Territory Manager

Honor•Santa Rosa, CA

17h•Hybrid

About The Position

Honor Technology’s mission is to change the way society cares for older adults. As a leader in aging care innovation, Honor provides the technology, tools, and services that empower older adults to live life on their own terms. Honor’s growing portfolio includes its consumer care brand, Home Instead, Inc., the world’s leading provider of in-home care for older adults. With a global franchise network and more than 100,000 Care Pros, Home Instead delivers over 50 million hours of personalized care annually. Together, Honor and Home Instead are setting a new standard for aging in place, backed by powerful technology, compassionate care, and a commitment to aging on your own terms. Join us to create a new and better aging experience for our clients, their families, and our Care Professionals. About the Team: At Honor, we are redefining what homecare can be — blending world-class operations, innovative technology, and compassionate service to transform the industry. Within Honor, the Owned & Operated (O&O) team is at the forefront of this transformation. The O&O business is a critical part of Honor’s future growth strategy, serving as a testing ground for innovation, operational excellence, and experimentation that elevates care quality and outcomes across the entire Home Instead network. About the Role: As Territory Manager, you will act as the market leader for your territory—owning growth, day-to-day operations, and overall P&L performance within Honor’s Owned & Operated business. Serving as a steward of the brand, you will further strengthen performance, deepen community presence, and unlock the next phase of growth. This is a highly hands-on role that combines business development, market execution, and responsibility for the success of your team. You will lead from the front—personally building referral relationships, driving territory growth, and owning the operation —while laying the foundation to scale the market over time. You will step into a lean market environment where you are expected to take ownership of outcomes, working alongside and influencing partners and cross-functional stakeholders while setting a high bar for performance, accountability, and client experience. As the market grows, you will play a key role in building and developing the local team. Beyond your market, you will help refine operating approaches, test new initiatives, and share insights that shape playbooks across O&O markets. This role will be a hybrid of working from home and out in the field in these areas: Santa Rosa, California covering the whole of Sonoma County. You should expect 75+% of your time will be in the field actively developing the market and driving new business. Compensation for this role is Base Salary and uncapped commission for expected annual OTE of $150,000.

Requirements

7+ years of experience in field sales, operations, or general management roles, including experience growing a territory or market and directly leading frontline or quota-carrying teams.
Proven success in in-person sales and relationship-driven environments, including prospecting, referral generation, and closing.
Demonstrated success driving territory or multi-site performance, contributing to year-over-year revenue growth through improved client retention, increased referral lead generation, and higher sales conversion.
Experience operating as a player/coach, leading by example while developing others
Experience operating in a growth-stage or rapidly evolving environment, where you embrace ambiguity, take initiative to test and refine new approaches, implement change, and drive continuous improvement in-market.
Strong analytical and problem-solving skills, with the ability to interpret dashboards, diagnose performance issues, and translate insights into actionable plans; proficiency with Excel and/or BI tools.
Structured, effective communication to drive partnership and influence with frontline teams and cross-functional stakeholders.

Nice To Haves

Experience in people-scaled or service-based operations, where success depends on frontline performance, staffing stability, and consistent service delivery.
Experience developing local community partnerships or referral-driven relationships in healthcare, senior services, or other people-based service environments.
Experience in high-volume staffing, workforce management, or supply-demand balancing (e.g., home care, healthcare staffing, hospitality, retail, or service operations).

Responsibilities

Own your P&L for the assigned territory, contributing to revenue growth and operational excellence.
Personally drive growth through field-based sales activity, local relationship building, and referral development.
Own the full sales cycle from lead generation through conversion.
Build and sustain a strong local referral network across healthcare providers and community partners.
Partner cross-functionally to improve referral generation, sales conversion, and overall client engagement.
Translate market insights into actionable strategies.
Implement operational playbooks that drive consistency and efficiency within the territory.
Support efforts to standardize reporting and data accuracy within the territory.
Lead day-to-day operations across client service, scheduling, and care delivery.
Implement and refine operating rhythms that drive consistency, efficiency, and high-quality care.
Use data to diagnose performance gaps and take action to improve outcomes.
Lead by example in the market, modeling strong performance, ownership, and accountability
Execute territory goals and priorities in partnership with leadership and cross-functional stakeholders.
Manage and develop the territory team and foster a culture of growth and accountability.
Deliver consistent growth in hours and revenue aligned with territory goals.
Grow a sustainable, self-generated referral pipeline.
Improve sales conversion, client retention, and overall market performance.
Elevate team performance by modeling high standards, directly managing local staff, and driving accountability.
Implement and refine playbooks that improve consistency and scalability.