Business Development Executive – Home Care, Home Health & Hospice

Territory: North Carolina Triad – Greensboro, Winston-Salem, High Point, and surroundings

Employment: Full-Time

Reports To: Franchise Ownership

Position Summary

We are seeking a highly motivated, relationship-driven Business Development Executive to build and grow our presence throughout the North Carolina Triad.

This is a field-based growth position responsible for developing referral relationships and generating new patients/clients across non-medical home care, home health and hospice services.

The successful candidate will understand that business development in post-acute care requires consistent field activity, strong relationships, disciplined follow-up and measurable results. This individual will be expected to develop a territory, create new referral relationships and convert those relationships into sustainable admissions, billable hours and revenue.

Primary Responsibilities

Territory Development & Growth

• Develop and execute a strategic territory growth plan for Greensboro, Winston-Salem, High Point and surrounding communities.

• Identify, prioritize and penetrate the highest-value referral opportunities within the territory.

• Build a balanced referral portfolio rather than becoming dependent on a small number of accounts.

• Generate qualified referrals that convert into new home care clients, home health starts of care and hospice admissions.

• Develop new accounts while expanding referral volume from existing relationships.

• Maintain an active pipeline of prospects, referrals and opportunities.

• Consistently achieve monthly, quarterly and annual growth objectives.

Referral Source Development

Develop productive relationships with:

• Hospitals and health systems

• Skilled nursing and rehabilitation facilities

• Assisted living and memory care communities

• Independent living communities

• Physicians and medical practices

• Primary care and geriatric practices

• Case managers and discharge planners

• Social workers

• Home health agencies

• Hospice organizations

• Accountable Care Organizations and physician networks

• Elder law attorneys

• Geriatric care managers

• Senior placement organizations

• Wealth managers and financial advisors

• Veterans organizations and community partners

The Business Development Executive will position the organization as a trusted solution for patients and families navigating the continuum of care.

Field Activity Expectations

This is a field-intensive position. The successful candidate should expect to spend approximately 70–80% of their time developing the market.

Expected activity includes:

• 50–60 meaningful referral-source touches per week

• 10–12 targeted business development activities per day

• Minimum 5 high-value facility/account meetings or tours per week

• Minimum 2–3 scheduled presentations, meetings, networking or lunch-and-learns / week

• Consistent follow-up with active referral sources and prospects

• Development of new referral-producing accounts every month

• Accurate CRM documentation of all activity, opportunities, referrals and follow-up

Activity alone does not define success. The expectation is that activity produces referrals, admissions, billable hours and revenue growth.

Performance Expectations

First 30 Days

• Complete organizational and service-line training

• Learn home care, home health and hospice eligibility and referral processes

• Develop a territory map and Top 50 target account list

• Establish relationships with priority referral sources

• Complete approximately 150–200 meaningful field activities

• Begin developing a measurable referral pipeline

Days 31–60

• Establish consistent weekly referral activity

• Generate first new clients/admissions

• Develop 5–10 active referral relationships

• Conduct presentations and educational meetings with targeted organizations

• Demonstrate measurable movement from activity → referral → admission

Days 61–90

• Establish predictable monthly referral production

• Develop 10+ active referral-producing accounts

• Demonstrate consistent new admissions/starts of care

• Build a pipeline capable of supporting continued monthly growth

• Meet or exceed established productivity expectations

Months 4–12

The expectation shifts from territory development to scalable growth.

The representative should progressively increase:

Referral Sources → Qualified Referrals → Admissions → Billable Hours/Patient Census → Revenue

The ultimate objective is to create a diversified and sustainable referral network capable of producing consistent month-over-month growth.

Qualifications

• 2+ years of successful healthcare sales/business development experience preferred.

• Experience in home care, home health, hospice, senior living, post-acute care or healthcare services strongly preferred.

• Existing relationships within the Triad healthcare market are highly desirable.

• Demonstrated history of meeting or exceeding growth or sales targets.

• Strong understanding of healthcare referral development and relationship selling.

• Ability to develop relationships with both frontline referral partners and executive decision-makers.

• Strong presentation, communication and negotiation skills.

• Highly organized and disciplined with CRM and pipeline management.

• Self-directed, competitive and comfortable being measured against clearly defined KPIs.

• Valid driver's license and ability to travel extensively throughout the Triad.

Compensation & Incentive Plan

Base Salary $60,000–$70,000

Variable Salary / Incentive Plan $10,000–$20,000 Based on New Clients acquisition and retainment, new referrals, and revenue growth.

Target Total Compensation: Approximately $80,000–$90,000+

Exceptional performers should have the ability to exceed target earnings.

Work Location: In person