Vice President of Business Development

Partnered Well 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 Partnered Well 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 Partnered Well credibly with C‑suite executives, benefits consultants, and public‑sector decision‑makers. Primary focus is network sales within Partnered Well'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.
• Cultivate relationships with regional benefits brokers and consultants who influence access to target accounts.
• Represent Partnered Well 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…