickoffs) and broker/TPA meetings, support finalist and capabilities as relevant
About You
8+ years of relevant experience in client management, consulting (strategy, healthcare, benefits), or operations
Minimum 4+ years of experience in the healthcare, PBM, or benefits industry
Bachelor’s Degree required; PharmD preferred
Experience leading and developing teams working with complex PBM products
Operational excellence and ability to work cross‑functionally
Has had primary ownership in strategic PBM account relationships for a sustained period
Excellent critical thinking skills, combined with the ability to present beliefs clearly and compellingly in verbal and written form, particularly the ability to convey technical/nuanced PBM information in an accessible and understandable manner
Ability to juggle several high‑priority PBM initiatives at once and continuously reprioritize to ensure the most impactful work is accomplished
Relationship‑oriented, with a high degree of comfort managing external PBM stakeholders
Adept at presenting in large groups, both in‑person and virtually, and managing challenging or escalated PBM client situations
Comfortable with ambiguity and motivated to solve complex PBM problems with a creative, can‑do mindset
Bias toward action
Advanced skills in MS Office and/or Google Suite and Salesforce (or other CRM)
Base Salary (before bonus potential) $150,000–180,000
How We Live Our Values To Our Teammates
We are human, first: Our humanity binds us together. We bring the same empathetic approach to every individual we engage with, whether it be our members, our clients, or each other. We honor our stories, listen to each other, celebrate our differences, and strive for mutual understanding.
We redefine what is possible: We always look beyond the obstacles in front of us to imagine new solutions. We approach our work with inspiration from other industries, other leaders, and other challenges.
We debate then commit: We believe that a spirit of open discourse is part of a healthy culture. We actively listen, approach each new decision with a “yes, and” mentality, and assume positive intent.
We cultivate grit: Changing healthcare doesn’t happen overnight. We reflect and learn from challenges and approach the future with determination to strive for better.
We seek to delight: Healthcare is complicated and personal. We work tirelessly to meet the goals of our clients while also delivering the best experience to our members.
Equal Opportunity Employer Rightway is PROUDLY an Equal Opportunity Employer that believes in strength in the diversity of thought processes, beliefs, background and education and fosters an inclusive culture where differences are celebrated to drive the best business decisions possible. We do not discriminate on any basis covered by appropriate law. All employment is decided on the consideration of merit, qualifications, need and performance.
Cybersecurity Awareness Notice In response to ongoing and industry‑wide fraudulent recruitment activities (i.e., job scams), Rightway wants to inform potential candidates that we will only contact them from the @rightwayhealthcare.com email domain. We will never ask for bank details or deposits of any kind as a condition of employment. If you have any questions about a suspicious interaction with Rightway, please feel free to reach out to us at hr@rightwayhealthcare.com.
Seniority level Director
Employment type Full‑time
Job function Other
Industries Hospitals and Health Care
#J-18808-Ljbffr