About HTAThe Health Transformation Alliance (HTA) was catalyzed by a simple realization: while public healthcare makes up the volume, employer-provided healthcare generates the profit—effectively subsidizing the system with no upside for employers. Launched in 2016 by visionary Chief Human Resources Officers, HTA was formed to forge a completely new, employer-centric approach to healthcare. Today, HTA is a cooperative owned by 80+ of the nation's most significant brands, united in our mission to secure better, fairer health coverage for employees and their families.
The Opportunity:- HTA is seeking a commercially minded, relationship-driven Director, Rx Partnerships & Member Solutions to help expand adoption of HTA's pharmacy and pharmaceutical solutions across our Member organizations.
- This is a relationship-sales role.
- We are looking for someone who understands that sophisticated healthcare buyers don't want to be "sold" a product—they want a trusted advisor who understands their business, knows the market, can challenge conventional thinking, and can help them make better decisions.
- The ideal candidate is a unicorn: someone with deep, firsthand knowledge of PBMs, pharmacy strategy, employer benefits, RFPs, contracting and negotiations, combined with the instincts and credibility of a genuine relationship seller.
- You should be comfortable sitting across the table from senior benefits leaders and asking difficult questions, diagnosing what is really driving their decisions, and helping them understand where HTA can create differentiated value.
- If your approach to sales is to build credibility first, solve the problem second, and earn the right to recommend a solution third, this role may be a strong fit.
- If you view sales primarily as pitching a product, this is not the role for you.
- What You'll DoBuild Trusted Member Relationships
- Develop trusted relationships with senior HR, benefits, finance and other executive stakeholders within HTA Member organizations.
- Engage Members as a strategic advisor—understanding their business, healthcare strategy, pharmacy challenges and priorities before recommending a solution.
- Build relationships that create the credibility and trust necessary to influence significant healthcare decisions.
- Identify Members who could benefit from HTA's pharmacy and pharmaceutical solutions and develop a thoughtful path toward adoption.
- Drive Relationship-Based GrowthOwn the process of moving Members from problem identification to solution adoption.
- Use consultative problem-solving to uncover opportunities rather than relying on traditional product-driven sales techniques.
- Convert relationships and identified Member needs into adoption of HTA solutions.
- Develop and execute strategies to expand HTA's Rx offerings across the existing Member base.
- Navigate complex buying environments involving multiple stakeholders, competing priorities and established vendor relationships.
- Maintain a strong focus on commercial outcomes while protecting the trust and credibility that differentiate HTA.Bring Real-World PBM Expertise to the Conversation
- Serve as a credible peer to employers, PBMs, advisors and other pharmacy stakeholders.
- Bring firsthand experience with PBM selection, RFPs, contract structures, negotiations, guarantees, rebates, pass-through models and other pharmacy market dynamics.
- Help Members understand where conventional approaches may produce misleading or incomplete conclusions.
- Challenge standard market practices when they do not align with an employer's interests.
- Translate complex pharmacy economics and contracting concepts into clear, executive-level recommendations.
Influence and Improve HTA Solutions:
Evaluate HTA's Rx solutions through the lens of the employer and Member experience.
Surface market feedback, objections, competitive dynamics and emerging opportunities.
Partner internally to refine HTA's offerings based on what Members are experiencing in the marketplace.
Help ensure HTA's solutions remain differentiated, commercially compelling and aligned with employer needs.
Help Members Make Better Decisions:- Participate directly in executive-level discussions involving PBM strategy, pharmacy benefits and healthcare purchasing decisions.
- Help Members evaluate alternatives, understand tradeoffs and develop negotiation strategies.
- Use data, market knowledge and practical experience to help Members make decisions with confidence.
- Become the person Members call when they need to pressure-test a pharmacy decision or understand how the market really works.
- What You Bring to the TableDeep PBM & Employer Expertise
- Significant experience in pharmacy benefits, PBM strategy, employer healthcare consulting, benefits advisory, or a closely related field.
- Demonstrated experience participating in employer PBM selections, RFPs, negotiations, contracting or pharmacy strategy decisions.
- Strong understanding of the PBM marketplace, including contract economics, rebates, pass-through arrangements, guarantees and emerging pharmacy strategies.
- Experience working with sophisticated employer organizations and senior benefits decision-makers.
- Relationship-Sales DNAYou are a trusted advisor first and a salesperson second.
- You know how to uncover a problem, develop credibility, provide perspective and earn the right to recommend a solution.
- You have demonstrated success influencing decisions through relationships rather than relying on transactional selling.
- You enjoy the commercial side of the business and are motivated by winning and growing relationships.
- You understand that the strongest sales relationships are built by helping clients solve problems—even when the initial conversation isn't about buying something.
Executive Presence:
Comfortable operating with CHROs, CFOs, senior benefits leaders and other executive stakeholders.
Able to challenge senior leaders constructively without damaging trust.
Strong communicator who can simplify complex pharmacy concepts and make them relevant to business leaders.
Credible enough that clients view you as someone who has "been in the room" and understands how these decisions actually get made.
Commercial Mindset:- Demonstrated ability to identify opportunities and convert relationships into business outcomes.
- Comfortable being accountable for growth, adoption and commercial results.
- Naturally curious about what clients need and motivated to find the right solution.
- Entrepreneurial, resourceful and comfortable operating in a fast-moving, evolving organization.
- The Right Background
- Candidates may come from a variety of backgrounds, including:
- Employer healthcare or pharmacy consultingPBM advisory
- Benefits consulting
- Pharmacy strategy
- Healthcare navigation or solutions
- Major consulting and advisory firms such as Aon, Gallagher, Mercer and similar organizations
- Other healthcare organizations where the candidate has developed deep employer relationships and meaningful PBM expertise
- The specific company on your resume matters less than what you have actually done.
- We are particularly interested in candidates who have personally sat in the room when an employer was evaluating, selecting or negotiating with a PBM—and who were trusted to help the employer determine what to do.
- Ready to Help Transform Healthcare?
- If you have the market expertise to understand the problem, the credibility to advise senior healthcare leaders, and the relationship-building instincts to turn trusted advice into action, we'd like to meet you.
- HTA is looking for someone who can help our Members make better pharmacy decisions—and help HTA turn those relationships into meaningful growth.
