Business Development Specialist, Home Health Care

Job Description

Company Overview

Since 1996, Always Best Care has helped families with non-medical in-home care and assisted living placement services. Always Best Care clients receive extraordinary care in an inspiring environment with caring people. We hire employees who are inherently courteous and polite and treat all clients with the highest level of respect and professionalism.

Summary

The Business Development Specialist reports to the agency Owner and plays a pivotal role in the success of our business. This individual is responsible for continuing to grow our client base by establishing and maintaining trusting relationships that will develop into referrals of in-home care and assisted living placement clients. The Business Development Specialist will have a strong presence in the community, participating in industry-based networking meetings and events and actively promoting the Always Best Care brand. They will focus on selling to local healthcare providers, such as case managers, social workers, and discharge planners within hospitals, skilled nursing facilities, and home health and hospice agencies.

This is an active field position focusing on private pay in-home care and assisted living placement referrals. Equal time/priority should be dedicated to in-home care and assisted living placement activities. The ideal candidate will be professional, well-spoken and at ease in presenting our services to both families and professional community audiences.

Job Functions & Responsibilities

Outreach, Relationships, and Customer Service:
1. Build and maintain lasting relationships with new and existing referral sources such as hospitals, skilled nursing facilities, rehab centers, home health and hospice agencies, senior centers, and other community organizations:

• Identify, research and pre-qualify prospective accounts.
• Travel locally within the agency’s territory, meeting with professional referral sources.
• Conduct in-person, face-to-face visits with a minimum of 50 accounts per week.
• Demonstrate value for the health care organizations being visited.
• Ensure action steps are completed within the agreed upon timeframe.

2. Establish and maintain customer relationships and provide the highest quality customer service:

• Follow up in a timely manner with leads and prospective client inquiries.
• Conduct initial intake calls and schedule initial in-home care assessments with prospective clients by working with our Care Manager.
• Create personalized spreadsheets and other materials for prospective and active assisted living placement clients.
• Tour clients/families at assisted living communities and/or adult family homes.
• Connect clients and prospective clients with other resources to support their needs/goals.

3. Pre-plan weekly routing and sales activities, maximizing efficiency and cost effectiveness of daily activities where possible; set goals for each sales call and prepare any needed materials.

4. Ensure adequate supply of agency collateral and other giveaways. Assemble creative goody bags. Procure and deliver move-in gifts.

5. Collaborate with Owner/Director of Operations on sales and marketing strategy and developing strategic partnerships.

Community-Based Marketing:
6. Represent the agency at senior-focused networking meetings, community events, and professional gatherings.

7. Conduct presentations and/or staff in-services to community groups and professional staff.

8. Participate in health fairs, awareness days, etc.

Activity Targets and Tracking:
9. Maintain current contact information for all referral sources, as well as written documentation relating to all sales activity, in the agency’s CRM system.

10. Complete and submit weekly sales report to the Owner/Director of Operations in advance of weekly sales meetings. Actively participate in weekly meetings to review prior week’s goals; discuss new referrals, challenges, successes, and opportunities for new business; review events calendar; review marketing budget and expenditures; and discuss upcoming goals and agency progress to benchmarks.

11. Meet weekly, monthly, and quarterly to discuss sales activity targets in support of the agency’s growth goals and ongoing success.

12. Ensure sales activities and expenditure fall within the allotted departmental budget.

Teamwork:
13. Demonstrate teamwork and participate in shared agency responsibilities such as developing standard operating procedures and introducing caregivers to clients on occasion.

14. Perform other related duties as assigned.

Skills & Qualifications

This position requires some combination of sales and marketing, senior services, social work and/or other healthcare experience. Required skills and qualifications:

• 5+ years of experience in sales and marketing with health care required, senior services experience preferred
• Exceptional interpersonal skills—ability to interact with a wide range of personality styles in a variety of personal and professional settings
• Excellent planning, follow-up, and organizational skills
• Strong presentation skills
• Proven sales and marketing results, including closing/asking for business
• Creative and self-driven with the ability to problem solve and apply sound judgment
• Experience working in a small team environment and/or start-up
• Comfortable with ambiguity and building/continuously improving systems and processes
• Passionate about helping seniors live with dignity
• Proficient in Microsoft Office and commitment to training in tools and applications specific to the Always Best Care environment
• Basic understanding of medical terminology relating to the senior population and rehabilitative care preferred
• Willingness to complete relevant training and/or certifications in the first 6 months of hire that will make the candidate more knowledgeable about healthcare, senior services, and sales and marketing
• Valid driver’s license, reliable transportation, and auto insurance

Work Hours

This is a full-time, exempt position. Although regular business hours are Monday through Friday 8:30 AM – 5:30 PM, given the sales nature of the role, the expectation is that the Home Health Care Sales Representative will be available to take initial calls from, and follow up with, leads/prospects outside of normal business hours. Must be able to work occasional weekends and flex weekday hours, no exceptions.

Compensation

Base salary of $60,000 plus commission. The base salary is divided into two categories: Placements and In-Home Care, each with their own commission structure.

Work Location
90% field based; 10% office based

Location: 13101 Preston Road, Dallas, TX 75240

Job Type: Full-time

Experience:

• Outside sales: 5 years (Required)

Work Location: In person

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