Vice President of Business Development

PartneredWell is looking for a VP of Business Development to join our corporate office in Nashville, TN (Green Hills). SUMMARY: The VP of Business Development generates new revenue for PartneredWell by identifying, developing, and closing opportunities with self-funded employers, school districts, and municipalities, and reports directly to the Chief Revenue Officer. This position carries discrete annual goals for revenue, gross margin, and pipeline, and is a tactical, execution-focused role — prospecting, networking, and building and advancing the pipeline to deliver against the go-to-market strategy and goals set by the CRO. The role requires navigating long, complex, relationship-driven sales cycles — from initial broker or client conversation through board presentation, procurement, and contract execution — and representing PartneredWell credibly with C-suite executives, benefits consultants, and public-sector decision-makers. Primary focus is network sales within PartneredWell's southeast footprint, with opportunistic pursuit of onsite and blended onsite/network opportunities, including on a selective national basis.   KEY RESPONSIBILITIES: The following duties and responsibilities generally reflect the expectations of this position but are not intended to be all inclusive. Other duties may be assigned.

• Pipeline & New Business Development:
  • Build and manage a qualified pipeline of employer, school district, municipal, and health-system-adjacent prospects, with primary emphasis on network sales in the southeast footprint; opportunistically pursue onsite and blended onsite/network deals, including nationally when a strong opportunity arises, without shifting core prospecting effort away from the southeast.
  • Proactively prospect through direct outreach, broker/consultant relationships, referrals, and market research. Own the full sales cycle — discovery, proposal development, pricing, procurement navigation, negotiation support, and close. Maintain accurate CRM pipeline data and reliable forecasting.
• Broker & Consultant Channel Management:
  • Cultivate relationships with regional benefits brokers and consultants who influence access to target accounts.
  • Represent PartneredWell at broker events, health fairs, and industry conferences.
  • Coordinate joint go-to-market activity on RFPs, renewals, and competitive displacements.
• Solution Design, Proposal Development & Procurement Navigation:
  • Collaborate on prospect-specific savings analyses, network assessments, and ROI models.
  • Lead or contribute to RFP responses and proposal materials aligned with brand standards.
  • Understand and navigate public procurement pathways for school districts and municipalities (e.g., professional services exemptions, single-source, competitive RFPs), partnering with legal/compliance as needed, and support board/superintendent-level approval processes.

• Cross-Functional Collaboration & Annual Performance:
  • Partner with Operations, Clinical, Marketing, and Finance to ensure deliverables are accurate and deliverable.
  • Provide market feedback to inform go-to-market strategy; support a smooth handoff to Implementation/Account Management.
  • Meet or exceed annual new-business revenue and net-new-lives targets, established with the CRO, and maintain sales activity metrics as defined by sales leadership.

WHAT'S REQUIRED?

• 7-10 years' experience in business-to-business sales or business development, with a demonstrated track record of meeting or exceeding revenue targets, ideally in direct employer healthcare, employer-sponsored onsite health centers, occupational medicine, or value-based care.
• 3-5 years' experience selling into complex, multi-stakeholder buying processes (6+ month cycles), with demonstrated success selling in a relationship-based environment through both direct-to-client and broker/consultant channels; experience selling to self-funded employers, school districts, or municipalities strongly preferred.
• Experience selling PEPM or other fixed-fee healthcare/benefits arrangements strongly preferred.
• College degree required; MBA a plus, with a major in business, healthcare, or equivalent experience.
• Track record of cross-team leadership and collaboration; works well independently and within a small team.
• Proficiency with CRM systems (Salesforce or equivalent) and Microsoft Office/365.
• Familiarity with school district and municipal public procurement processes is a strong plus.
• Demonstrated experience managing a territory or portfolio of prospects and clients; data-oriented, comfortable using claims-based savings analyses and ROI models; adaptable in a fast-paced environment.
• Ability to travel regularly within the southeast region, with occasional national travel for onsite opportunities (up to 30–50% overall)

THE IDEAL CANDIDATE WILL HAVE:

• Must have the highest integrity and value company culture.
• Team player with ability to wear many hats and assist in any number of ways outside of normal job functions.
• Self-starter who works well independently as well as part of a matrix team.
• Critical thinker who brings ability to problem solve and come up with outside-the-box solutions to problems.
• Client-focused, with an instinctual ability to anticipate client needs and solve problems that satisfy both the client and the business.
• Ability to manage expectations and time sensitive projects.
• Excellent communication and presentation skills, being able to interact and present to “C” level executives, clients, prospects, clinicians, providers, and fellow team members.

BENEFITS INCLUDE: • Competitive Salary • Medical, Dental, and Vision Options • Retirement savings plans • Paid Time Off • and MORE!   ABOUT PartneredWell:

PartneredWell® delivers employer-sponsored healthcare through dedicated onsite health centers and a Shared Network of more than 80 health centers across the Southeast, with Care Guides who support members at every step of their healthcare journey. Its comprehensive services include acute and primary care, chronic condition management, occupational health, pharmacy, laboratory and X-ray services, with care available seven days a week. PartneredWell is headquartered in Nashville, Tennessee.

Equal Opportunity Employer
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