The Consultative Sales & Referral Partnership Coordinator is responsible for growing the business by sharing with the public what services the Agency offers. They work both independently and within a team to develop referral sources and increase the Agency's name recognition. The Consultative Sales & Referral Partnership Coordinator engages in direct sales efforts to help as many people as possible and works with management to identify new business opportunities.
Minimum Eligibility Requirements
Pass Live Scan Fingerprint Clearance (LIC 9163)
Complete “Statement Acknowledging Requirement to Report Suspected Abuse of Dependent Adults and Elders” (SOC 341A)
Valid I-9 Employment Eligibility Verification documents
Valid drivers’ license and proof of insurance required
Bachelor’s degree required, or experience in field equivalent to degree. Minimum of 2 years previous consultative sales experience (in health care or related field) preferred
Ability to interface effectively with professionals in a variety of industries (finance, legal, health care, etc.)
Ability to travel locally to meet with professional referral sources
Basic computer knowledge, data entry, and word processing
Ability to be self-directing
Ability to demonstrate value for the Agency
Essential Functions
Drives Growth through Relationship-Based Selling: Strategically identifies, qualifies, and nurtures key referral sources—both medical and non-medical—focusing on solving their clients’ challenges through tailored agency solutions that add measurable value.
Executes High-Impact Outreach: Engages in strategic, in-person visits each week with the goal of advancing sales conversations—not just maintaining contact. Prioritizes meaningful interactions that move referral sources from general interest (continuance) to clear next steps (advance), using discovery and value-based solution-selling techniques to deepen engagement and secure commitment.
Implements a Dynamic Sales & Networking Strategy: Develops and actively uses a Strategic Networking Plan to guide weekly efforts, mapping sales objectives to referral source needs, and adjusting tactics based on feedback, performance metrics, and opportunity analysis.
Strengthens and Expands Referral Source Partnerships: Maintains a cadence of scheduled visits with existing partners to build trust, uncover evolving pain points, present value-based solutions, and identify new referral opportunities.
Maintains Accurate CRM and Sales Intelligence: Updates and manages all prospect, client, and referral source records in the CRM system to ensure a consistent sales pipeline, informed follow-up, and targeted marketing efforts.
Monitors Sales Activity and Pipeline Advancement: Tracks all solution-selling interactions, logs outcome stages (Continuance vs. Advance), and reviews weekly metrics with the supervisor to assess performance and refine sales strategy.
Engages in Targeted Community & Industry Events: Represents the agency at professional networking events, senior-focused associations, and industry-specific gatherings to build visibility, credibility, and brand awareness among potential referral partners.
Demonstrates a Commitment to Mission-Driven Selling: Adopts a solutions-first mindset by identifying referral source pain points and communicating the agency’s unique value proposition through discovery, problem, effect, and value-based questioning.
Performs Additional Strategic Functions as Needed: Accepts additional responsibilities aligned with agency goals to support business development, branding, and growth initiatives.
This role is instrumental in driving the agency's growth by consistently fostering meaningful relationships, adapting strategies to maximize outreach effectiveness, and maintaining a steady presence within the senior care community.
Key Traits and Characteristics of a Successful Networker in Home Care
Industry Awareness: Experience in home care or healthcare is a plus, but a deep understanding and curiosity about the field is essential.
Dynamic and High-Energy: Brings enthusiasm and positivity that energizes referral sources and prospective clients alike.
Passionate Relationship Builder: Genuinely enjoys working with people and is focused on creating lasting, mutually beneficial relationships.
Personable and Trustworthy: Naturally engaging, approachable, and likable, with the ability to quickly establish trust and rapport with referral sources.
Resilient in the Face of Rejection: Able to handle rejection with resilience, viewing setbacks as learning opportunities rather than personal failures.
Competitive but Strategic: Can see beyond the surface-level competition, finding ways to connect with referral sources that are heavily aligned with competitors.
Dedicated and Consistent: Understands the importance of commitment and persistence in networking, with a steady, long-term approach.
Focus on Relationship Building Over Quick Wins: Knows that there’s no “silver bullet” account and embraces a broad, relationship-based approach to lead generation.
Engages Through Multiple Channels: Maintains constant presence and brand awareness through a variety of methods – attending events, engaging in speaking opportunities, volunteering, and more.
Expert in Referral Generation: Skilled in generating leads through networking and relationship-building rather than direct sales tactics.
Skilled Questioner: Proactively digs deeper with insightful, gentle questions to uncover new business opportunities, without making the prospect feel interrogated.
Highly Organized and Methodical: Works systematically, following a proven model to stay on track and maximize productivity.
Consistently Outworks the Competition: Demonstrates relentless drive and effort to keep their agency top of mind for referral sources.
Mandated Reporter
Employee understands that they are a mandated reporter of elder and dependent adult neglect and abuse. Employee shall report suspected or known dependent adult or elder abuse in accordance with the law. This is to be followed by a written report within 24 hours of reporting to authorities.
Physical Requirements
Walking, sitting, and standing with lifting limited to files and records typically not expected to exceed 5 pounds in weight.
At-Will Employment
Employment is at-will. This means either the employee or the employer may terminate the employment relationship at any time, with or without cause or advance notice, except as otherwise required by law. Nothing in this document alters the at-will nature of the employment relationship.
Identity Theft Prevention & Red Flag Rule Compliance
All employees are required to comply with the Organization’s Identity Theft Prevention Program in accordance with the Federal Trade Commission’s Red Flag Rules. Employees must remain alert to potential indicators of identity theft (“Red Flags”) when handling client, employee, financial, or confidential information and must immediately report any suspicious activity, discrepancies, or unauthorized access to management. Employees are responsible for protecting personally identifiable information and following all organizational policies related to confidentiality, cybersecurity, and identity verification.
Pay: $24.00 - $36.00 per hour
Benefits:
401(k)
Dental insurance
Health insurance
Paid time off
Work Location: In person
