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Business Development Manager

at InnovAge

Posted: 9/6/2017
Job Status: Full Time
Job Reference #: 1169
Categories: Sales

Job Description

Business Development Manager

  • Location: CO, Thornton
  • Schedule: Regular Full-time
  • Department: 174 - IHH Medicare Cert
  • Facility: PINN - InnovAge Home Health - Thornton
  • Date published: 14-Jun-2017
Job Description

Job Summary

Under the direction and supervision of the Executive Director and Administrator, the Business Development Manager is responsible for all sales activities from lead generation through close in the assigned territories including reaching membership and census goals.

The Business Development Manager is responsible for executing the sales strategy to increase company market share through account development and educating the medical community on services provided by the company while operating within set budget.

Essential Functions and Work Responsibilities

Functional Category: Sales

Estimated Percent of time Spent 60%

  • Generates referrals for home health (skilled and non-skilled) by building relationships with physicians, long term care, independent and assisted living facilities and other community resources such as case managers and social workers
  • Conducts market analysis; develop sales strategy, goals and plans
  • Conducts sales calls and follow-up calls for assigned territory, assessing client needs, service existing accounts and evaluating results and effectiveness of sales activity
  • Support business development activities and help establish strong relationships with new and existing referral sources
  • Develops, manages and maintains a database of qualified leads through referrals, telephone canvassing, face to face meetings, cold calling, direct mail, email and networking. Prospects new leads based on research.
  • Creates strong relationships with referral sources in order to effectively educate others regarding services offered by InnovAge and its affiliates using technical selling skills and product knowledge.
  • Identifies the customer/referral need, matches the need to the value of InnovAge services offered and then asks for the referral and/or sale based on strong listening skills and the ability to empathize with the customer.
  • Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow up.
  • Reports on goal attainment and performance on a weekly basis.
  • Achieves monthly / quarterly/ annual location admit and census budgets.
  • Successfully executes a weekly, monthly, and quarterly strategy to increase market share through key account development including prospecting/diversification and call frequency/routing. Plans activity to maximize territory coverage of both existing and prospective accounts.
  • Responsible for executing effective sales calls that identify and meet the needs of the referral community and clearly communicate the features and benefits of Innovage Home Health Care. These include pre and post call planning, establishing rapport, effective questioning skills, proposing solutions, handling objections and closing.
  • Works closely with the ED and Office Administrators to drive a vision of growth by focusing every team member on the needs and expectations of the referral community and patients

Functional Category: Business Development Administration

Estimated Percent of time Spent 40%

  • Responsible for all sales administration duties including, but not limited to, CRM compliance, expense reports, payroll time sheets, medical director time sheets, strategic territory planner, PTO requests, paperwork (485) delivery or pick-up when needed, and e-mail correspondence.
  • Responsible for being a good steward of the company's financial resources by projecting a return on monies spent and managing to a marketing expense budget of 2.5%.
  • Maintains knowledge of all features and benefits of the services provided by Innovage Home Health Care.
  • Pre-plan weekly marketing activities and meetings.
  • Maintain written documentation relating to all sales activity.
  • Maximize efficiency and cost effectiveness in daily activities.
  • Implement programs and protocols that provide improved home health care services.
  • Represent home health agency in activities involving professional relationships with physicians, hospitals, public health agencies, nurses' associations, state and county medical societies to apprise them of the availability of services.
  • Other tasks may be assigned

Travel Requirements


Estimated Percent of time Spent 70%

  • Travel between local InnovAge worksites
  • Travel to client and potential client homes and/or other off site locations

Overnight travel out of state

Job Qualifications


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions



  • High School Diploma or GED

Work Experience and Qualifications

  • Two to three years of prior successful Home Health or Hospice sales experience
  • Must have strong computer skills to meet Microsoft Outlook and CRM software requirements.
  • Must have the ability to work independently with minimal supervision and be self-motivated.



  • Bachelor's Degree preferred

Work Experience and Qualifications

  • Five years of prior successful Home Health or Hospice sales experience preferred.
  • Excellent presentation, negotiation and relationship-building skills preferred.

Application Instructions

Please click on the link below to apply for this position. A new window will open and direct you to apply at our corporate careers page. We look forward to hearing from you!

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