Home Care Sales, Business to Business (B2B)

Key Responsibilities

• Develop and execute a territory-based outreach plan to generate qualified referrals and drive growth in caregiving hours
• Build and maintain relationships with referral sources including healthcare providers, senior living communities, social workers, and fiduciaries
• Conduct regular in-person and virtual meetings to position IOA as a preferred home care provider
• Consistently manage outreach activities, follow-ups, and pipeline progression
• Apply a needs-based, consultative sales approach to understand client and referral partner needs
• Support prospective clients and families through the intake and enrollment process
• Conduct client assessments as needed, building trust and addressing complex care needs
• Partner with Intake and Operations teams to ensure timely conversion from referral to service start
• Serve as a trusted partner to referral sources, ensuring high satisfaction and ongoing engagement
• Conduct regular follow-ups and relationship check-ins
• Gather market feedback and share insights with internal stakeholders
• Maintain a strong network of community resources to support clients
• Cross-sell and program awareness
• Educate referral partners on IOA’s broader portfolio of services, including Compania (dementia care) and other programs
• Identify opportunities to connect clients with additional IOA services when appropriate
• Collaborate with program teams to ensure seamless coordination of services
• Sales operations & performance tracking
• Maintain accurate and timely data in CRM (HubSpot) and EHR systems (WellSky)
• Track outreach, referrals, conversions, and enrollment metrics
• Participate in pipeline reviews and sales meetings to drive accountability and performance
• Use data insights to adjust outreach strategies and improve results
• Marketing & community engagement
• Represent IOA at community events, networking opportunities, and industry forums
• Partner with Marketing on campaigns, events, and local initiatives
• Support brand awareness through presentations and community engagement

Qualifications & Skills

• Education & Experience: Bachelor’s degree preferred (Business, Marketing, Healthcare, Communications, or related field) or equivalent experience. 3–7+ years of experience in B2B sales, business development, or healthcare marketing. Experience in home care, senior services, healthcare, or related industries preferred.
• Proven ability to build referral relationships and meet or exceed sales targets
• Sales & Relationship Skills: Strong consultative (needs-based) selling skills. Excellent relationship-building and networking capabilities. Ability to manage a territory and pipeline independently. Results-oriented with a strong sense of ownership and accountability.
• Communication & Collaboration: Strong verbal, written, and presentation skills. Ability to engage effectively with both professionals and families. Collaborative mindset with cross-functional teams.
• Technical & Organizational Skills: Experience with CRM systems (HubSpot preferred) and Microsoft Office tools. Strong organizational and time management skills. Ability to manage multiple priorities in a fast-paced environment.

Compensation & Incentives

Base Salary: Midpoint: $72,000 to $84,000 annually
Incentives: Uncapped commission tied to referral generation, enrollments, and caregiver hours/revenue

Benefits

Comprehensive benefits package including health, retirement, and paid time off