VP Sales and Marketing - ClearScript

Job Overview The VP, Sales and Marketing serves as the single executive owner of ClearScript's commercial workflow — unifying sales, brand, marketing, conference strategy, and RFP positioning under one accountable leader. This role is critical to driving ClearScript from approximately 150,000 covered lives today to 500,000–1,000,000 covered lives by 2031, in alignment with the ClearScript 2031 Strategic Plan. The role architects and executes ClearScript's multi-segment commercial strategy across Health Systems, TPA/Broker, Direct Employer, Medicaid MCO carve-out, and Health Plan carve-out segments. Externally, the leader engages the market as Head of Sales, Chief Commercial Officer, or Chief Growth Officer — with title flex based on candidate level and market context. Owns the end-to-end commercial workflow — lead generation, brand and CAA marketing, sales engagement, RFP and proposal strategy alignment with Underwriting and Product/Operations, channel partner governance, and pipeline-to-close accountability — translating ClearScript's transparent, clinically integrated PBM value proposition into measurable commercial wins. There is the ability for this role to work remote from another state. Responsibilities Own the qualified-opportunity pipeline across all ClearScript growth segments (Health Systems, TPA/Broker, Direct Employer, Medicaid MCO carve-out, HP carve-out). Lead, integrate, and scale ClearScript's Brand and CAA Marketing function; unify brand-building, lead generation, and content operations under a single commercial vision. Own Conference Strategy 2026 and beyond; drive brand presence and pipeline generation from priority industry events. Build and activate the Top 10 TPA/broker firm engagement plan; establish executive-level relationships with TPAs, brokers, and consultants supporting ClearScript's growth strategy. Partner with Underwriting, Pricing, Product, and Operations on RFP and proposal positioning, content quality, and win-rate accountability. Partner with VP, PBM Finance & Deal Economics on pricing, guarantees, and deal economics; partner with Sr. Director, PBM Agreements & Operations on deal architecture and execution. Partner with VP Operations and General Counsel on contract governance, operational feasibility, and clean sales-to-operations handoff. Partner with VP, Client Acquisitions and Reporting on proposal positioning, including RFPs, RFIs, underwriting and data needs to support business growth objectives. Serve as the executive face of ClearScript in the market — engaging health-system, TPA/broker, and consultant senior decision-makers using the external Head of Sales / CCO / CGO title. Design and manage the sales incentive plan, sales team structure, and marketing team structure; build and scale the dedicated TPA/Broker/Consultant leader role scoped for 2027. Coach, develop, and lead a unified commercial organization of 8–10 direct and indirect reports; foster a growth-oriented, transparent, mission-driven culture aligned to ClearScript's values. Own sales forecasting, pipeline governance, and growth performance reporting. Year-1 Success Metrics — 90 / 180 / 365 Day Framework First 90 Days • Complete listening tour with internal leadership and Top 10 TPAs, brokers, and consultants. • Deliver a commercial operating diagnostic (sales, marketing, brand, conference, RFP). • Validate and refine the Year-1 commercial plan with the President and Executive Team. First 180 Days • Top 10 TPA/broker firm engagement plan activated. • Brand & CAA marketing plan aligned to pipeline generation and attribution. • Sales incentive plan reviewed with the President and Brian in HR Compensation. • Conference Strategy 2027 finalized and resourced. First 365 Days • 35 active qualified opportunities across Health Systems / TPA / Employer segments. • Pipeline conversion ≥10% at Year-1 measurement point. • Brand/CAA marketing-qualified opportunities delivered against the 12-month plan. • Execution of 2026 pipeline commitments carried forward and expanded in 2027. Required Qualifications B.S./B.A. Bachelor's Degree or equivalent experience. 10 years Healthcare commercial leadership experience 5 years Experience in a PBM, health plan, or specialty pharmacy commercial role Prior tenure as VP Sales, SVP Sales, VP Sales & Marketing, Chief Growth Officer, or Head of Sales at a mid-sized PBM, transparent PBM, health plan, or healthcare benefits organization Demonstrated record of growing a regional or mid-sized PBM book — with experience selling to health systems, TPAs/brokers/consultants, self-insured employers, and government plans Proven leadership of a unified sales-and-marketing organization at scale appropriate to ClearScript's ~150K lives book Executive-level communication and executive and market-facing presence Strong network in PBM, which can include the following markets - TPA’s, Brokers, Consultants, Employers, Health Systems, School Districts, Unions, etc. Benefit Overview Fairview offers a generous benefit package including but not limited to medical, dental, vision plans, life insurance, short-term and long-term disability insurance, PTO and Sick and Safe Time, tuition reimbursement, retirement, early access to earned wages, and more! Please follow this link foradditional information: https://www.fairview.org/careers/benefits/noncontract Compensation Disclaimer The posted pay range is for a 40-hour workweek (1.0 FTE). The actual rate of pay offered within this range may depend on several factors, such as FTE, skills, knowledge, relevant education, experience, and market conditions. Additionally, our organization values pay equity and considers the internal equity of our team when making any offer. Hiring at the maximum of the range is not typical. If your role is eligible for a sign-on bonus, the bonus program that is approved and in place at the time of offer, is what will be honored. EEO Statement EEO/Vet/Disabled: All qualified applicants will receive consideration without regard to any lawfully protected status