In-Home Care Services Sales Representative

Role Overview

An In-Home Care Sales Representative is responsible for driving client growth, building referral relationships, and increasing service utilization for a home care agency. This role blends healthcare knowledge, relationship management, and sales performance.

1. Business Development & Sales

• Generate new client leads through networking, referrals, and outreach
• Conduct in-home or virtual consultations with potential clients/families
• Present care plans and close service agreements
• Meet or exceed monthly/quarterly revenue and client acquisition goals
• Must have at least 6monts to 1 years of in home health care experience 

2. Referral Source Relationship Management

• Build relationships with:
  • Hospitals
  • Rehab centers
  • Assisted living facilities
  • Social workers & case managers
• Maintain consistent follow-ups and account management with referral partners
• Attend community events, healthcare meetings, and networking functions

3. Client Assessment & Intake Support

• Work with clinical/office team to:
  • Assess client needs
  • Recommend appropriate care services
• Ensure smooth onboarding and service start-up
• Act as a liaison between families and operations team

4. Market Growth & Strategy

• Identify target markets (private pay, veterans, post-hospital discharge, etc.)
• Analyze local competition and adjust outreach strategies
• Develop territory growth plans

5. Reporting & CRM Management

• Track leads, conversions, and follow-ups in CRM systems
• Maintain accurate records of:
  • Sales activity
  • Referral contacts
  • Pipeline status
• Provide weekly/monthly sales performance reports

Performance Metrics (KPIs)

Sales Performance

• New clients acquired per month
• Revenue generated (weekly/monthly)
• Conversion rate (leads clients)

Activity Metrics

• Number of referral visits per week
• Calls/emails/meetings completed
• Community events attended

Relationship Metrics

• Active referral partners
• Referral retention rate
• Repeat referrals from key accounts

Operational Metrics

• Speed of client onboarding
• Client satisfaction (feedback, complaints)
• Retention of new clients (30/60/90 days)

• Strong communication and persuasion skills
• Knowledge of home care services and healthcare systems
• Relationship-building and networking ability
• Time management and self-driven performance
• Basic understanding of insurance/private pay structures
• Professional presentation and customer service mindset

Daily / Weekly Expectations

Daily

• Conduct 5–10 outreach contacts (calls, visits, emails)
• Follow up with active leads
• Document activity in CRM
• Coordinate with scheduling/operations team

Weekly

• Visit 5–15 referral sources
• Attend at least 1 networking/community event
• Submit pipeline and performance updates
• Review conversion opportunities with management

• Consistently hitting or exceeding client acquisition targets
• Strong referral network producing ongoing leads
• High conversion rate and client satisfaction
• Organized pipeline with minimal lead drop-off
• Professional representation of the agency in the community

Common Challenges

• Long sales cycles (family decision-making delays)
• Competition from other agencies
• Maintaining consistent referral flow
• Balancing sales vs. operational coordination