Home Health Care Sales Representative – Client Acquisition & Referral Development

Position Type: Full-Time
Working Hours: U.S. Business Hours
Work Environment: Community-Based Sales & Outreach

About the Role

At Pavago, one of our clients is hiring a Sales Representative to drive growth for their home health care business through inbound lead conversion, referral development, community outreach, and relationship-based sales.

This role is ideal for a proactive salesperson who understands that success in home health care comes from both converting prospective clients and developing strong relationships with the healthcare professionals and community organizations that influence referrals.

You’ll manage prospects from initial inquiry through consultation, assessment, and admission while building relationships with hospitals, physicians, discharge planners, social workers, senior living communities, rehabilitation facilities, and other referral partners.

Because this position includes in-person referral visits, presentations, networking, and community events, you must have reliable transportation and be comfortable conducting local outreach.

What You’ll Own

Lead Management & Sales

• Respond promptly to inbound leads and prospective client inquiries
• Conduct consistent follow-up through:
• Phone
• Email
• Text
• Manage prospects through the sales funnel from:
• Initial inquiry
• Consultation
• Assessment
• Admission
• Maintain follow-up with active, inactive, and older leads
• Re-engage prospects who are not immediately ready to move forward
• Schedule consultations, assessments, and intake appointments
• Maintain accurate sales activities, follow-ups, and pipeline stages in the CRM
• Ensure qualified opportunities do not fall through the cracks

Referral & Community Development

• Build and maintain relationships with referral sources including:
• Hospitals
• Discharge planners
• Physicians
• Social workers
• Senior living communities
• Rehabilitation facilities
• Other healthcare and community partners
• Conduct outbound outreach through:
• Calls
• Emails
• In-person visits
• Presentations
• Networking events
• Identify new referral opportunities
• Develop new relationships into consistent referral sources
• Represent the company at community events, health fairs, and industry networking events
• Maintain regular communication with established referral partners

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 in the sales process and recommend improvements
• Develop strategies to re-engage older or inactive prospects
• Meet or exceed monthly and quarterly sales and admission goals
• Identify opportunities to increase client volume and revenue
• Maintain visibility into pipeline performance and upcoming opportunities

Client & Internal Coordination

• Educate prospective clients, families, and referral partners about available home health care services
• Clearly communicate the company’s services and value proposition
• Understand prospective client needs and guide them toward appropriate next steps
• Coordinate with clinical and operations teams to support a smooth transition from sales to intake and service delivery
• Maintain strong relationships with clients and families following admission
• Help support client retention and future referrals through consistent relationship management

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 follow-up skills
• Strong relationship-building ability
• Excellent verbal and written communication skills
• Experience using a CRM or sales pipeline management system
• Strong organizational and time-management abilities
• Comfortable managing multiple prospects and relationships simultaneously
• Ability to work independently and take ownership of sales activity
• Professional and personable communication style
• Comfortable conducting frequent phone outreach and in-person meetings
• Valid driver’s license and reliable transportation for community outreach and referral visits
• Availability during U.S. business hours

Ideal Experience & Skills

• Experience selling:
• Home health care
• Personal care
• Private-duty care
• Hospice
• 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 generating business through community outreach and networking

Tools & Technology

CRM Systems | Sales Pipeline Management Tools | Email | Phone/VOIP Systems | Text Communication | Calendar & Scheduling Tools | Sales Reporting & Tracking Tools

What Makes You a Strong Fit

You’ll likely thrive in this role if you:

• Are a confident, relationship-driven salesperson who enjoys building trust
• Understand that healthcare sales requires both persistence and empathy
• Follow up consistently and don’t allow qualified opportunities to fall through the cracks
• Are comfortable making frequent phone calls and conducting in-person meetings
• Enjoy building relationships with healthcare and community referral partners
• Can manage multiple prospects and relationships simultaneously
• Are motivated by measurable sales and admission goals
• Take ownership of your pipeline and results
• Are proactive and comfortable developing new business opportunities
• Can build long-term relationships rather than focusing only on immediate transactions

What a Typical Day Looks Like

Your day may begin by responding to new inbound leads, following up with prospective clients and families, and reviewing outstanding opportunities in the CRM.

Throughout the day, you could schedule consultations and assessments, contact healthcare referral partners, visit hospitals or senior care organizations, and attend community or networking events.

You’ll also review pipeline performance, re-engage older prospects, and coordinate with clinical and operations teams on prospective and newly admitted clients.

In short: you turn inquiries and community relationships into new clients while building a reliable referral network that supports long-term business growth.

Key Metrics for Success

• Inbound lead response and follow-up consistency
• Lead-to-consultation conversion rate
• Consultation-to-admission conversion rate
• Number of new client admissions
• Monthly and quarterly sales performance
• Number of active referral relationships
• New referral sources developed
• Referral-generated lead volume
• Pipeline activity and CRM accuracy
• Re-engagement of inactive or older leads
• Client volume and revenue growth
• Consistent achievement of sales and admission goals

Why This Role Stands Out

• Direct impact on client growth and business revenue
• Combination of inbound sales and proactive business development
• Opportunity to build a strong healthcare referral network
• Relationship-driven sales environment
• Regular interaction with healthcare professionals and community organizations
• Ownership of the sales funnel from initial inquiry through admission
• Opportunity to grow into:
• Senior Sales Representative
• Business Development Manager
• Community Relations Manager
• Healthcare Sales Manager
• Director of Business Development

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’re an experienced Sales Representative or Business Development professional with strong lead-conversion, follow-up, relationship-building, and community outreach skills, we’d love to hear from you.

Experience in home health, home care, senior care, hospice, assisted living, or healthcare sales will help you stand out.

Apply today and help grow a home health care business by building trusted relationships with clients, families, healthcare professionals, and community referral partners.

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