Job Title: Home Care Sales Consultant
Status: Full-time; W2 (Non-exempt)
Pay: $24.04-$31.25/hour DOE
Primary Location: Saint Louis Park, MN (Twin Cities travel required)
Reports To: Associate Director
Position Summary
The Home Care Sales Consultant drives revenue growth by winning new clients, expanding billable service hours, and building a referral network that produces a steady, predictable pipeline.
You own the full sales cycle, from prospecting and first conversation to signed service agreement, and you are accountable for monthly revenue and new client targets.
This role is built for a relationship-driven closer who knows that in home care, trust is what converts and quality is what keeps clients. You close right-fit clients, then stay with them as their case manager: supervising caregivers through quality assurance visits and following up consistently so clients stay, refer others, and grow their services. We are looking for a self-starter and go-getter who takes full ownership of every case, from first call through ongoing service.
Core Responsibilities
Revenue Generation & Closing
- Own the sales cycle from first inquiry to signed service agreement, meeting or exceeding monthly revenue and new client targets.
- Lead in-home and virtual consultations that uncover what each family needs and present the service package that fits.
- Present pricing and payment options with confidence, including private pay, long-term care insurance, and VA benefits.
- Grow revenue per client by recommending the right hours and services, and identify expansion opportunities with current clients.
- Follow up on every open opportunity until a clear decision is made.
Pipeline Management & Forecasting
- Manage every lead, referral, and client record in WellSky with accurate stages, values, and next steps.
- Forecast monthly new starts and booked revenue, and report weekly on pipeline health.
- Review lost opportunities and share pricing, competitor, and market insights with leadership.
Case Management & Quality Assurance
- Take full ownership of every case you bring on as the client's ongoing case manager, keeping families engaged and services aligned with their needs.
- Hand signed clients to scheduling with complete intake details so services start on time.
- Conduct scheduled quality assurance (QA) visits, in person and by phone, to confirm care is delivered as agreed and clients are satisfied.
- Supervise caregivers during QA visits: observe care in the home, reinforce expectations, give feedback, and document results.
- Resolve service concerns quickly, coordinate caregiver changes, and escalate issues to leadership.
- Follow up with clients and families after the first week, at 30 days, and on a set schedule after that to protect retention and identify needs for added hours or services.
- Keep case notes and QA findings factual, timely, and complete in WellSky.
- Ask satisfied clients and families for referrals and reviews.
Internal Collaboration
Partner with internal administrative team members, including nursing, scheduling, billing, HR, and leadership, so every client experiences one coordinated team from first call through ongoing care.
- Partner with the administrative team on new client assessments, care plan updates, and any clinical concerns found during QA visits.
- Coordinate with scheduling to confirm caregiver coverage for new starts and service changes.
- Partner with billing and administrative team members to confirm service agreements, payment sources, and authorizations are accurate.
- Share caregiver performance feedback with HR and leadership to support coaching, recognition, and retention.
- Participate in team meetings and huddles, bringing client updates, referral trends, and growth opportunities.
- Communicate changes in client needs clearly and promptly so every team member works from the same information in WellSky.
Compliance & On-Call
- Keep sales practices, pricing representations, and marketing claims compliant with HIPAA, Minnesota home care regulations, and agency policy.
- Join a rotating on-call schedule for urgent inquiries and new client starts.
Qualifications
Required
- 2+ years in a quota-carrying sales, business development, or account management role.
- A track record of meeting or exceeding revenue or new business targets while working independently with minimal direction.
- Experience managing a pipeline and client records in a CRM and forecasting results. WellSky experience strongly preferred.
- Proficiency in Microsoft Office, including Outlook, Word, Excel, PowerPoint, and Teams.
- Comfort learning and using new technology tools quickly.
- Confident presenting pricing and closing agreements with decision-makers and families.
- Strong written, verbal, and relationship-building skills.
- Ability to travel locally across the Greater Twin Cities for consultations and partner visits.
- Associate's or Bachelor's degree in Business, Marketing, Health Care Administration, or a related field, or equivalent experience.
Preferred
- Sales, case management, or care coordination experience in home care, senior living, health care, or another referral-driven service business, including supervising or coaching caregivers.
- An existing network of Twin Cities referral sources.
- Knowledge of home care payment sources, including long-term care insurance and VA benefits.
- Familiarity with HIPAA and Minnesota home care regulations.
- Fluency in a second language spoken in Twin Cities communities, such as Spanish, Hmong, or Somali.
Key Competencies
- Consultative selling and closing
- Prospecting and referral partner development
- Pipeline discipline and accurate forecasting
- Pricing confidence and value-based conversations
- Full case ownership, from first call through ongoing service and follow-up
- Caregiver supervision, coaching, and quality assurance
- Cross-team collaboration with nursing, scheduling, billing, and administrative staff
- Trust-building with families in sensitive decisions
- Self-starter and go-getter: proactive, self-directed, and results-driven
- Compliance awareness in sales, marketing, and documentation
Compensation & Benefits
Eligible employees may receive the following benefits, subject to applicable plan terms and eligibility:
- Competitive Salary with Paid Time Off (PTO)
- Mileage Reimbursement
- Employer-funded ICHRA health benefit (monthly reimbursement for individual premiums and qualified medical expenses)
- Employer-paid $10,000 life insurance (20+ hours/week eligibility)
- Option to purchase additional voluntary insurance coverage
- 401(k) retirement plan (eligible after one full calendar year and 1,000 service hours)
- Company-observed paid holidays
- Earned Sick & Safe Time (ESST)
- Access to FMLA, PFML (effective 1/1/2026), and other protected leave options
- Workers’ compensation coverage
- Ongoing training and professional development opportunities
Additional Considerations:
- Professional attire is required when visiting clients.
- Must wear an employee ID badge during assessments and meetings.
Work Environment & Expectations
- Primary work occurs in-office with regular interaction with staff, clients, and families.
- Local travel across the Greater Twin Cities region required for client visits, assessments, and meetings.
- Professional attire and employee identification required during client interactions.
Pay: $24.04 - $31.25 per hour
Expected hours: 40.0 per week
Benefits:
- 401(k)
- 401(k) matching
- Health insurance
- Life insurance
- Paid time off
- Travel reimbursement
Willingness to travel:
Work Location: In person
