Home Care Sales, Business to Business (B2B)

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 Rather than focusing on archaic outdated design, we strive to consistently question the “status-quo” and create new and more innovative ways to help aging adults and adults with disabilities maintain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. 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. Key Responsibilities Referral Growth & Business Development 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 Consultative Sales & Client Conversion 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 Account Management & Relationship Building 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 Cross-Selling & Program Awareness 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 Sales Operations & Performance Tracking 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 Marketing & Community Engagement 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 Qualifications & Skills Education & Experience 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 Sales & Relationship Skills 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 Communication & Collaboration Strong verbal, written, and presentation skills Ability to engage effectively with both professionals and families Collaborative mindset with cross-functional teams Technical & Organizational Skills 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 Compensation & Incentives Base Salary Midpoint: $72,000 to $84,000 annually Incentives: Uncapped commission tied to referral generation, enrollments, and caregiver hours/revenue Benefits: Comprehensive benefits package including health, retirement, and paid time off Beware of Hiring Scams We are aware that some third parties have reposted our job listings in an attempt to scam applicants. Please be cautious and only apply through our official channels. Institute on Aging will never request payment or sensitive personal information such as Social Security numbers during the hiring process. All official communication will come from a verified IOA email address. If you receive any suspicious communication or requests, report them to . All legitimate job openings can be found on the Institute on Aging Careers Page . We encourage you to learn more about IOA by visiting us here . IOA reserves the right to adjust work hours or duties when appropriate. Institute on Aging is an Equal Opportunity Employer. Institute on Aging is committed to cultivating a diverse and inclusive work environment and providing equal opportunities to all employees and job applicants without regard to age, race, religion, color, national origin, sex, sexual orientation, gender identity, genetic disposition, neuro-diversity, disability, veteran status or any other protected category under federal, state and local law. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.