Home Care Sales, Business to Business

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 Rather than focusing on archaic outdated design, we strive to consistently question the “status-quo” and create new and more innovative ways to help aging adults and adults with disabilities maintain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.

Embrace the opportunity to become an integral part of a pioneering team dedicated to reshaping the landscape of senior care. At Institute on Aging (IOA), we have set the gold standard for excellence in services tailored to older adults and individuals living with disabilities. If you thrive on the excitement of sales and are eager to showcase our unparalleled quality and esteemed reputation, then this opportunity is tailor-made for you. Step forward and join us on our journey to redefine the future of senior care.

As the a member of the Sales team for Institute on Aging's Home Care services division, Corio, your primary objective is to generate qualified referrals through strategic business-to-business (B2B) sales initiatives. Working collaboratively with IOA teams (Corio, Companioa, Connect, and Marketing), you will ensure that every client referral aligns with IOA's exemplary service standards. Through fostering community partnerships, engaging in public relations activities, leveraging events, social media, and executing marketing initiatives, you will champion the positive image of IOA.

Additionally, you will play a pivotal role in facilitating the intake to enrollment process for prospective clients, their fiduciaries, and referral sources.

Essential Job Functions

• Develop and execute a Strategic Account Plan for B2B community partnerships, nurturing relationships, tracking outreach activities, and following IOA's consultative sales process.
• Cultivate and sustain relationships with referral sources to enhance brand awareness and increase enrollments for IOA Home Care (Corio) and Services for those living with Dementia (Companioa) programs. Ensure ongoing business satisfaction through routine follow-ups and relay feedback to program leaders.
• Maintain comprehensive knowledge of Corio and Companioa service offerings, consistently conveying messaging through social media and community presentations.
• Handle incoming inquiries, assess prospects' needs, provide information, and facilitate necessary follow-ups with team members.
• Conduct assessments as required, building rapport with prospects and their families, addressing concerns, and converting qualified leads to enrolled clients.
• Enter prospect and client information accurately and promptly into the electronic health record, including follow-up notes and referral sources.
• Stay informed about Corio and Companioa programs' strategic positioning in the market, identifying opportunities for reputation enhancement and referral base expansion.
• Collaborate with program leaders to achieve census goals, resolving enrollment process barriers promptly to ensure timely client enrollment.
• Assist in generating monthly data on key outreach and enrollment metrics. Review and update qualified leads reports in the electronic health record.
• Develop and maintain an effective network of community resources for client referrals, keeping Corio and Companioa team members informed.
• Provide after-hours support to referral partners, prospective clients, and active clients as necessary.
• Participate in weekly pipeline meetings to review prospects, devise enrollment strategies, and determine follow-up actions for B2B relationship management.
• Lead weekly business development meetings with Corio and Companioa teams, providing oversight to support outreach efforts.
• Attend routine bi-weekly meetings with the VP of HCSS to review Key Performance Indicators (KPIs) and ensure departmental goals are met.
• Actively engage in additional team meetings as required.
• Perform other duties as assigned.
  
  

Qualifications And Skills

• Bachelor's degree preferred or equivalent experience in communications, business, gerontology, or a related field.
• Previous experience in healthcare management, inside sales and/or outside sales or marketing, preferably in Homecare, Assisted Living, or a related field desired.
• Demonstrated knowledge of the senior care industry.
• Ability to work independently with strong organizational skills, assertiveness, and the capacity to prioritize tasks, manage schedules, and meet deadlines.
• Effective relationship-building skills with internal and external clients and constituents.
• Proficiency in applying consultative (needs-based selling) sales approaches.
• Strong written and oral communication skills, including presentation abilities.
• Computer proficiency in Microsoft Word, Excel, PowerPoint, and Outlook.
  
  

Institute on Aging reserves the right to revise job descriptions or work hours as required.

Institute on Aging is an Equal Opportunity Employer

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.