Position Type: Full-Time
Working Hours: U.S. Business Hours
About the Role
We are seeking a motivated, results-driven Sales Representative to help grow our home health care business by converting inbound leads into new clients and developing strong referral relationships within the community.
The ideal candidate is a confident communicator who understands that successful sales in home health care require consistent follow-up, relationship building, organization, and a structured sales process. You will manage inbound inquiries from prospective clients and referral sources while developing and maintaining a sales funnel designed to consistently generate new business.
Responsibilities
Lead Management & Follow-Up
- Respond quickly and professionally to all inbound leads and inquiries.
- Contact prospective clients and families by phone, email, text, and other appropriate channels.
- Maintain consistent follow-up with leads until they convert, decline, or become inactive.
- Track every lead and document sales activity in the company’s CRM.
- Schedule consultations, assessments, and intake appointments as appropriate.
- Re-engage older or inactive leads to identify new opportunities.
- Maintain a high level of responsiveness and professionalism throughout the sales process.
Sales Funnel Development
- Build, manage, and continuously improve a structured sales funnel from lead → consultation → assessment → admission → ongoing relationship.
- Establish clear stages, follow-up schedules, and conversion goals for each stage of the funnel.
- Identify where leads are being lost and recommend strategies to improve conversion rates.
- Develop follow-up campaigns for leads who are not immediately ready to move forward.
- Monitor sales metrics including lead volume, response time, conversion rate, referral sources, and revenue generated.
- Provide regular reports on pipeline activity and sales performance.
Referral & Community Development
- Develop relationships with referral partners, including:
- Hospitals and discharge planners
- Skilled nursing facilities
- Assisted living and senior living communities
- Physicians and medical practices
- Social workers and case managers
- Rehabilitation facilities
- Hospice and other healthcare providers
- Community organizations serving seniors and families
- Conduct regular outreach to referral sources through phone calls, emails, visits, presentations, and networking events.
- Identify new referral opportunities and develop strategies to turn relationships into consistent referral sources.
- Represent the company at community events, networking meetings, health fairs, and industry events.
- Maintain regular communication with referral partners and provide updates regarding available services.
Sales & Business Development
- Meet or exceed monthly and quarterly sales goals.
- Identify opportunities to increase client volume and revenue.
- Educate prospective clients and referral partners about the company's home health care services.
- Communicate the company's value proposition and differentiate its services from competitors.
- Work closely with clinical and operations teams to ensure a smooth transition from sales to intake and service delivery.
- Maintain strong relationships with clients and families after admission to encourage retention and referrals.
- Identify opportunities for additional services when appropriate.
Sales Performance & Reporting
The successful candidate will be expected to consistently:
- Respond to new inbound leads promptly.
- Follow up persistently and professionally.
- Keep the CRM and sales pipeline up to date.
- Maintain a healthy pipeline of qualified prospects.
- Generate new referral relationships.
- Conduct consistent outreach to referral sources.
- Track and improve lead-to-client conversion rates.
- Meet established monthly and admission goals.
- Provide weekly sales activity and pipeline reports.
Required Experience & Skills
Must-Have
- 2+ years of experience in sales, business development, healthcare sales, home care, home health, senior care, or a related field preferred.
- Proven ability to manage and convert inbound leads.
- Strong follow-up and relationship-building skills.
- Excellent verbal and written communication skills.
- Comfortable making frequent phone calls and conducting in-person meetings.
- Strong organizational and time-management skills.
- Experience using a CRM or sales pipeline management system.
- Ability to work independently and manage multiple prospects simultaneously.
- Goal-oriented and motivated by measurable results.
- Professional and personable communication style.
- Ability to interact comfortably with seniors, families, healthcare professionals, and business owners.
- Valid driver's license and reliable transportation for community outreach and referral visits.
Preferred Qualifications
- Experience selling home health care, personal care, private-duty care, hospice, assisted living, or senior care services.
- Existing relationships within the healthcare or senior care community.
- Experience building referral networks.
- Experience creating sales funnels and automated follow-up campaigns.
- Understanding of healthcare referral and discharge processes.
- Strong knowledge of the local senior care market.
What Makes You a Strong Fit
- You have a proven track record of generating and converting leads.
- You are persistent and organized when managing follow-ups and sales pipelines.
- You enjoy building genuine, long-term relationships with referral partners.
- You are comfortable making outbound calls, conducting meetings, and representing a healthcare organization in the community.
- You are motivated by measurable sales goals and understand how to use KPIs to improve performance.
- You can work independently while collaborating effectively with clinical and operations teams.
- You understand that successful home health care sales depend on both client acquisition and strong referral relationships.
What Does a Typical Day Look Like?
You'll spend your day responding to inbound leads, conducting follow-ups, updating the CRM, scheduling consultations, and moving qualified prospects through the sales funnel. You'll also spend time developing referral relationships with healthcare professionals and community organizations through calls, meetings, visits, presentations, and networking events.
You'll work closely with clinical and operations teams to ensure a smooth transition from sales to intake and service delivery while monitoring pipeline activity, conversion rates, referral sources, and revenue performance.
Success in this role comes from creating a predictable sales process that consistently generates qualified leads, new admissions, referral relationships, and revenue.
Interview Process
- Initial Recruiter Screening
- Client Interview
- Offer Stage
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