Position Summary
KlearTrust, an FFF Enterprises company, is seeking a Vice President of Sales to aggressively drive net-new revenue growth with equal emphasis on enabling payer cost management and utilization control and supporting life sciences innovation and market access. This executive will be a hands-on, front-line commercial leader responsible for creating demand, opening strategic accounts, and closing complex, enterprise deals by clearly articulating the value of KlearTrust’s Patient Journey Intelligence and Continuous Active Intelligence™ platform. The ideal candidate thrives in building pipeline from zero, navigating ambiguity, and winning in competitive, multi-stakeholder environments—positioning KlearTrust as a critical enabler of specialty drug therapy optimization, real-time decision-making, and performance-based contracting. This role is best suited for a highly driven, entrepreneurial leader who thrives in building from zero and winning in competitive, high-stakes environments.
KlearTrust is a data-driven healthcare intelligence platform that helps payers, providers, and life sciences companies optimize decision-making and financial performance across the patient journey, with an initial focus on high-cost, complex specialty drug therapies. By leveraging Patient Journey Intelligence and its Continuous Active Intelligence™ platform, KlearTrust integrates claims, clinical, pharmacy, and patient-reported data into a unified, real-time view that enables stakeholders to move from retrospective analysis to proactive, in-the-moment action. This allows both payers and manufacturers to better manage utilization, improve outcomes, and operationalize innovative contracting models such as value- and outcomes-based agreements. Positioned as a neutral, trusted layer across the healthcare ecosystem, KlearTrust aligns incentives while maintaining data ownership, creating a scalable, high-margin platform with strong network effects and growing demand as specialty drug complexity and spend continue to rise.
Essential Functions and Duties
New Business Development & Revenue Generation
- Aggressively source, develop, and close net-new business opportunities across payer, life sciences, and provider segments.
- Build and maintain a robust, self-generated pipeline, leveraging industry relationships, targeted outreach, and market insights.
- Identify and penetrate high-value target accounts, establishing executive-level access and advancing opportunities from initial engagement through close.
- Lead the full sales cycle, including prospecting, qualification, solution positioning, negotiation, and deal closure.
- Consistently meet or exceed aggressive revenue and pipeline targets in a fast-paced, growth-oriented environment.
- Develop and close strategic opportunities with national and regional payers, focusing on specialty drug cost management, utilization optimization, and total cost of care reduction.
Market Creation & Strategic Positioning
- Create demand in emerging or undefined markets by evangelizing KlearTrust’s differentiated value proposition.
- Translate complex clinical, financial, and operational capabilities into clear, compelling business cases that drive urgency with senior stakeholders.
- Position KlearTrust as a trusted, neutral partner across the specialty drug ecosystem, aligning stakeholders around shared value.
- Identify and capitalize on market trends, whitespace opportunities, and competitive gaps to accelerate growth.
- Articulate and quantify value for payers, including medical cost offset, utilization management impact, and ROI across the total cost of care.
Enterprise Sales Execution
- Navigate and manage complex, multi-stakeholder sales processes, including payer medical, pharmacy, actuarial, and finance leadership, as well as life sciences market access and commercial teams.
- Develop and deliver high-impact presentations and proposals tailored to payer and life sciences audiences.
- Lead contracting discussions, including innovative structures performance-based agreements.
- Overcome objections and barriers by leveraging deep industry knowledge and data-driven insights.
Pipeline Management & Sales Discipline
- Maintain rigorous pipeline hygiene, forecasting accuracy, and CRM discipline to ensure visibility and accountability.
- Continuously assess deal progression, prioritize high-value opportunities, and allocate time and resources accordingly.
- Provide accurate, data-driven revenue forecasts and performance insights to executive leadership.
Leadership & Team Building
- Build, lead, and scale a high-performing, hunter-oriented sales team focused on new business acquisition.
- Establish clear expectations, performance metrics, and accountability standards aligned with aggressive growth goals.
- Coach and mentor team members on prospecting, deal strategy, and closing execution.
- Foster a culture of urgency, ownership, and continuous improvement.
Client & Executive Engagement
- Build and maintain strong, trust-based relationships with senior stakeholders, including C-suite, market access, and clinical leaders.
- Act as a strategic advisor to clients, aligning KlearTrust’s capabilities with their clinical, financial, and operational priorities.
- Ensure successful transition from sale to implementation, maintaining accountability for client satisfaction and long-term value realization.
Cross-Functional Collaboration
- Partner closely with product, data, and executive leadership to refine positioning, inform product development, and strengthen go-to-market strategy.
- Provide real-time market feedback to shape offerings, messaging, and commercial strategy.
- Collaborate with finance and operations to support deal structuring, pricing strategies, and financial modeling.
- Adhere to all company policies, compliance requirements, and regulatory standards while representing the organization with professionalism and integrity.
- Other duties as assigned.
Education, Knowledge, Skills, and Experience
Required Education:
- Bachelor’s degree in business, marketing or a related field or four (4) years of relevant experience in lieu degree.
- Master’s degree preferred.
Required Knowledge:
- Deep, end-to-end understanding of the specialty pharmaceutical ecosystem, including drug development commercialization and the full lifecycle of specialty therapies across distribution, dispensing (specialty pharmacy), reimbursement, and patient access.
- Understanding of payer economics and decision-making, including actuarial modeling, medical loss ratio (MLR), formulary management, IBNR, and utilization management strategies.
- Extensive knowledge of specialty drug pricing and economics, including WAC, AWP, ASP, AMP, 340B, rebates, discounts, fees, and gross-to-net dynamics, as well as their implications across payers, providers, and manufacturers.
- Strong expertise in specialty drug billing and reimbursement, including medical vs. pharmacy benefit dynamics, buy-and-bill, white bagging, brown bagging, prior authorization, and reimbursement workflows across sites of care.
- In-depth understanding of distribution and channel strategies, including specialty pharmacy networks, limited distribution models, GPOs, wholesalers, and integrated delivery networks (IDNs).
- Advanced knowledge of pharmaceutical contracting and market access, including payer contracting, formulary strategy, rebate structures, outcomes-based agreements, value-based arrangements, and risk-sharing models.
- Strong grasp of patient support services and access programs, including hub services, affordability programs, adherence programs, and patient journey optimization.
- Deep understanding of payer and provider decision-making dynamics, including utilization management, coverage policy development, and cost-containment strategies for high-cost specialty therapies.
- Understanding of site-of-care economics and optimization strategies, including cost differentials across infusion centers, hospital outpatient departments, physician offices, and home infusion.
- Familiarity with healthcare data and technology trends, including real-world data (RWD), real-world evidence (RWE), interoperability, and platforms that integrate claims, clinical, and pharmacy data to drive actionable insights.
- Knowledge of value-based care models and the evolving shift toward outcomes-driven reimbursement, including the operational and data requirements to support these models.
- Strong understanding of healthcare market dynamics, including regulatory considerations, policy changes, competitive landscape, and emerging trends impacting specialty drug utilization and spend.
- Demonstrated ability to translate complex clinical, financial, and operational data into strategic insights that inform commercial strategy, contracting, and client value propositions.
- Ability to effectively communicate highly technical and complex specialty pharmacy and market access concepts to both executive and operational stakeholders across payer, provider, and life sciences organizations.
Preferred Knowledge:
- Foundational to advanced understanding of clinical pharmacology and therapeutics, including mechanisms of action, drug classes, and treatment pathways for high-cost, complex specialty conditions (e.g., oncology, rare disease, immunology).
- Knowledge of disease states and clinical treatment paradigms, including lines of therapy, clinical guidelines, and evolving standards of care.
- Familiarity with drug indications, labeling, and clinical differentiation, including how therapies are positioned relative to competitors within therapeutic classes.
- Understanding of clinical trial design and endpoints, including efficacy measures, safety profiles, and how clinical data translates into real-world use and value.
- Experience interpreting and applying real-world evidence (RWE) and outcomes data to support clinical, economic, and commercial decision-making.
- Awareness of patient outcomes and quality metrics, including adherence, persistence, response rates, and total cost of care considerations.
- Understanding of how clinical outcomes tie to value-based and outcomes-based contracts, including measurable endpoints and performance tracking.
- Familiarity with care delivery models and site-of-care considerations, including infusion centers, physician offices, hospitals, and home-based care.
- Knowledge of clinical workflows and provider decision-making, including prescribing behavior, care coordination, and patient management challenges in specialty populations.
- Ability to translate complex clinical concepts into clear, actionable insights for non-clinical stakeholders, supporting sales strategy and client engagement.
Required Experience:
- Minimum of 10+ years of progressive commercial experience (14+ years for non-degreed candidates) within healthcare, life sciences, or healthcare technology, with significant exposure to specialty pharmaceuticals.
- Proven track record as a top-performing “hunter”, consistently sourcing, developing, and closing net-new business opportunities, particularly in complex, enterprise healthcare environments.
- Demonstrated success opening new markets and creating demand for innovative, data-driven, or non-traditional solutions—especially where no established budget or category previously existed.
- Extensive experience selling into and across payers and pharmaceutical manufacturers, with the ability to independently build senior-level relationships (C-suite, market access, medical, finance).
- History of closing large, strategic deals with long, multi-stakeholder sales cycles, including navigating clinical, financial, operational, and contracting decision-makers.
- Strong experience identifying and advancing opportunities tied to specialty drug management, market access, payer strategy, or value-based care initiatives.
- Demonstrated ability to articulate and sell complex value propositions, translating clinical, financial, and operational impact into compelling business cases that drive urgency and action.
- Experience leading early-stage or growth-phase commercial efforts, including building pipeline from zero, developing go-to-market approaches, and establishing initial lighthouse clients.
- Proven ability to self-source, qualify, and aggressively advance opportunities without reliance on marketing-generated leads.
- Experience negotiating and closing innovative contracting structures, including performance-based or outcomes-driven agreements.
- Demonstrated resilience, urgency, and accountability, with a consistent record of exceeding aggressive revenue targets in ambiguous and evolving market environments.
Preferred Experience:
- 5+ years of experience across the specialty pharmaceutical ecosystem, including market access, payer strategy, specialty pharmacy, or provider-facing roles.
- 5+ years of experience with specialty pharmacy, GPO, wholesale distribution, or channel strategy, including an understanding of product flow and stakeholder incentives.
- Experience selling healthcare data, analytics, or technology-enabled solutions, particularly those leveraging claims, clinical, or pharmacy data.
- Demonstrated success in early-stage or growth-phase companies, including building pipeline from zero and securing initial “lighthouse” clients.
- Experience structuring or supporting innovative contracting models, including value-based or outcomes-based agreements.
- Background engaging with clinical, market access, and financial stakeholders, with the ability to connect clinical outcomes to economic value.
- Experience working with or leveraging real-world data (RWD) and real-world evidence (RWE) in commercial or strategic contexts.
- Prior experience in high-cost, complex therapeutic areas (e.g., oncology, rare disease, immunology, cell and gene therapy).
- Experience leveraging data to support payer decision-making, including cost-of-care analyses, utilization trends, and outcomes measurement.
Required Skills:
- Elite business development and prospecting skills, with the ability to independently identify, pursue, and convert net-new opportunities into closed revenue.
- Exceptional closing ability, including advancing complex deals through ambiguity, overcoming resistance, and securing commitment from senior stakeholders.
- Strong executive presence and communication skills, with the ability to confidently engage and influence C-suite, clinical, financial, and market access leaders.
- Advanced consultative selling skills, translating complex clinical, financial, and operational concepts into clear, compelling value propositions.
- Ability to sell economic and clinical value simultaneously, aligning solutions to both payer cost-containment goals and clinical outcome improvement.
- High level of commercial acumen, including the ability to quantify value, build ROI-driven business cases, and align solutions to client financial and strategic objectives.
- Deep negotiation and deal structuring skills, including experience with complex pricing models and innovative contracting approaches (e.g., value-based, outcomes-based).
- Strong strategic thinking and opportunity assessment, with the ability to quickly identify high-value targets and prioritize efforts for maximum impact.
- Demonstrated resilience, persistence, and urgency, with a bias toward action and a track record of performing in high-pressure, target-driven environments.
- Highly developed relationship-building skills, with the ability to establish credibility quickly and cultivate trust across diverse stakeholders.
- Strong analytical and problem-solving capabilities, including the ability to interpret data and leverage insights to advance sales opportunities.
- Proficiency in pipeline management, forecasting, and CRM tools, with disciplined approach to tracking and progressing opportunities.
- Ability to operate effectively in ambiguous, fast-paced, and evolving environments, adapting quickly while maintaining focus on revenue outcomes.
- High tolerance for rejection and setbacks, with the ability to quickly re-engage, adapt strategy, and persist toward closing.
- Strong organizational and time management skills, with the ability to manage multiple complex opportunities simultaneously without losing momentum.
- Collaborative mindset with the ability to work cross-functionally while maintaining ownership of revenue generation and deal execution.
Physical requirements
Vision, hearing, speech, movements requiring the use of wrists, hands and/or fingers. Must have the ability to view a computer screen for prolonged periods and the ability to sit for extended periods. Must have the ability to work the hours and days required to complete the essential functions of the position, as scheduled. The employee occasionally lifts to 20 lbs. and occasionally kneels and bends. Must have the ability to travel up to 25%. Working condition include normal office setting.
Mental Demands
Learning, thinking, concentration and the ability to work under pressure, particularly during busy times. Must be able to pay close attention to detail and be able to work as a member of a team to ensure excellent customer service. Must have the ability to interact effectively with co-workers and customers, and exercise self-control and diplomacy in customer and employee relations’ situations. Must have the ability to exercise discretion as well as appropriate judgments when necessary. Must be proactive in finding solutions.
Direct Reports
This role will initially operate as an individual contributor, with full ownership of business development, pipeline creation, and deal execution. As the company scales, the Vice President of Sales will be responsible for building, structuring, and leading a high-performing sales organization, including recruiting, developing, and managing team members as required to support growth objectives.
EEO/AAP Statement
FFF Enterprises and Nufactor are an equal opportunity employer and prohibits discrimination and harassment based on the following characteristics: race, color, religion, national origin, physical or mental disability, gender, age (40 years and over) qualified veteran and any other characteristic protected by state or federal anti-discrimination law covering employment. These categories are defined according to Government Code section 12920. The Company prohibits unlawful discrimination based on the perception that anyone has any of those characteristics or is associated with a person who has or is perceived as having any of those characteristics.
Acknowledgement
The above statements are intended to describe the general nature and level of work being performed by the incumbent assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and/or skills required of all personnel so classified.
The undersigned employee acknowledges receipt of the Job Description for the employee’s position and understands the essential functions, responsibilities, and qualifications of the position. Furthermore, the employee acknowledges that this Job Description does not include all the essential functions of this position, and that these essential functions may change as deemed necessary by the manager.
