Territory Business Development Manager, Honor

• Experience in outside, field-based sales, specifically selling a service
• Experience in a quota-carrying role
• 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 Northern California market

Desirable

• As a Territory Business Development Manager for Honor in our Northern California market, you are the single-threaded owner of referral demand generation within your territory. This is an individual contributor (IC) role with full ownership of a defined referral portfolio
• You build and grow durable, trust-based partnerships with healthcare and community referral sources that drive consistent, repeat client volume over time
• Acting as a consultative partner, you help referrers understand Home Instead’s value proposition, align it to their mission, and simplify the process of referring clients
• Success requires the ability to mobilize referral partners, create urgency, and sustain momentum across complex healthcare environments
• While primarily accountable for referral demand generation, this role extends beyond traditional referral sales
• Supporting in-home consultations, care starts, and occasional after-hours needs is an intentional part of strengthening referral relationships and building credibility with partners and families. Success requires flexibility, sound judgment, and resilience
• You’ll be part of a mission-driven team in a high-demand sector, with unlimited earning potential through uncapped commissions in a meritocratic culture that rewards performance
• 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