Job Description
Role Overview An In-Home Care Sales Representative is responsible for driving client growth, building referral relationships, and increasing service utilization for a home care agency. This role blends healthcare knowledge, relationship management, and sales performance. Core Responsibilities 1. Business Development & Sales Generate new client leads through networking, referrals, and outreach Conduct in-home or virtual consultations with potential clients/families Present care plans and close service agreements Meet or exceed monthly/quarterly revenue and client acquisition goals Must have at least 6monts to 1 years of in home health care experience 2. Referral Source Relationship Management Build relationships with: Hospitals Rehab centers Assisted living facilities Social workers & case managers Maintain consistent follow-ups and account management with referral partners Attend community events, healthcare meetings, and networking functions 3. Client Assessment & Intake Support Work with clinical/office team to: Assess client needs Recommend appropriate care services Ensure smooth onboarding and service start-up Act as a liaison between families and operations team 4. Market Growth & Strategy Identify target markets (private pay, veterans, post-hospital discharge, etc.) Analyze local competition and adjust outreach strategies Develop territory growth plans 5. Reporting & CRM Management Track leads, conversions, and follow-ups in CRM systems Maintain accurate records of: Sales activity Referral contacts Pipeline status Provide weekly/monthly sales performance reports Performance Metrics (KPIs) Sales Performance New clients acquired per month Revenue generated (weekly/monthly) Conversion rate (leads → clients) Activity Metrics Number of referral visits per week Calls/emails/meetings completed Community events attended Relationship Metrics Active referral partners Referral retention rate Repeat referrals from key accounts Operational Metrics Speed of client onboarding Client satisfaction (feedback, complaints) Retention of new clients (30/60/90 days) Key Skills & Competencies Strong communication and persuasion skills Knowledge of home care services and healthcare systems Relationship-building and networking ability Time management and self-driven performance Basic understanding of insurance/private pay structures Professional presentation and customer service mindset Daily / Weekly Expectations Daily Conduct 5–10 outreach contacts (calls, visits, emails) Follow up with active leads Document activity in CRM Coordinate with scheduling/operations team Weekly Visit 5–15 referral sources Attend at least 1 networking/community event Submit pipeline and performance updates Review conversion opportunities with management Success Profile Consistently hitting or exceeding client acquisition targets Strong referral network producing ongoing leads High conversion rate and client satisfaction Organized pipeline with minimal lead drop-off Professional representation of the agency in the community Common Challenges Long sales cycles (family decision-making delays) Competition from other agencies Maintaining consistent referral flow Balancing sales vs. operational coordination