JOHN SHAY
North Smithfield
Summary
PBM executive with 12+ years of experience driving strategic growth through broker and consultant relationship development, individual deal execution, and go-to-market strategy. Proven record of doubling pipeline volume, closing new business across the full sales cycle, and building the partnership frameworks that sustain long-term revenue growth. Expertise in translating competitive intelligence into actionable strategy, aligning cross-functional teams, and delivering outcomes that consistently exceed targets.
Overview
13
13
years of professional experience
4026
4026
years of post-secondary education
Work History
VP, Strategic Relations
LucyRx
Bethesda
02.2024 - Current
- Drove a 100% increase in the RFP pipeline and secured 85% of strategic partner meetings from net-new relationships by designing and executing a targeted outreach and engagement strategy.
- Expanded role to include full individual deal ownership — managing the complete sales cycle from prospect identification through RFP response, finalist presentations, and contract execution, closing new business directly with employer and plan sponsor clients.
- Negotiated high-value contracts and master agreements that maximized profitability and proposal efficiency while reducing operational burden for internal and external partners.
- Built and presented broker and consultant partner profiles and playbooks, synthesizing competitive intelligence and market feedback to sharpen sales and proposal response strategies.
- Partnered with senior executives to develop strategic alliances and market expansion initiatives, accelerating competitive positioning and market share growth.
- Co-led company rebranding effort, refining the value narrative and market identity to deliver a more compelling story to brokers, consultants, and prospects.
- Redesigned sales engagement strategy, shifting the company from a passive to proactive relationship-growth model with key broker and consultant partners.
- Launched a new industry partner collaboration framework — including broker education programs, co-marketing initiatives, and partner satisfaction surveys — to drive retention and pipeline growth.
VP, Broker Relations
Elixir Solutions
Philadelphia
10.2021 - 02.2024
- Grew the 2023 pipeline by 300,000+ covered lives sourced entirely from new broker and consultant relationships across all regions — the single largest pipeline contribution in the enterprise that year.
- Established 15 new national and regional preferred broker partnerships and built 1 new coalition, materially expanding the enterprise's distribution network and mid-market reach.
- Presented and negotiated directly with C-suite and senior executives at major insurance firms, securing key partnership arrangements and opening new revenue channels.
- Advised C-level leadership and Regional VPs on broker market dynamics, delivering brokerage profiles and operative strategies to sharpen business development efficiency.
- Coordinated cross-functional meetings with clinical, legal, and underwriting to proactively align pricing and guarantees with market demands, increasing partner satisfaction and loyalty.
- Spearheaded broker engagement programs — customized marketing calendars, webinars, and regional events — that broadened partner portfolio diversity and deepened consultant relationships.
- Recognized with the Collaboration Champion Award (Feb 2022) for cross-functional leadership and measurable impact on partner engagement.
Strategic Account Executive
BeneCard PBF
Smithfield
06.2020 - 10.2021
- Managed and retained a $50M annual pharmacy spend book of business for union and labor clients, achieving full portfolio retention across all accounts.
- Led pharmacy strategy development for existing accounts — coordinating analytics, clinical, and operations resources to drive clinical program adoption, reduce RFP risk, and open new revenue streams.
- Delivered market trend forecasting and pharmacy program positioning to consultants and clients, effectively repositioning plan designs and clinical solutions in response to evolving PBM market dynamics.
- Managed ongoing contract terms and pricing negotiations to maintain competitive positioning aligned with current market rates.
- Acted as outward-facing client resource, presenting periodic business reviews and market updates that reinforced satisfaction and long-term retention.
Channel Partnership Development Manager
Truveris
New York
02.2018 - 05.2020
- Designed and executed Truveris' payer market channel partnership strategy, generating 120 net-new partner meetings and significantly expanding market penetration.
- Added $7M+ in new business pipeline from net-new channel partners in 2020, exceeding annual development targets.
- Established standardized workflow and handoff processes between channel partners and sales directors, improving pipeline coordination, accountability, and conversion rates.
- Managed partner account plans, addressable market mapping, and distribution lists while refining the value narrative and overseeing execution of partnership proposals.
- Created ongoing marketing collateral and branded materials that drove broker market engagement and supported partner pipeline activity.
Account Executive
CVS Health
Lincoln
06.2013 - 01.2018
- Managed $75M+ in pharmacy benefit management revenue, overseeing service delivery and relationship management for two distinctly diverse coalitions.
- Served as primary liaison between CVS Health and each coalition's consultant, coordinating all critical service components including account team expectations, legal and contract deadlines, and ensuring pricing and rebates aligned with contracted terms.
- Oversaw clinical program outcomes and plan design performance based on strategic recommendations and historical results, developing creative approaches to dynamically manage trend and cost through plan design optimization, clinical solutions, and new product adoption.
- Designed and managed structured meeting cadences — weekly through annual — tailored to each client's preferences, demonstrating consistent attentiveness and dedication to their specific needs.
- Participated in finalist meetings for new business prospects and contributed to annual coalition summits, presenting unique marketing strategies including monthly touchpoint programs and coalition newsletters.
- Exceeded sales goals by 2,000%+ in 2016 and 200%+ in 2017; earned a Client Success Score of 4.9 / 5.0.
Education
Master of Science - Management, Human Resources Management
Lasell College
Newton, MABachelor of Arts - Communication, Corporate Communication
Framingham State University
Framingham, MASkills
- Strategic Partnership Development
- Complex Sales & Pipeline Growth
- Competitive Intelligence & Strategy
- Go-to-Market Strategy
- Client Services & Retention
- Cross-Functional Leadership
- Contract Negotiation
- Broker & Consultant Relations
- Presentation & Public Speaking
- Project Management
- Developing Operational Procedures
- Data Analytics & Reporting
- Salesforce
- Microsoft Office Suite
- Data & Analytics Platforms
Timeline
VP, Strategic Relations
LucyRx
02.2024 - Current
VP, Broker Relations
Elixir Solutions
10.2021 - 02.2024
Strategic Account Executive
BeneCard PBF
06.2020 - 10.2021
Channel Partnership Development Manager
Truveris
02.2018 - 05.2020
Account Executive
CVS Health
06.2013 - 01.2018
Master of Science - Management, Human Resources Management
Lasell College
Bachelor of Arts - Communication, Corporate Communication
Framingham State University