Business Development Advisor

Role Responsibilities

Core Referral Ownership & Execution

• Own and grow a portfolio of referral relationships, including hospitals, skilled nursing facilities, rehab centers, senior living communities and other community partners.
• Execute all stages of the consultative sales process, including prospecting, cold calls, follow-ups, and developing tailored solutions based on client and referral needs.
• Actively mobilize referral partners by aligning Home Instead services to their patient/client needs, organizational goals, and care gaps.
• Create urgency and momentum by identifying referral opportunities, asking directly for referrals and removing friction in the referral process.
• Maintain disciplined CRM hygiene by tracking activity, outcomes and next steps. Use CRM data to diagnose performance gaps and refine outreach strategy.

Field-Based, Relationship-Driven Selling

• Spend ~75% of your time in the community executing purposeful, repeatable field outreach.
• Influence and align multiple stakeholders within partner organizations to move from interest to action to consistent referral behavior.
• Build credibility and trust through consistent presence, consultative conversations, and value-based engagement.

Long-Term Relationship Management

• Maintain the long-term engagement, and productivity of referral relationships.
• Proactively re-energize stalled relationships to maintain forward momentum over long sales cycles.
• Continuously reinforce Home Instead’s value proposition through outcomes, responsiveness, and reliability.

Key Results

Referral Demand Growth

• Sustained growth in qualified referral inquiries from priority referral partners
• Increased referral share from the highest-impact accounts within the territory
• Successful reactivation of dormant or underperforming referral relationships

Referral Quality & Conversion

• Referrals that consistently convert to scheduled care consultations and Starts of Care
• Effective partnership with intake and care teams to reduce referral friction and drop-off

Execution Discipline & Reliability

• Consistent follow-through on commitments made to referral partners
• Demonstrated reliability, responsiveness, and loop closure across the portfolio
• Accurate and timely documentation of referral activity and insights in Salesforce

Territory Judgment & Focus

• Clear evidence of prioritization, with time and effort concentrated on relationships that compound value
• Measurable impact driven by focus and tradeoff-making, not equal coverage

Requirements

• 2+ years of experience in a quota-carrying role
• Experience in outside, field-based sales, specifically selling a service
• 1+ year of experience in home care, healthcare, or a senior-related industry
• Strong verbal and written communication skills
• Demonstrated ability to use data to evaluate personal performance, identify gaps, and adapt outreach strategy to drive results.
• Comfort spending most time in the community and driving action-oriented conversations
• Comfort using required systems and tools (Salesforce, calendars, documents, Slack, etc.)
• Experience working in or knowledge of the Bay Area market

Nice to Have

• B2B experience developing referral relationships in healthcare or home care
• B2C experience conducting in-home or consultative sales conversations
• Existing network in home care, hospice, senior living, or social work

Compensation

Compensation for this role is Base Salary and uncapped commission for an expected OTE range of $110,000-$120,000.