Home Care Sales, Business to Business (B2B)
Institute on Aging•Sacramento, CA
•$85,000 - $90,000•Onsite
About The Position
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.
Requirements
- Bachelor’s degree preferred (Business, Marketing, Healthcare, Communications, or related field) or equivalent experience
- 3–7+ years of experience in B2B sales, business development, or healthcare marketing
- Experience in home care, senior services, healthcare, or related industries preferred
- Proven ability to build referral relationships and meet or exceed sales targets
- Strong consultative (needs-based) selling skills
- Excellent relationship-building and networking capabilities
- Ability to manage a territory and pipeline independently
- Results-oriented with a strong sense of ownership and accountability
- Strong verbal, written, and presentation skills
- Ability to engage effectively with both professionals and families
- Collaborative mindset with cross-functional teams
- Experience with CRM systems (HubSpot preferred) and Microsoft Office tools
- Strong organizational and time management skills
- Ability to manage multiple priorities in a fast-paced environment
Responsibilities
- Develop and execute a territory-based outreach plan to generate qualified referrals and drive growth in caregiving hours
- Build and maintain relationships with referral sources including healthcare providers, senior living communities, social workers, and fiduciaries
- Conduct regular in-person and virtual meetings to position IOA as a preferred home care provider
- Consistently manage outreach activities, follow-ups, and pipeline progression
- Apply a needs-based, consultative sales approach to understand client and referral partner needs
- Support prospective clients and families through the intake and enrollment process
- Conduct client assessments as needed, building trust and addressing complex care needs
- Partner with Intake and Operations teams to ensure timely conversion from referral to service start
- Serve as a trusted partner to referral sources, ensuring high satisfaction and ongoing engagement
- Conduct regular follow-ups and relationship check-ins
- Gather market feedback and share insights with internal stakeholders
- Maintain a strong network of community resources to support clients
- Educate referral partners on IOA’s broader portfolio of services, including Compania (dementia care) and other programs
- Identify opportunities to connect clients with additional IOA services when appropriate
- Collaborate with program teams to ensure seamless coordination of services
- Maintain accurate and timely data in CRM (HubSpot) and EHR systems (WellSky)
- Track outreach, referrals, conversions, and enrollment metrics
- Participate in pipeline reviews and sales meetings to drive accountability and performance
- Use data insights to adjust outreach strategies and improve results
- Represent IOA at community events, networking opportunities, and industry forums
- Partner with Marketing on campaigns, events, and local initiatives
- Support brand awareness through presentations and community engagement
Benefits
- Comprehensive benefits package including health, retirement, and paid time off
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Number of Employees
101-250 employees
