Home Care Sales, Business to Business (B2B)

IOA is on the forefront of revolutionary healthcare models, reshaping the way people can age in place. Our innovative models transform lives, enhance communities, and save healthcare systems millions of dollars. Rather than focusing on archaic outdated design, we strive to consistently question the “status-quo” and create new and more innovative ways to help aging adults and adults with disabilities maintain their quality of life.With over 23 programs, we offer multiple ways to aid seniors maintain their health, well-being, independence and participation in the community, fulfilling our mission.The Home Care Sales, B2B role is responsible for driving referral growth and client enrollment for IOA’s IOA at Home, Sacramento Home Care program through strategic community and professional partnerships.This is a highly relationship-driven, consultative sales role focused on building and managing a strong referral network across healthcare providers, housing communities, fiduciaries, and community organizations.The position partners closely with internal teams including Marketing, Connect (IOA’s call center), and Operations to ensure a seamless client journey from referral to enrollment.Key ResponsibilitiesReferral Growth & Business DevelopmentDevelop and execute a territory-based outreach plan to generate qualified referrals and drive growth in caregiving hoursBuild and maintain relationships with referral sources including healthcare providers, senior living communities, social workers, and fiduciariesConduct regular in-person and virtual meetings to position IOA as a preferred home care providerConsistently manage outreach activities, follow-ups, and pipeline progressionConsultative Sales & Client ConversionApply a needs-based, consultative sales approach to understand client and referral partner needsSupport prospective clients and families through the intake and enrollment processConduct client assessments as needed, building trust and addressing complex care needsPartner with Intake and Operations teams to ensure timely conversion from referral to service startAccount Management & Relationship BuildingServe as a trusted partner to referral sources, ensuring high satisfaction and ongoing engagementConduct regular follow-ups and relationship check-insGather market feedback and share insights with internal stakeholdersMaintain a strong network of community resources to support clientsCross-Selling & Program AwarenessEducate referral partners on IOA’s broader portfolio of services, including Compania (dementia care) and other programsIdentify opportunities to connect clients with additional IOA services when appropriateCollaborate with program teams to ensure seamless coordination of servicesSales Operations & Performance TrackingMaintain accurate and timely data in CRM (HubSpot) and EHR systems (WellSky)Track outreach, referrals, conversions, and enrollment metricsParticipate in pipeline reviews and sales meetings to drive accountability and performanceUse data insights to adjust outreach strategies and improve resultsMarketing & Community EngagementRepresent IOA at community events, networking opportunities, and industry forumsPartner with Marketing on campaigns, events, and local initiativesSupport brand awareness through presentations and community engagementQualifications & SkillsEducation & ExperienceBachelor’s degree preferred (Business, Marketing, Healthcare, Communications, or related field) or equivalent experience3–7+ years of experience in B2B sales, business development, or healthcare marketingExperience in home care, senior services, healthcare, or related industries preferredProven ability to build referral relationships and meet or exceed sales targetsSales & Relationship SkillsStrong consultative (needs-based) selling skillsExcellent relationship-building and networking capabilitiesAbility to manage a territory and pipeline independentlyResults-oriented with a strong sense of ownership and accountabilityCommunication & CollaborationStrong verbal, written, and presentation skillsAbility to engage effectively with both professionals and familiesCollaborative mindset with cross-functional teamsTechnical & Organizational SkillsExperience with CRM systems (HubSpot preferred) and Microsoft Office toolsStrong organizational and time management skillsAbility to manage multiple priorities in a fast-paced environmentCompensation & IncentivesBase Salary Midpoint: $72,000 to $84,000 annuallyIncentives: Uncapped commission tied to referral generation, enrollments, and caregiver hours/revenueBenefits: Comprehensive benefits package including health, retirement, and paid time offBeware of Hiring ScamsWe are aware that some third parties have reposted our job listings in an attempt to scam applicants. Please be cautious and only apply through our official channels.Institute on Aging will never request payment or sensitive personal information such as Social Security numbers during the hiring process.All official communication will come from a verified IOA email address.If you receive any suspicious communication or requests, report them to talentacquisition@ioaging.org.All legitimate job openings can be found on the Institute on Aging Careers Page.We encourage you to learn more about IOA by visiting us here.IOA reserves the right to adjust work hours or duties when appropriate. Institute on Aging is an Equal Opportunity Employer. Institute on Aging is committed to cultivating a diverse and inclusive work environment and providing equal opportunities to all employees and job applicants without regard to age, race, religion, color, national origin, sex, sexual orientation, gender identity, genetic disposition, neuro-diversity, disability, veteran status or any other protected category under federal, state and local law.Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.