Home Care Sales, Business to Business

🕒 May 6

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Institute on Aging

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501 - 1000 employees

Institute on Aging (IOA) believes the future should be something to look forward to, at every age. We bring together pioneering experts, seasoned champions and hands-on caregivers to make growing older better for Bay Area seniors and their families.

📋 Description

• 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 • 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 • 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 • 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

🎯 Requirements

• 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 • 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 • Strong verbal, written, and presentation skills • Ability to engage effectively with both professionals and families • Collaborative mindset with cross-functional teams • 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

🏖️ Benefits

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