Vice President of Growth

Job description

**About AbriCare** AbriCare was founded with the mission to put caregivers first. The best care for clients starts with supporting the people who deliver it. AbriCare is positioned to become a nextgeneration leader in Personal Care Services (PCS), solving a structural workforce crisis in one of the largest, fastest-growing sectors in U.S. healthcare — a $75B+ addressable market growing 8–10% annually. **Position Summary** The Vice President, Growth is a strategic and execution-oriented sales leader responsible for developing and executing a comprehensive growth strategy that drives census growth, referral volume, and market expansion across AbriCare's Personal Care Services platform. This role will lead both boots-on-the-ground and inside sales efforts across assigned markets, with a particular focus on Medicaid-funded PCS populations. Reporting to the Chief Operating Officer (with close partnership with Regional/Market Operations leadership), the VP, Growth will oversee sales roles as the business grows. The role ensures high performance, strategic alignment, and drives market expansion. This leader will build referral pipelines, develop market-level growth strategies, and help stand up the commercial infrastructure required to scale a multi-region platform. The role requires comfort operating both strategically and tactically — developing multi-state growth strategy while also rolling up sleeves to generate demand locally. Experience in personal care services or home care with Missouri and/or Ohio market experience is highly preferred. **Key Responsibilities** **Market Growth Strategy & Execution** - Develop and lead the company's growth strategy across markets and service lines, with market-specific strategies to drive client census across Missouri, Ohio, and future expansion markets - Build and manage referral pipelines across key channels including Area Agencies on Aging (AAAs), Medicaid waiver programs, housing communities, discharge planners, and community-based organizations - Navigate state-specific Medicaid and waiver nuances, particularly in Missouri and Ohio, to ensure effective client qualification and conversion - Identify new business opportunities, referral sources, strategic partnerships, and priority geographies for expansion based on referral flow, competitive dynamics, and operational readiness - Conduct market analysis and competitive intelligence to inform strategic decisions - Partner with executive leadership to inform sequencing of new market launches based on demand signals and on-the-ground traction **Inside Sales & Business Development Leadership** - Personally engage in high-impact referral relationships in early markets — modeling a "roll-up-your-sleeves" approach to business development - Activate early referral momentum in new markets, converting initial leads into repeatable growth channels - Build trusted relationships with Medicaid building managers, housing administrators, case managers, and community leaders to generate grassroots demand - Create structured outreach cadences, CRM tracking, and conversion metrics to professionalize and scale the sales function **New Market Launch Partnership** - In partnership with Operations, develop the go-to-market plan for new branch launches, aligning growth targets with operational readiness - Ensure referral generation efforts are coordinated with hiring, scheduling, and caregiver capacity planning - Serve as the commercial lead when entering new states, building the growth playbook while infrastructure is being stood up - Maintain tight alignment with Regional/Market Operators to ensure shared ownership of census growth and minimize silos between sales and operations - Partner with operations leadership to ensure service readiness and scalability **Performance Management & Metrics** - Set and monitor KPIs for sales performance including referral volume, conversion rates, census growth, revenue growth, market penetration, client acquisition, and channel productivity - Monitor market-level performance and adjust strategy based on data and local feedback - Develop forecasting models to support hiring, branch expansion, and capital planning - Present growth forecasts, pipeline updates, and performance metrics to operation partners and senior leadership team members **Cross-Functional Collaboration & External Representation** - Collaborate with operations to align campaigns with growth objectives - Represent AbriCare in-market as a mission-driven, service-oriented leader - Build strong relationships with referral partners, payer representatives, and community stakeholders - Ensure compliance with industry regulations and ethical standards in all growth activities - Ensure all growth activities align with AbriCare's values and high standards of care delivery **Qualifications** **Education** - Bachelor's degree required in Business, Healthcare Administration, or related field - Advanced degree preferred but not required **Experience** - 10–15+ years of progressive leadership experience in Personal Care Services, home care, or Medicaid-funded HCBS environments - Direct experience leading sales, census growth, or business development in PCS strongly preferred - Proven track record of managing and scaling sales teams in healthcare or personal care services - Experience in Missouri and/or Ohio, with demonstrated understanding of state specific Medicaid waiver programs and AAA referral processes - Track record of driving organic growth (not solely acquisition-driven growth) in multi-site environments - Experience building or scaling an inside sales or regional growth team preferred **Skills & Abilities** - Strong leadership, coaching, and performance management skills - Deep understanding of referral networks, payer models, and regional market dynamics - Excellent communication, negotiation, and strategic planning abilities - Proficiency in CRM systems and data-driven decision-making - Strategic thinker who can design multi-state growth strategy while executing locally - Strong command of growth metrics and pipeline management - Entrepreneurial and resourceful; comfortable building in early-stage or de novo environments - Proven ability to generate demand through grassroots outreach and relationship-building - Mission-oriented, service-driven, and aligned with serving vulnerable populations **Working Conditions** - Work From Home (WFH) employees must have high-speed internet connectivity - Physical Demands: Standard office environment physical demands **Compensation & Benefits** - Competitive base salary with performance-based bonus opportunity & company equity - Health, dental, vision insurance - 401(k) - Generous PTO and paid holidays