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Home Health Sales Representative

A Home Health Sales Representative is responsible for promoting a home health agency's services to referral sources such as hospitals, physicians, skilled nursing facilities, and community organizations. Their primary goal is to build and maintain strong relationships that generate patient referrals. Key responsibilities include conducting outreach visits, educating healthcare professionals about available home health programs, identifying patient needs, coordinating with clinical staff for smooth admissions, and tracking referral activity to meet growth targets. Strong communication, networking, and organizational skills are essential to succeed in this role.

Position Summary

The Home Health Sales Representative will be responsible for promoting the agency's home health services within the Atlanta metropolitan area, building and nurturing referral relationships (hospitals, physicians, skilled nursing/rehabilitation facilities, senior living communities, case managers/discharge planners), and driving new admissions and revenue growth. This is a field-based role with regular travel in the territory, frequent face-to-face meetings, and a target-driven mindset.

PAY STRUCTURE: BASE + COMMISSION

Key Responsibilities

• Identify, cultivate, and maintain productive relationships with referral sources (e.g., hospitals, physician offices, SNFs, ALFs, case management departments).

• Conduct regular territory visits, presentations and educational in-services for referral partners, explaining the agency's service lines, outcomes, differentiators, and value proposition.

• Develop and execute a territory sales and marketing plan (weekly/monthly) to increase market share, hit referral and admission quotas, and expand awareness of the home health business.

• Monitor and analyze territory data (referral trends, competitor activity, market size) and provide feedback to leadership on opportunities and barriers.

• Collaborate closely with clinical, operations, admissions and marketing teams to ensure seamless referral-to-admission process, timely communication, and quality service delivery.

• Maintain accurate and timely records in CRM or sales tracking system: log calls, meetings, referral source profiling, follow-ups and pipeline progression.

• Meet or exceed monthly, quarterly and annual sales/admissions targets, budgeted revenue, and expense objectives.

• Act as a brand ambassador representing the agency professionally in the community and at events, conferences, and networking functions.

• Occasionally manage or track marketing budgets, promotional assets, territory expense budgets, and ensure ROI of marketing efforts.

Qualifications

• Bachelor's degree preferred; relevant work experience in lieu of degree acceptable.

• Minimum 0-2 years of outside sales experience, preferably in home health, hospice, senior services, skilled nursing/continuum of care or healthcare B2B sales.

• Proven track record of achieving or exceeding sales/referral/admission targets.

• Strong relationship-building, presentation, negotiation and communication skills.

• Comfortable working independently in the field, managing travel, territory planning, and time-management.

• Valid driver's license, reliable transportation, willingness to travel extensively within territory (sometimes 70-80% of the time) is often required.

• Proficiency with CRM software, Microsoft Office (Word, Excel, PowerPoint) and territory/market analysis.

• Knowledge of home health industry, Medicare/Medicaid, skilled nursing/discharge planning process is a plus but not required.

Working Conditions & Travel

• Field-based role: significant time spent visiting referral sources in hospitals, rehab/SNF facilities, senior living communities, physician offices, case management meetings, etc.

• Some local and regional travel; occasional evening or networking events may be required.

• Office support provided (laptop, phone, CRM access, marketing material) but sales calls and territory management are largely independent.