Business Development Advisor

About the role

This position is based out of our physical office in West Indianapolis. While the territory covers West Indianapolis and the surrounding areas, priority will be given to developing referral relationships in Hendricks County. You'll be the face of Home Instead to hospitals, physicians, senior living communities, and the people who refer families to us every day — turning relationships into referrals and referrals into care for seniors who need it, with a particular focus on the Hendricks County community.

What you'll be doing

• Growing our Referral Provider Network across hospitals, physicians, home health, assisted living, hospice, and more in West Indianapolis and the surrounding areas, with Hendricks County as a priority focus area
• Meeting weekly inquiry and referral goals for your territory
• Representing the Home Instead brand in the community — in 1:1 meetings and in front of a room
• Reporting your wins and your opportunities directly to your General Manager
• Researching and developing Referral Provider Network relationships and producing referrals
• Performing all phases of consultative sales process, including preparation and documentation of cold calls, follow-up calls, diagnosis of referral source and client needs, recommendation of appropriate Home Instead services and additional community resources, maintaining and nurturing existing referral accounts, including follow-up, as necessary
• Achieving inquiry generation objectives for the West Indianapolis territory and surrounding areas, prioritizing Hendricks County, with the primary goal of bringing in new business to increase overall market share
• Targeting accounts including hospitals, physicians, home health agencies, assisted living facilities, nursing homes, senior centers, hospice, rehabilitation centers, and others
• Developing sales and marketing plans, detailing weekly and monthly activities focused on meeting or exceeding established goals
• Developing and maintaining knowledge of Home Instead brand
• Effectively presenting Home Instead marketing materials and services to referral providers, including 1:1 meetings, as well as planning, arranging, and conducting formal group presentations
• Maintaining accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the assigned territory, including the use of software to maintain accurate records to maximize territory potential
• Developing a database of qualified leads from referrals through face-to-face cold calling on referral providers, email, telephone, and Web
• Conducting Service Inquiries as needed following the consultative sales process
• Participating in and contributing to the development of educational programs offered to clients, prospects, and co-workers
• Conducting the initial client/Care Professionals introduction
• Conducting Care Consultations as needed following the consultative sales process
• Conducting quality assurance (QA) visits with clients as needed
• Participating in various PR strategies

Who you are

You might be a great fit if you genuinely love connecting with people and remember the details that matter to them, have a heart for seniors and the community you'd be serving, are persistent — you follow up, you show up, and you don't let a relationship go cold, are self-driven and can manage your own territory and pipeline without someone looking over your shoulder, and thrive on the sales process, from the first cold call to the signed referral partnership.

Qualifications

• College degree required or equivalent work experience
• Related business or sales experience (consultative sales a plus)
• Must possess a valid driver's license
• Must have an understanding of and uphold the policies and procedures established by Klipsch Senior Care, LLC. d.b.a. an independently owned and operated Home Instead franchise
• Must demonstrate excellent oral and written communication skills and the ability to listen effectively
• Must have the ability to work independently, maintain confidentiality of information and meet deadlines
• Must have the ability to demonstrate effective interpersonal skills, sound judgment and good decision-making
• Must demonstrate discretion, integrity and fair-mindedness consistent with company standards, practices, policies and procedures
• Must have the ability to organize and prioritize daily, monthly, quarterly and yearly work
• Must have the ability to establish good working relationships with office colleagues, the franchise owner, clients and the community
• Must present a professional appearance and demeanor
• Must have the ability to operate office equipment
• Must have the ability to operate HI technology systems
• Must have computer skills and be proficient in Word and Excel
• Must be able to work evenings or weekends as required

Objective

The Business Development Manager is responsible for ensuring achievement of revenue objectives for their service area. Revenue is to be generated from a variety of Sales and Marketing duties, including researching and pursuing new referral sources, and enhancing and maintaining relationships with existing referral sources. This position is responsible for reporting results in moving relationships forward to the General Manager of the franchise location on a weekly basis, discussing successes and opportunities, and demonstrating documented progress and inquiry production in Sales/Marketing/Networking areas.