Home Health Care Sales Representative – Client Acquisition & Referral Development
Position Type: Full-Time
Working Hours: U.S. Business Hours
About the Role
At Pavago, one of our clients is hiring a motivated, results-driven Home Health Care Sales Representative to grow the business by converting inbound leads into new clients and developing strong referral relationships within the local community.
This is a hands-on sales and business development role combining inbound lead conversion, persistent follow-up, referral development, community outreach, and pipeline management.
You’ll manage prospective clients and families from initial inquiry through admission while building relationships with hospitals, physicians, senior living communities, case managers, and other healthcare referral partners.
Success in this role requires more than simply responding to leads. You’ll build and maintain a structured, measurable sales funnel designed to consistently generate new admissions, referral relationships, and revenue.
What You’ll Own
Inbound Lead Management & Follow-Up
- Respond quickly and professionally to inbound leads and inquiries
- Contact prospective clients and families through phone, email, text, and other appropriate channels
- Maintain consistent follow-up until leads convert, decline, or become inactive
- Track every lead and sales activity accurately in the CRM
- Schedule consultations, assessments, and intake appointments as appropriate
- Re-engage older or inactive leads to identify new opportunities
- Maintain a high level of responsiveness throughout the sales process
Sales Funnel Development & Conversion
- Build and manage a structured sales funnel from:
Lead → Consultation → Assessment → Admission → Ongoing Relationship - Establish clear stages, follow-up schedules, and conversion goals
- Maintain a healthy pipeline of qualified prospects
- Identify where leads are being lost and recommend improvements
- Develop follow-up campaigns for prospects who are not immediately ready to move forward
- Continuously improve lead-to-client conversion rates
Referral & Community Development
- Develop relationships with referral partners, including:
- Hospitals and discharge planners
- Skilled nursing facilities
- Assisted living and senior living communities
- Physicians and medical practices
- Social workers and case managers
- Rehabilitation facilities
- Hospice and other healthcare providers
- Community organizations serving seniors and families
- Conduct regular outreach through calls, emails, visits, presentations, and networking
- Identify new referral opportunities and turn relationships into consistent referral sources
- Represent the company at community events, health fairs, networking meetings, and industry events
- Maintain regular communication with referral partners regarding available services
Sales & Business Development
- Meet or exceed established monthly and quarterly sales goals
- Identify opportunities to increase client volume and revenue
- Educate prospective clients, families, and referral partners about available home health care services
- Clearly communicate the company’s value proposition and differentiate its services from competitors
- Identify appropriate opportunities for additional services
- Maintain relationships with clients and families after admission to support retention and referrals
CRM & Pipeline Management
- Maintain accurate and current CRM records
- Document calls, emails, meetings, follow-ups, and next steps
- Keep pipeline stages organized and up to date
- Track outstanding follow-ups and ensure opportunities do not fall through the cracks
- Manage multiple prospects and referral relationships simultaneously
Cross-Functional Coordination
- Work closely with clinical and operations teams
- Ensure a smooth transition from sales to intake and service delivery
- Communicate relevant client information clearly during handoffs
- Coordinate around consultations, assessments, admissions, and service needs
- Maintain alignment between sales activity and operational capacity
Sales Reporting & Performance
- Monitor key sales metrics, including:
- Lead volume
- Lead response time
- Lead-to-client conversion rate
- Referral sources
- Admissions
- Revenue generated
- Provide weekly sales activity and pipeline reports
- Track referral outreach and relationship development
- Use performance data to identify areas for improvement
Requirements
- 2+ years of experience in sales, business development, healthcare sales, home care, home health, senior care, or a related field preferred
- Proven ability to manage and convert inbound leads
- Strong follow-up and relationship-building skills
- Excellent verbal and written communication skills
- Comfortable making frequent phone calls and conducting in-person meetings
- Strong organizational and time-management skills
- Experience using a CRM or sales pipeline management system
- Ability to independently manage multiple prospects simultaneously
- Goal-oriented and motivated by measurable results
- Professional and personable communication style
- Comfortable communicating with seniors, families, healthcare professionals, and business owners
- Valid driver’s license and reliable transportation for community outreach and referral visits
Nice to Have
- Experience selling:
- Home health care
- Personal care
- Private-duty care
- Hospice
- Assisted living
- Senior care services
- Existing relationships within the healthcare or senior care community
- Experience building healthcare referral networks
- Experience creating sales funnels and automated follow-up campaigns
- Understanding of healthcare referral and discharge processes
- Strong knowledge of the local senior care market
What Makes You a Strong Fit
You’ll likely thrive in this role if you:
- Have a track record of generating and converting leads
- Follow up persistently without sacrificing professionalism
- Stay highly organized when managing a busy sales pipeline
- Enjoy building genuine, long-term relationships with referral partners
- Are comfortable making outbound calls, conducting meetings, and representing a healthcare organization in the community
- Are motivated by measurable sales goals
- Understand how to use KPIs to improve sales performance
- Can work independently while collaborating effectively with clinical and operations teams
- Understand that successful home health care sales depend on both client acquisition and strong referral relationships
What a Typical Day Looks Like
Your day may start by responding to new inbound inquiries, following up with prospective clients and families, updating the CRM, and scheduling consultations or assessments.
You’ll also spend time developing referral relationships with healthcare professionals and community organizations through calls, meetings, visits, presentations, and networking.
Throughout the day, you’ll coordinate with clinical and operations teams to move qualified prospects smoothly from sales into intake and service delivery while monitoring pipeline activity, conversion rates, referral sources, and revenue performance.
In short: you build a predictable sales process that consistently generates qualified leads, new admissions, referral relationships, and revenue.
Key Metrics for Success
- Inbound lead response time
- Lead-to-consultation conversion rate
- Lead-to-admission conversion rate
- New client admissions
- Referral relationships developed
- Referral-generated opportunities
- Follow-up consistency
- Pipeline health
- Monthly and quarterly sales performance
- Revenue generated
- CRM accuracy and completeness
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 have experience in sales, business development, home health care, senior care, or healthcare sales and know how to turn leads and referral relationships into new business, we’d love to hear from you.
Apply today and help grow a home health care business by building strong community relationships and creating a consistent pipeline of new clients.
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