Home Care Sales, Business to Business (B2B)

divh2Home Care Sales, B2B/h2pIOA is on the forefront of revolutionary healthcare models, reshaping the way people can age in place. Our innovative models transform lives, enhance communities, and save healthcare systems millions of dollars. Rather than focusing on archaic outdated design, we strive to consistently question the status-quo and create new and more innovative ways to help aging adults and adults with disabilities maintain their quality of life./ppWith over 23 programs, we offer multiple ways to aid seniors maintain their health, well-being, independence and participation in the community, fulfilling our mission./ppThe Home Care Sales, B2B role is responsible for driving referral growth and client enrollment for IOAs IOA at Home, Sacramento Home Care program through strategic community and professional partnerships. This is a highly relationship-driven, consultative sales role focused on building and managing a strong referral network across healthcare providers, housing communities, fiduciaries, and community organizations. The position partners closely with internal teams including Marketing, Connect (IOAs call center), and Operations to ensure a seamless client journey from referral to enrollment./ph3Key Responsibilities/h3ulliDevelop and execute a territory-based outreach plan to generate qualified referrals and drive growth in caregiving hours/liliBuild and maintain relationships with referral sources including healthcare providers, senior living communities, social workers, and fiduciaries/liliConduct regular in-person and virtual meetings to position IOA as a preferred home care provider/liliConsistently manage outreach activities, follow-ups, and pipeline progression/liliApply a needs-based, consultative sales approach to understand client and referral partner needs/liliSupport prospective clients and families through the intake and enrollment process/liliConduct client assessments as needed, building trust and addressing complex care needs/liliPartner with Intake and Operations teams to ensure timely conversion from referral to service start/liliServe as a trusted partner to referral sources, ensuring high satisfaction and ongoing engagement/liliConduct regular follow-ups and relationship check-ins/liliGather market feedback and share insights with internal stakeholders/liliMaintain a strong network of community resources to support clients/liliEducate referral partners on IOAs broader portfolio of services, including Compania (dementia care) and other programs/liliIdentify opportunities to connect clients with additional IOA services when appropriate/liliCollaborate with program teams to ensure seamless coordination of services/liliMaintain accurate and timely data in CRM (HubSpot) and EHR systems (WellSky)/liliTrack outreach, referrals, conversions, and enrollment metrics/liliParticipate in pipeline reviews and sales meetings to drive accountability and performance/liliUse data insights to adjust outreach strategies and improve results/liliRepresent IOA at community events, networking opportunities, and industry forums/liliPartner with Marketing on campaigns, events, and local initiatives/liliSupport brand awareness through presentations and community engagement/li/ulh3Qualifications Skills/h3ulliBachelors degree preferred (Business, Marketing, Healthcare, Communications, or related field) or equivalent experience/lili37+ years of experience in B2B sales, business development, or healthcare marketing/liliExperience in home care, senior services, healthcare, or related industries preferred/liliProven ability to build referral relationships and meet or exceed sales targets/liliStrong consultative (needs-based) selling skills/liliExcellent relationship-building and networking capabilities/liliAbility to manage a territory and pipeline independently/liliResults-oriented with a strong sense of ownership and accountability/liliStrong verbal, written, and presentation skills/liliAbility to engage effectively with both professionals and families/liliCollaborative mindset with cross-functional teams/liliExperience with CRM systems (HubSpot preferred) and Microsoft Office tools/liliStrong organizational and time management skills/liliAbility to manage multiple priorities in a fast-paced environment/li/ulh3Compensation Incentives/h3ulliBase Salary Midpoint: $72,000 to $84,000 annually/liliIncentives: Uncapped commission tied to referral generation, enrollments, and caregiver hours/revenue/liliBenefits: Comprehensive benefits package including health, retirement, and paid time off/li/ulpBeware of Hiring Scams/ppWe are aware that some third parties have reposted our job listings in an attempt to scam applicants. Please be cautious and only apply through our official channels./pulliInstitute on Aging will never request payment or sensitive personal information such as Social Security numbers during the hiring process./liliAll official communication will come from a verified IOA email address./liliIf you receive any suspicious communication or requests, report them to View email address on click.appcast.io./liliAll legitimate job openings can be found on the Institute on Aging Careers Page./li/ulpInstitute on Aging is an Equal Opportunity Employer. Institute on Aging is committed to cultivating a diverse and inclusive work environment and providing equal opportunities to all employees and job applicants without regard to age, race, religion, color, national origin, sex, sexual orientation, gender identity, genetic disposition, neuro-diversity, disability, veteran status or any other protected category under federal, state and local law./ppPursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records./p/div

Institute on Aging