Home Care Consultant

Objective: The Home Care Consultant is responsible for ensuring achievement of revenue objectives for the assigned territories. Revenue is to be generated from a variety of Sales and Marketing duties, including researching and pursuing new referral sources and enhancing and maintaining relationships with existing referral sources. This position is responsible for reporting results in moving relationships forward to Manager on a weekly basis, discussing successes and opportunities, and demonstrating documented progress and inquiry production in Sales/Marketing/Networking areas. They are also responsible to perform care consultations with potential clients and family members, client/Care Professional introductions. They use the consultative sales approach to determine each individual client’s needs to provide solutions and create a tailored service plan. They continuously evaluate the plan through a series of ongoing communications and visits to ensure high quality care, client satisfaction and retention as well as opportunities to increase service hours.

Primary Responsibilities:

• Reflect the core values of AV Home Care Services LLC d.b.a. an independently owned and operated Home Instead franchise).

• Responsible for researching and developing Referral Provider Network relationships and producing referrals; performs all phases of consultative sales process, including preparation and documentation of cold calls, follow-up calls, diagnosis of referral source and client needs, recommendation of appropriate Home Instead® services and additional community resources, maintaining and nurturing existing referral accounts, including follow-up, as necessary.

• Achieve inquiry generation objectives for all three territories with the primary goal of bringing in new business to increase overall market share. Target accounts include, but are not limited to, hospitals, physicians, home health agencies, assisted living facilities, nursing homes, senior centers, hospice, rehabilitation centers, etc.

• In conjunction with Home Instead franchise leadership, develops sales and marketing plans, detailing weekly and monthly activities focused on meeting or exceeding established goals.

• Develop and maintain knowledge of Home Instead brand. Effectively presents Home Instead marketing materials and services to referral providers, including 1:1 meetings, aswell as planning, arranging and conducting formal group presentations to referral providers.

• Maintain accurate records of all sales and prospecting activities including sales calls; presentations; closed sales; and follow-up activities within the assigned territory, including the use of software to maintain accurate records to maximize territory potential.

• Develop a database of qualified leads from referrals through face-to-face cold calling on referral providers, email, telephone and Web.

• Meet with potential clients and family members to discuss their needs and provide solutions in the form of a service plan.

• Conduct Service Inquiries and Care Consultations as needed following the consultative sales

process

• Maintain ongoing communication and a consistent follow-up schedule with potential clients

and families who have yet to commit to service.

• Work with other team members to coordinate various aspects of a client’s care.

• Conduct client/Care Pro introductions with every new client and with every new Care Pro.

• Recognize and pursue opportunities to modify service plans to best support the ongoing

needs of clients through a quality assurance program.

• Demonstrate open and effective communication with clients, family members, the franchise

owner, colleagues and Care Pros, and referral providers/care providers.

• Work with clients and their families on the various issues that may arise to ensure they are

getting resolution to issues as well as receiving the services needed.

• Demonstrate open and effective communication with the franchise owner, colleagues, Care

Pros, clients and family members.

• Participate in and contribute to the development of educational programs offered to clients,

prospects, and co-workers.

Secondary Responsibilities:

• Participate as needed in all Care Pro meetings

• Maintain regular attendance to execute job responsibilities

• Perform any and all other functions deemed necessary

Education/Experience Requirements:

• College degree required or equivalent work experience

• Related business or sales experience (consultative sales a plus)

• Must possess a valid driver’s license

Knowledge, skills and Abilities:

• Must have an understanding of and uphold the policies and procedures established by

AV Home Care Services LLC d.b.a. an independently owned and operated Home Instead

franchise).

• Must demonstrate excellent oral and written communication skills and the ability to

listen effectively

• Must have the ability to work independently, maintain confidentiality of information

and meet deadlines

• Must have the ability to demonstrate effective interpersonal skills is essential as well as

sound judgment and good decision-making

• Must demonstrate discretion, integrity and fair-mindedness consistent with company

standards, practices, policies and procedures

• Must have the ability to organize and prioritize daily, monthly, quarterly and yearly work

• Must have the ability to establish good working relationships with office colleagues, the

franchise owner, clients and the community

• Must present a professional appearance and demeanor

• Must have the ability to operate office equipment

• Must have the ability to operate HISC technology systems

• Must have computer skills and be proficient in Word and Excel

• Must be able to work evenings or weekends as required

Job Type: Full-time

Benefits:

• Health insurance
• Paid time off

Schedule:

• Monday to Friday

Work Location: In person