Vice President of Business Development

Urgent Team Walk-in Urgent Care; Nashville (TN); On-site; USD 150,000 - 210,000; Full time

Job summary

PartneredWell in Nashville, TN seeks a VP of Business Development to drive new revenue by developing and closing opportunities with self-funded employers, school districts, and municipalities. The role reports to the Chief Revenue Officer and manages a go-to-market program across broker and consultant channels in the Southeast and select national opportunities.

You will own the full sales cycle, build a robust pipeline, and collaborate with Operations, Clinical, Marketing, and Finance to ensure

Qualifications

• 7–10 years in B2B sales or business development with revenue targets.
• 3–5 years selling into multi-stakeholder buying processes.
• Experience selling to self-funded employers, school districts, or municipalities preferred.
• College degree required; MBA a plus.
• CRM and MS Office proficiency required.
• Willingness to travel regionally (Southeast) and nationally as needed.

Responsibilities

• Build and manage a qualified pipeline of employer, school district, municipal, and health-system-adjacent prospects, with emphasis on network sales in the Southeast.
• Own the full sales cycle—from discovery to close—while maintaining reliable CRM forecasting.
• Collaborate with regional brokers and consultants to drive go‑to‑market activity on RFPs and renewals.
• Partner with Operations, Clinical, Marketing, and Finance to ensure deliverables and revenue targets are met.

Skills

B2B sales

Complex sales cycles

CRM proficiency

Cross-functional collaboration

Executive presentation

Travel willingness

Education

MBA (preferred)

Bachelor’s degree

Tools

Salesforce

MS Office 365

Job description

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 executive, 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 Urgent Team

Urgent Team is one of the largest independent operators of urgent and family care centers in the Southeast. The Urgent Team Family of Centers provides quality and affordable family healthcare at more than 80 locations under eight brands.

Urgent Team’s convenient, walk-in centers provide a range of healthcare services including treatments for injuries and illnesses, occupational health and wellness care. The centers are open seven days a week: Monday through Friday, 8 a.m. to 8 p.m., Saturday and Sunday 8 a.m. to 4 p.m. Additionally, all Urgent Team centers are Accredited Care Centers – a designation from the Urgent Care Association which recognizes the company’s commitment to safety, quality, and scope of services.