Business Development Manager - Home Care

Job Description

Job Description

Business Development Manager – Home Care

Location: Lakeland, Florida

Schedule: Full-Time

Work Arrangement: Field-Based / Community-Facing

Compensation: $75,000 Base Salary + Performance-Based Commission

Build Relationships. Help Families. Grow Something That Matters.

Our client, an established home care organization serving Polk County, Florida, is seeking an exceptional Business Development Manager to help lead its next stage of growth.

This is not a traditional “drop off brochures and attend networking events” sales position.

We are looking for someone who can build meaningful relationships throughout the healthcare and senior care community, earn the trust of families, convert opportunities into new clients, and remain connected throughout the client journey.

The right person may come from home care, senior living, hospice, home health, healthcare sales, community relations, admissions, care management, client services, or another relationship-driven sales environment.

What matters most is that you know how to build trust, create opportunities, close business, and take exceptional care of people.

What Makes This Role Unique

Build a Market, Not Just a Pipeline

Our client has an established presence in Central Florida, a strong operating infrastructure, and an ambitious growth strategy.

Your mission is straightforward:

Create profitable, sustainable growth by becoming one of Polk County’s most trusted relationships in senior care.

You will develop referral partnerships while also helping families navigate the transition from initial inquiry through assessment, admission, and ongoing care.

Stay Connected Beyond the Sale

We believe the best business development professionals don’t disappear after the sale.

They help create an exceptional client experience.

This role combines the discipline and competitive drive of a high-performing salesperson with the relationship skills of an exceptional client-care professional.

You’ll remain connected to families after admission and work closely with operations to make sure what was promised during the sales process is being delivered.

Key Responsibilities

Business Development & Growth

You will build and manage a strategic referral network throughout Polk County, including relationships with:

• Hospitals and discharge planners
• Skilled nursing and rehabilitation facilities
• Assisted living and independent living communities
• Physicians and medical practices
• Home health and hospice organizations
• Care managers and elder law professionals
• Senior placement organizations
• Community organizations and other senior care professionals

You’ll identify high-value referral opportunities, develop relationships, conduct presentations and meetings, maintain disciplined follow-up, and turn those relationships into measurable growth.

We don’t measure success by how many places you visit.

We measure what those relationships produce.

Sales & Conversion

You will actively manage opportunities from referral through admission.

Responsibilities include:

• Respond quickly to qualified referrals
• Understand each family’s needs and care concerns
• Clearly communicate the organization’s value proposition
• Overcome objections professionally and compassionately
• Coordinate assessments and next steps
• Maintain consistent follow-up throughout the decision-making process
• Help move qualified opportunities toward a decision
• Convert referral opportunities into new clients and billable hours
• Maintain an organized and active sales pipeline

Our philosophy is simple:

Land the plane.

When a family needs care, speed, empathy, confidence, and follow-through matter.

Client Relationship & Care Partnership

This is where the role differs from a traditional salesperson.

You’ll remain connected to the client experience after admission and work closely with operations to ensure what was promised during the sales process is being delivered.

That may include:

• Participating in client assessments and care discussions
• Building strong relationships with clients and families
• Conducting appropriate client follow-up
• Identifying changes in client needs
• Supporting service recovery when concerns arise
• Helping strengthen client satisfaction and retention
• Identifying opportunities for increased services when appropriate
• Communicating important client information back to the operational team

You won’t independently own scheduling or daily operations, but you will be expected to understand operational capacity and sell responsibly into what the organization can successfully staff and service.

Growth and operations must work together.

Relationship Management

You will become a trusted resource for referral partners, clients, and families by:

• Developing genuine, long-term professional relationships
• Maintaining consistent communication with referral partners
• Following through on commitments
• Providing responsive and professional service
• Educating referral sources and families about available care solutions
• Representing the organization professionally throughout the community
• Creating relationships that lead to ongoing, sustainable referrals

What Success Looks Like

This is a performance-driven position with clearly defined goals and meaningful commission opportunity.

Your scorecard will include metrics such as:

Meaningful Referral Conversations → Qualified Referrals → Assessments → Admissions → Conversion Rate → New Billable Hours → Client Retention

Success will also be measured through:

• Referral source development
• Pipeline quality
• Responsiveness
• Follow-up discipline
• New client acquisition
• Conversion rates
• New billable hours
• Client retention
• Sustainable revenue growth
• Quality of referral relationships

The objective isn’t simply to generate leads.

It’s to generate profitable, sustainable, retained business.

Who We’re Looking For

You may be an excellent fit if you have:

• Proven sales or business development experience
• Healthcare, senior care, or relationship-based service experience preferred
• Home care, home health, hospice, senior living, admissions, care management, or client service experience strongly valued
• A demonstrated ability to build professional referral relationships
• Strong consultative selling and closing skills
• Exceptional communication and interpersonal skills
• Confidence interacting with families during emotional or complex decisions
• Strong organization and CRM/pipeline management discipline
• Ability to work independently in the field while collaborating closely with an operations team
• High personal accountability and follow-through
• Valid driver’s license and reliable transportation

Most importantly, we’re looking for someone who combines competitive drive with genuine compassion.

You should enjoy winning, but understand that in senior care, winning begins with helping people.

Ideal Background

Relevant experience may include:

• Home Care
• Home Health
• Hospice
• Senior Living
• Assisted Living
• Healthcare Sales
• Business Development
• Community Relations
• Admissions
• Care Management
• Client Services
• Senior Care Services

Direct home care experience is highly valued, but we are equally interested in accomplished relationship-driven sales professionals who understand how to develop referral relationships, close business, and provide an exceptional customer experience.

Compensation

Base Salary: $75,000

PLUS performance-based commission/incentive compensation tied to measurable business results.

We want exceptional performers to have the opportunity to earn exceptional compensation.

Our philosophy is simple:

The base compensates you for the role. Performance compensation rewards the value you create.

There is meaningful upside for someone who consistently generates qualified referrals, new clients, profitable billable hours, and sustainable growth.

Training & Support

You won’t be expected to figure everything out alone.

You’ll have:

• Structured onboarding
• Defined goals
• A measurable performance scorecard
• Leadership support
• Operational partnership
• Coaching and development
• Resources and technology necessary to succeed
• Clear expectations and accountability

Why Join This Organization?

You’ll join an established home care organization that is investing heavily in its people, systems, technology, marketing, and next stage of growth.

This is an organization focused on building something bigger than a traditional sales department.

They’re building a growth organization where sales, operations, client experience, and caregiver capacity work together.

You’ll have the opportunity to build meaningful relationships throughout Polk County, grow a business, help families navigate important care decisions, and see the direct impact your work has on seniors and their families.

If you’re an accomplished relationship builder who loves healthcare, enjoys developing business, knows how to close, and wants your work to genuinely impact families, we’d love to meet you.

Don’t have your resume on hand?

Text “POLKSALES” to View phone number on ziprecruiter.com for an On-The-Go Application.

EOE