Home Health Care Sales Representative – Client Acquisition & Referral Development
Position Type: Full-Time
Work Environment: Community-Based Sales & Outreach
Working Hours: U.S. Business Hours
Industry: Home Health Care / Senior Care
About the Role
At Pavago, one of our clients is hiring a motivated and results-driven Home Health Care Sales Representative to grow their business through inbound lead conversion, referral development, and community outreach.
This role combines sales, business development, and relationship management. You’ll work directly with prospective clients and families while developing referral partnerships with hospitals, physicians, discharge planners, social workers, senior living communities, rehabilitation facilities, and other healthcare organizations.
You’ll own opportunities from initial inquiry through consultation, assessment, and admission while maintaining a structured CRM pipeline and consistent follow-up process.
Because the position includes in-person referral visits, community outreach, and networking events, candidates must have reliable transportation and be comfortable meeting referral partners in person.
What You’ll Own
Lead Management & Sales
- Respond promptly to inbound leads and prospective client inquiries
- Conduct follow-up through phone, email, and text
- Manage prospects through the sales funnel from initial inquiry through:
- Consultation
- Assessment
- Admission
- Maintain consistent follow-up with active, inactive, and older leads
- Schedule consultations, assessments, and intake appointments
- Identify client needs and clearly explain appropriate home health care services
- Ensure qualified opportunities do not fall through the cracks
- Maintain accurate sales activities, pipeline stages, and follow-up tasks in the CRM
Referral & Community Development
- Build and maintain relationships with key referral sources, including:
- Hospitals
- Discharge planners
- Physicians
- Social workers
- Senior living communities
- Rehabilitation facilities
- Other healthcare and senior care organizations
- Conduct outbound outreach through calls and emails
- Visit referral partners in person
- Deliver presentations when appropriate
- Attend community events, health fairs, and industry networking events
- Identify new referral opportunities
- Develop new relationships into consistent referral sources
- Maintain regular communication with existing referral partners
- Represent the organization professionally within the healthcare community
Sales Funnel & Business Development
- Build and manage a structured sales funnel with clear stages and follow-up processes
- Monitor:
- Lead volume
- Conversion rates
- Referral activity
- Admissions
- Revenue performance
- Identify gaps or bottlenecks in the sales process
- Recommend practical improvements to increase conversion
- Develop strategies to re-engage prospects who are not immediately ready to move forward
- Identify opportunities to increase client volume and revenue
- Meet or exceed monthly and quarterly sales and admission goals
- Maintain visibility into upcoming opportunities and pipeline priorities
Client & Family Communication
- Build trust with prospective clients and their families
- Understand individual care needs and concerns
- Educate prospects about available home health care services
- Clearly communicate the company’s value proposition
- Maintain professional and empathetic communication throughout the sales process
- Follow up consistently without compromising the client experience
- Maintain relationships after admission to support retention and future referrals
Internal Coordination
- Coordinate closely with clinical and operations teams
- Ensure smooth handoffs from sales to intake and service delivery
- Share accurate information about prospective and newly admitted clients
- Coordinate consultations and assessments
- Maintain visibility into admission status and outstanding requirements
- Help resolve issues that could delay a prospect from moving forward
Requirements
- 2+ years of experience in sales, business development, healthcare sales, home care, home health, senior care, or a related field
- Proven experience managing and converting inbound leads
- Strong sales and relationship-building skills
- Strong and persistent follow-up habits
- Excellent verbal and written communication skills
- Experience using a CRM or sales pipeline management system
- Ability to manage multiple prospects and relationships simultaneously
- Strong organizational and time-management abilities
- Comfortable working independently and taking ownership of sales results
- Professional and personable communication style
- Comfortable making frequent phone calls
- Comfortable conducting in-person meetings and community outreach
- Valid driver’s license and reliable transportation for referral visits and community outreach
Ideal Experience & Skills
- Experience selling:
- Home health care
- Personal care
- Private-duty care
- Hospice services
- Assisted living
- Senior care services
- Existing relationships with healthcare or senior care referral sources
- Experience developing referral networks
- Experience creating and managing structured sales funnels
- Familiarity with healthcare referral and discharge processes
- Knowledge of the local senior care and healthcare market
- Experience developing relationships with hospitals, physicians, discharge planners, and senior living communities
- Experience working toward admission, revenue, or client-acquisition targets
Tools & Technology
CRM Systems | Sales Pipeline Management Tools | Phone & VoIP Systems | Email | Text Messaging | Calendar & Scheduling Tools | Sales Reporting & Follow-Up Systems
What Makes You a Strong Fit
You’ll likely thrive in this role if you:
- Are a confident, relationship-driven salesperson
- Enjoy building trust with prospective clients, families, and referral partners
- Understand that healthcare sales requires both persistence and empathy
- Are disciplined with follow-up and don’t allow qualified opportunities to fall through the cracks
- Are comfortable making frequent phone calls
- Enjoy meeting referral partners in person and building community relationships
- Can manage multiple prospects and relationships simultaneously
- Keep your CRM and pipeline organized
- Are motivated by measurable sales, admission, and revenue goals
- Take ownership of your results
- Are proactive and comfortable developing new business independently
- Can build long-term referral relationships rather than focusing only on individual transactions
What a Typical Day Looks Like
Your day may begin by reviewing new inbound leads, following up with prospective clients and families, and updating your CRM with current pipeline activity.
Throughout the day, you could conduct calls with prospective clients, schedule consultations or assessments, visit healthcare referral partners, reconnect with discharge planners or senior living communities, and identify new referral opportunities.
You may also attend networking or community events, re-engage older prospects, review pipeline performance, and coordinate with clinical and operations teams regarding prospective or newly admitted clients.
In short: you turn inbound interest and community relationships into new clients, admissions, and sustainable referral partnerships.
Key Metrics for Success
- Inbound lead response time
- Lead-to-consultation conversion rate
- Consultation-to-admission conversion rate
- New client admissions
- Monthly and quarterly sales performance
- New referral relationships established
- Referral activity and qualified referral leads
- Follow-up consistency
- CRM and pipeline accuracy
- Re-engagement of inactive and older prospects
- Client volume and revenue growth
- Achievement of established sales and admission goals
Why This Role Stands Out
- Blend of inbound sales and relationship-based business development
- Direct impact on client growth and admissions
- Opportunity to build relationships throughout the healthcare and senior care community
- Ownership of the sales funnel from inquiry through admission
- Combination of phone-based selling and in-person community outreach
- Close collaboration with clinical and operations teams
- Opportunity to build a sustainable network of referral partners
- Career growth opportunities into:
- Senior Sales Representative
- Business Development Manager
- Community Relations Manager
- Healthcare Sales Manager
- Director of Business Development
Interview Process
- Initial Application
- Spark Hire One-Way Video Interview
- Initial Recruiter Screening
- Client Interview
- Offer Stage
Spark Hire Video Interview – Required
As part of the application process, all candidates are required to complete a one-way video interview through Spark Hire.
After completing the first step of your application, you’ll receive a Spark Hire invitation by email with instructions to record and submit your video responses.
Completion of the Spark Hire video is required to be considered for the next stage. Please check your inbox as well as your spam or junk folder for the invitation.
Apply Now
If you’re an experienced Sales Representative or Business Development professional with strong lead-conversion, relationship-building, and follow-up skills, we’d love to hear from you.
Experience in home health, home care, senior care, hospice, assisted living, or healthcare sales and familiarity with referral-based business development will be especially valuable.
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