Home Care Consultant

Objective:
The Home Care Consultant is expected to perform a variety of duties encompassing the sales and marketing of non-medical home care services. This position is expected to produce a steady stream of referrals for homecare services provided by Home Instead Senior Care. Primary activities include driving the identification and cultivation of new referral sources while maintaining and enhancing professional relationships with existing referral sources spanning the clinical, long-term care, and professional service industries. This position is responsible for conducting presentations to both professional audiences and potential clientele and their family members, and is responsible for fielding and nurturing new inquiries for senior care services, managing their conversion into active clients, and successfully transitioning them to the Client Services team for plan of care development and ongoing management.
 
Primary Responsibilities:

• Understand the services offered by Home Instead Senior Care, and effectively articulate their value as solutions to the challenges faced by Seniors, their families, and the healthcare professionals who serve them
• Reflect the core values of Home Instead Senior Care
• Maintain regular attendance at the office to execute job responsibilities.
• Demonstrate open and effective communication with owner, General Manager, colleagues and CAREGivers
• Research and identify sources for client referrals
• Make contact with new Referral Provider Network contacts (RPN’s) in person according to established goals. This includes initial introduction and information gathering calls, periodic follow-up calls, one-on-one relationship building meetings as well as group presentations using video and print material to educate and inform about available services
• Research, schedule and successfully execute regular community outreach marketing events including health fairs, senior expos and other events that promote our brand and services to the general public
• Follow up on all RPN contacts with appropriate correspondence including meeting recaps, follow-up plans of action, and thank you notes for referrals.
• Create and maintain current and accurate RPN records in Business Operating Software
• Create and maintain email marketing contact list and execute periodic distribution of marketing materials through email campaigns
• Field and pursue all inquiries generated through marketing and advertising with the goal of successfully scheduling a Care Consultation 60% of the time
• Conduct Care Consultations with prospective clients and decision makers, (supported by the Client Service Manager as appropriate) with a closing rate of 90%

Secondary Responsibilities:

• Assist Client Services Department in growing the Home Instead Lifeline subscriber base through RPN marketing, brochure placement, community presentations
• Maintain record of HISC & Lifeline brochure distribution across territory, and establish schedule for regularly refilling supplies
• Maintain inventory of marketing materials
• Conduct quality assurance (QA) visits with clients as needed
• Conduct client/CAREGiver introductions as needed
• Participate in all Quarterly CAREGiver meetings

 
Education/Experience Requirements:

• Bachelors Degree
• Sales / Referral Marketing Experience
• Experience in Healthcare / Hospital / Long Term Care a plus
• Must possess a valid driver’s license and current insurance

 
Critical Numbers:

• 25 Quality Impressions with Referral Network Professionals Weekly
• 3-5 Referrals from Referral Network Weekly
• Meet or exceed inquiry conversion and service call closing statistics of 60% and 90% respectively

 
Supervisory Responsibilities:

• No employees report to this position at this time

 
Knowledge, Skills and Abilities:

• This position must have an understanding of and uphold the policies and procedures established by Solicitude, Inc., (d.b.a. an independently owned and operated Home Instead Senior Care franchise)
• This position must demonstrate excellent oral and written communication skills and the ability to listen effectively
• This position must have the ability to work independently, maintain confidentiality of information and meet deadlines
• Ability to demonstrate effective interpersonal skills essential as well as sound judgment and good decision-making skills
• Must demonstrate discretion, integrity and fair-mindedness consistent with company standards, practices, policies and procedures
• Ability to organize and prioritize daily, monthly and yearly work
• Ability to establish good working relationships with colleagues, the franchise owner, clients and the community
• Ability to sit at a desk and listen effectively for long periods of time on the telephone
• Ability to present a professional appearance and demeanor
• Ability to operate office equipment
• Must be patient and congenial on the telephone
• Must have computer skills and be proficient in Business Operating Software, Word and Excel
• Ability to work evenings or weekends as required
• Knowledge of the senior-care industry
• Ability to perform duties in a professional office setting
• Ability to maintain accurate odometer records and gasoline purchase receipts for company vehicles used to conduct business
• Ability to maintain clean exterior and interior of company vehicles used to conduct business