In-Home Care Services Sales Representative

Role Overview
An In-Home Care Sales Representative is responsible for driving client growth, building referral relationships, and increasing service utilization for a home care agency. This role blends healthcare knowledge, relationship management, and sales performance.
Core Responsibilities
1. Business Development & Sales
Generate new client leads through networking, referrals, and outreach
Conduct in-home or virtual consultations with potential clients/families
Present care plans and close service agreements
Meet or exceed monthly/quarterly revenue and client acquisition goals

• Must have at least 6monts to 1 years of in home health care experience

2. Referral Source Relationship Management

• Build relationships with:

Hospitals
Rehab centers
Assisted living facilities
Social workers & case managers
Maintain consistent follow-ups and account management with referral partners
Attend community events, healthcare meetings, and networking functions
3. Client Assessment & Intake Support

• Work with clinical/office team to:

Assess client needs
Recommend appropriate care services
Ensure smooth onboarding and service start-up
Act as a liaison between families and operations team
4. Market Growth & Strategy
Identify target markets (private pay, veterans, post-hospital discharge, etc.)
Analyze local competition and adjust outreach strategies
Develop territory growth plans
5. Reporting & CRM Management

• Track leads, conversions, and follow-ups in CRM systems
• Maintain accurate records of:

Sales activity
Referral contacts
Pipeline status
Provide weekly/monthly sales performance reports
Performance Metrics (KPIs)
Sales Performance
New clients acquired per month
Revenue generated (weekly/monthly)
Conversion rate (leads → clients)
Activity Metrics
Number of referral visits per week
Calls/emails/meetings completed
Community events attended
Relationship Metrics
Active referral partners
Referral retention rate
Repeat referrals from key accounts
Operational Metrics
Speed of client onboarding
Client satisfaction (feedback, complaints)
Retention of new clients (30/60/90 days)
Key Skills & Competencies
Strong communication and persuasion skills
Knowledge of home care services and healthcare systems
Relationship-building and networking ability
Time management and self-driven performance
Basic understanding of insurance/private pay structures
Professional presentation and customer service mindset
Daily / Weekly Expectations
Daily
Conduct 5–10 outreach contacts (calls, visits, emails)
Follow up with active leads
Document activity in CRM
Coordinate with scheduling/operations team
Weekly
Visit 5–15 referral sources
Attend at least 1 networking/community event
Submit pipeline and performance updates
Review conversion opportunities with management
Success Profile
Consistently hitting or exceeding client acquisition targets
Strong referral network producing ongoing leads
High conversion rate and client satisfaction
Organized pipeline with minimal lead drop-off
Professional representation of the agency in the community
Common Challenges
Long sales cycles (family decision-making delays)
Competition from other agencies
Maintaining consistent referral flow
Balancing sales vs. operational coordination