Business Development- Care Specialist

Job Description

Job Description

Business Development- Care Specialist - Home Care

Description: This position is responsible for driving new business growth by building and maintaining strong referral relationships with organizations that serve older adults and individuals transitioning back home from care settings. This includes hospitals, rehabilitation centers, skilled nursing facilities, assisted living and memory care communities, physician practices, case management teams, and other community partners.

The role focuses on converting referral relationships into consistent admissions and billable hours for SmithLife Homecare through proactive outreach, in-person sales activity, strategic partnerships, and structured follow-up. The Business Development & Sales Representative serves as a primary ambassador of the SmithLife brand, ensuring referral sources clearly understand our services, differentiators, responsiveness, and quality of care.

This position requires high daily activity, disciplined pipeline management, and measurable revenue performance, with accountability for meeting assigned territory growth targets.

Education: High School Diploma/GED required; Bachelor’s in Marketing preferred

Qualifications: Minimum requirements include at least 5 years’ experience in a healthcare environment in sales and customer service. A solid reputation among peers and positive relationships with senior service professionals is a must. General computer experience, tech skills, such as Microsoft Office, is required. Must be detail oriented, self-managing, and have excellent customer service skills. This is not a work from home role. Prefer candidate live in Montgomery County or Washington DC, their territory.

Salary Range: $75,000- 85,000 based on experience plus bonus on revenue generated.

Reports to: Senior Director/Director of Community Relations

Primary Duties:

Business Development & Sales Representative – Key Responsibilities

1. Build and maintain a strong referral pipeline by meeting in-person with hospital social workers, case managers, discharge planners, assisted living/memory care teams, elder law attorneys, fiduciaries, and other senior-care professionals.
2. Execute a minimum of 5–7 in-person sales calls per day, four (4) days per week , with documented outcomes and next steps in the CRM. (Non-negotiable productivity standard.)
3. Drive new revenue by converting referral relationships into consistent monthly admissions and billable hours aligned with agency growth targets.
4. Represent SmithLife Homecare at networking meetings, professional associations, boards, committees, and community events to expand brand visibility and referral partnerships.
5. Plan and execute 1–2 small industry events per month (e.g., SLHC-hosted receptions, hospital team meetings, joint partner meet-and-greets, in-services, or educational breakfasts).
6. Conduct proactive follow-up with all referral sources via in-person visits, email, phone, handwritten notes, and targeted campaigns to maintain top-of-mind awareness.
7. Visit hospitalized or inpatient clients when appropriate to support continuity of care, strengthen referral relationships, and facilitate conversion to SmithLife services.
8. Identify, pitch, and develop new strategic partnerships and innovative business development opportunities that expand SmithLife’s market reach in Montgomery County, Prince Georges County and Washington, DC.
9. Educate clients and families on care options and assist with referrals to complementary services (e.g. LTC benefits, VA benefits, financial assistance, and community resources) to enhance value and trust.
10. Increase agency visibility through digital outreach through event posting through CRM and demonstrate impact using measurable system metrics (engagement, leads, conversions, admissions).
11. Conduct structured follow-up from all marketing events and campaigns via phone, email, and in-person visits to convert interest into referrals and starts of care.
12. Develop, maintain, and actively use CRM databases for referral sources, prospects, current clients, and former clients, ensuring accurate tracking and segmentation.
13. Perform telephone and virtual follow-up with new and prospective clients to support intake conversion and shorten time-to-start.
14. Maintain detailed records of all sales and marketing activity documenting in CRM:

• Sales calls completed
• Referral sources added
• Leads generated
• Admissions converted
• Revenue/hours attributable to business development efforts

1. Participate in the Marketing On-Call rotation (approximately one week every three weeks) to support after-hours referral intake and urgent business development needs. (Non-negotiable.)
2. Consistently meet or exceed assigned monthly revenue, admissions, and referral growth targets for assigned territory.
3. Territory will be Montgomery County, MD and/or Washington, DC , with travel required for daily sales calls, partner meetings, and events. Mileage tracking to be submitted, application provided.

FLSA Status: Salaried exempt with commission