B2B Senior Care Solutions Sales Manager

Job Description

Job Description

Position Summary

We are seeking a results-driven B2B Senior Care Solutions Sales Manager to expand our presence across the senior care, healthcare, rehabilitation, and post-acute care markets.

This position is designed as a player-coach role . The Sales Manager will personally develop new business while also helping establish a repeatable sales process that can support future team expansion.

The ideal candidate has experience selling healthcare, senior care, medical, rehabilitation, home health, or related B2B services and is comfortable developing relationships with clinical leaders, administrators, executives, and referral partners.

Key ResponsibilitiesBusiness Development & Sales

• Develop new B2B opportunities across the Dallas–Fort Worth market.
• Identify, contact, and develop relationships with decision-makers and clinical champions.
• Conduct prospecting through phone, email, LinkedIn, networking events, referrals, and in-person visits.
• Lead discovery meetings, product presentations, demonstrations, trials, pilots, and follow-up activities.
• Manage opportunities from initial contact through proposal, pilot, negotiation, and closing.
• Build and maintain a healthy sales pipeline capable of supporting monthly and annual revenue targets.
• Identify opportunities for cross-selling and expansion within existing customer organizations.

Target Customer Segments

Develop relationships with organizations including:

• Hospitals and health systems
• Inpatient Rehabilitation Facilities (IRF)
• Skilled Nursing Facilities (SNF)
• Assisted Living and Memory Care communities
• Rehabilitation / Physical Therapy / Occupational Therapy organizations
• Home Health and Home Care agencies
• Senior care physicians and healthcare providers
• Durable Medical Equipment providers
• Group Purchasing Organizations (GPO)
• Senior care and aging-service organizations

Customer & Clinical Relationship Development

• Build relationships with administrators, rehabilitation directors, case management teams, discharge planners, PT/OT professionals, clinical leaders, and executive management.
• Understand each customer's fall-prevention, patient-safety, discharge-transition, and senior-care challenges.
• Translate customer needs into appropriate Senior care product and service solutions.
• Develop clinical champions and referral relationships within target organizations.
• Collect structured customer feedback to support product and service improvement.

Sales Management & Execution

• Maintain accurate records of leads, opportunities, meetings, pilots, proposals, and sales activity in the company CRM.
• Monitor pipeline movement and follow-up activity.
• Review weekly and monthly sales performance against established KPIs.
• Help improve sales messaging, presentation materials, outreach processes, and customer follow-up procedures.
• Share market intelligence, customer feedback, competitor information, and sales opportunities with management.
• Support onboarding and coaching of future Business Development Associates or Managers as the organization expands.

Key Performance Indicators

Performance will be evaluated using metrics such as:

• Qualified leads generated
• Initial customer meetings
• Product demonstrations
• Pilot / Proof-of-Concept approvals
• Qualified opportunities created
• Pipeline value
• Proposals submitted
• Sales conversion rate
• Revenue generated
• New customer accounts
• Customer follow-up activity
• CRM activity and pipeline accuracy

In addition to short-term sales results, the Sales Manager is expected to help determine which customer segments, sales approaches, and value propositions can become repeatable and scalable growth models .

Required Qualifications

• 5+ years of B2B sales, business development, account management, or Senior care / healthcare-related sales experience.
• Demonstrated ability to generate new business through proactive prospecting.
• Experience managing complex or consultative B2B sales cycles.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Ability to communicate effectively with both clinical and non-clinical stakeholders.
• Strong organizational and follow-up skills.
• Ability to independently manage a sales territory and pipeline.
• Comfortable working in an entrepreneurial, early-stage growth environment.
• Experience using CRM systems to manage sales activities and opportunities.
• Ability to travel throughout the assigned Texas territory as necessary.

Preferred Qualifications

Experience in one or more of the following areas is strongly preferred:

• Senior living
• Hospitals / health systems
• Rehabilitation
• Physical Therapy / Occupational Therapy
• Skilled Nursing
• Home Health
• Medical devices
• Healthcare services
• Patient safety / fall prevention
• Durable Medical Equipment
• Healthcare technology

Existing relationships within the Texas healthcare or senior-care market are highly desirable.

Preferred Experience

• Proven experience obtaining Medicare Advantage coverage or approval for DME (Durable Medical Equipment) products , including direct involvement in the approval, reimbursement, or coverage process. Please be prepared to describe the types of products you have worked with.

• Demonstrated experience negotiating with health plans, payers, and Managed Care Organizations (MCOs) and successfully securing enterprise-level, network-wide, or comprehensive agreements for healthcare, senior care, or medical products and services.
  
  

Ideal Candidate Profile

The successful candidate will be:

• Highly proactive and comfortable creating opportunities from scratch.
• Consultative rather than transactional in their sales approach.
• Comfortable working directly with executives, administrators, and clinicians.
• Data-driven and disciplined about CRM and pipeline management.
• Able to operate effectively with limited structure during an early-stage growth phase.
• Motivated by building a market, not simply managing an existing book of business.
• Interested in helping establish a scalable sales organization as the company grows.

Career Growth

As expands across Texas and additional U.S. markets, strong performers may have opportunities to progress into roles such as:

Senior Sales Manager → Sales Director → Regional / State Sales Leadership

The Sales Manager will have an opportunity to contribute directly to the development of the company's U.S. go-to-market strategy and future sales organization.

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