Home Care Sales, Business to Business

Institute on Aging•Albany, CA

42d•Hybrid

About The Position

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 Rather than focusing on archaic outdated design, we strive to consistently question the “status-quo” and create new and more innovative ways to help aging adults and adults with disabilities maintain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. Institute on Aging (IOA) is on the forefront of revolutionary healthcare models, reshaping the way people can age in place. Our innovative programs transform lives, strengthen communities, and reduce healthcare costs. With more than 20 programs supporting older adults and individuals living with disabilities, IOA delivers comprehensive, person-centered care that promotes independence, dignity, and quality of life. Join a mission-driven organization redefining what aging can look like—and play a key role in connecting clients and partners to services that truly make a difference. The Home Care Sales, B2B role is responsible for driving referral growth and client enrollment for IOA’s Support at Home 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