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 community.

This is a hands-on sales and business development role requiring consistent follow-up, relationship building, pipeline management, and community outreach.

You’ll manage prospective clients and families from their initial inquiry through consultation, assessment, and admission while developing relationships with healthcare professionals and community organizations that can become consistent referral sources.

The ideal candidate is a confident communicator who understands that successful home health care sales require both strong lead conversion and long-term referral relationships.

What You’ll Own

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 document sales activity 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 and professionalism throughout the sales process

Sales Funnel Development

• Build, manage, and continuously improve a structured sales funnel:
  Lead → Consultation → Assessment → Admission → Ongoing Relationship
• Establish clear pipeline stages, follow-up schedules, and conversion goals
• Identify where prospects are being lost and recommend strategies to improve conversion
• Develop follow-up campaigns for leads who are not immediately ready to move forward
• Maintain a healthy pipeline of qualified prospects
• Build a predictable sales process that consistently generates new business

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

You’ll also:

• Conduct regular outreach through phone calls, emails, visits, presentations, and networking events
• Identify new referral opportunities and develop them into consistent referral sources
• Represent the company at community events, networking meetings, health fairs, and industry events
• Maintain regular communication with referral partners
• Keep referral partners informed about available services

Sales & Business Development

• Meet or exceed 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
• Maintain strong relationships with clients and families after admission to encourage retention and referrals
• Identify opportunities for additional services when appropriate

CRM & Pipeline Management

• Maintain accurate and current CRM records
• Document calls, emails, meetings, follow-ups, and next steps
• Keep opportunities moving through the appropriate pipeline stages
• Manage multiple prospects and referral relationships simultaneously
• Ensure important follow-ups do not fall through the cracks

Cross-Functional Collaboration

• Work closely with clinical and operations teams
• Coordinate a smooth transition from sales to intake and service delivery
• Communicate relevant prospect and client information during handoffs
• Support consultations, assessments, admissions, and onboarding as appropriate
• Maintain alignment between sales activity and operational priorities

Sales Performance & Reporting

Track and report on key metrics, including:

• Lead volume
• Lead response time
• Lead-to-client conversion rate
• Referral sources
• Pipeline activity
• New admissions
• Revenue generated
• Outreach activity

You’ll provide regular sales and pipeline reports while using performance data to identify opportunities 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 interacting 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 developing referral networks
• Experience creating structured 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 proven track record of generating and converting leads
• Are persistent and organized with follow-ups
• Enjoy building genuine, long-term relationships with referral partners
• Are comfortable making outbound calls and conducting in-person meetings
• Can confidently represent a healthcare organization in the community
• Are motivated by measurable sales goals and KPIs
• Can independently manage a busy sales pipeline
• Collaborate effectively with clinical and operations teams
• Understand that home health care growth depends on both client acquisition and referral development

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 through calls, meetings, community visits, presentations, and networking events.

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.

In short: you create 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-client conversion rate
• New client admissions
• Qualified pipeline volume
• New referral relationships
• Referral-generated leads
• Follow-up consistency
• Monthly and quarterly sales goal attainment
• Revenue generated
• CRM accuracy and pipeline management

Interview Process

1. Initial Application
2. Spark Hire One-Way Video Interview
3. Initial Recruiter Screening
4. Client Interview
5. 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, healthcare sales, home health, home care, or senior care 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 through consistent sales execution, strong community relationships, and exceptional follow-up.

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