Home Health Sales Executive

Pathwell Health; Stratford (CT); On-site; USD 55,000 - 80,000; Full time

Job summary

Pathwell Health is seeking a Sales Executive to drive business development and educate patients and key constituents at referral partners across southern Connecticut. You will cultivate relationships with hospitals, SNFs, ALFs, and physician offices, ensuring smooth care transitions and strong communication.

Responsibilities include sales calls, achieving production goals, education of medical staff, and collaboration with intake and marketing teams. Travel and a driver’s license are required.

Qualifications

• Associate degree or equivalent required.
• Previous Home Health or Hospice experience preferred.
• Knowledge of medical terminology.
• Excellent written and verbal communication skills.
• Strong customer service and relationship-building skills.
• Proficient in Email, CRM software, Google Workspace, Google Meet/Zoom/Video Conference, PowerPoint, MS Word, and MS Excel.
• Must have a car with current insurance coverage and a valid driver's license.
• Ability to travel with short notice to clients and community locations.

Responsibilities

• Establish and maintain productive relationships with case managers, discharge planners, and other professionals in hospitals, home health agencies, nursing homes, long-term care facilities, assisted living facilities, and private practice physicians.
• Execute effective sales calls and meetings to identify and meet referral partner needs, including planning, rapport, questioning, proposing solutions, handling objections, and driving referrals.
• Educate the medical community on home health care and services using sales calls and literature.
• Achieve weekly, monthly, and personal production goals by developing existing and prospective referral sources.
• Maintain accurate records, participate in weekly meetings, manage paperwork delivery or pickup, and ensure timely communication.
• Participate in interdisciplinary team meetings and regular marketing meetings.
• Assist Intake Coordinator with care coordination and timely admission of home health patients.
• Ensure referral source expectations and patient/family needs are met.
• Identify and resolve issues or dissatisfaction from referral sources or patients/families.
• Comply with all organizational policies and procedures.
• Other related duties as assigned.

Skills

Sales aptitude

Relationship-building

Excellent communication

Medical terminology familiarity

Travel readiness

Education

Associate Degree or equivalent

Tools

CRM software

Google Workspace

Google Meet/Zoom/Video Conference

PowerPoint

MS Word

MS Excel

Job description

Position Summary:

As a Sales Executive, you will be responsible for business development and educating patients, families, and key constituents (e.g., physicians, case managers, and discharge planners) at our referral partners, including hospitals, SNFs, ALFs, and physician offices. You will ensure continuity of care, smooth interactions, and excellent communication. Areas covered include southern Connecticut from Greenwich to New Haven.

Essential Duties and Responsibilities:

• Establish and maintain productive relationships with case managers, discharge planners, and other relevant professionals in hospitals, home health agencies, nursing homes, long-term care facilities, assisted living facilities, and private practice physicians.


• Execute effective sales calls and meetings that identify and meet the needs of referral partners, including pre-and post-call planning, establishing rapport, good questioning skills, proposing solutions, handling objections, driving referrals, and converting them to admissions.


• Educate the medical community on home health care and our services using sales calls and literature.


• Achieve weekly, monthly, and personal production goals by developing both existing and prospective referral sources.


• Maintained accurate records, participated in weekly meetings, managed paperwork (485/F2F) delivery or pick-up, and ensured timely cell phone and email correspondence.


• Participate in interdisciplinary team meetings and regular marketing meetings.


• Assist Intake Coordinator with care coordination and timely admission of home health patients.


• Ensure referral source expectations and patient/family needs are met.


• Identify and resolve issues or dissatisfaction from referral sources or patients/families.


• Comply with all organizational policies and procedures.


• Other related duties as assigned.

Minimum Qualifications (Knowledge, Skills, and Abilities):

• Associate Degree or equivalent required.


• Previous Home Health or Hospice experience preferred.


• Knowledge of medical terminology.


• Excellent written and verbal communication skills.


• Strong customer service and relationship-building skills.


• Proficient in Email, CRM software, Google Workspace, Google Meet/Zoom/Video Conference, PowerPoint, MS Word, and MS Excel.


• Must have a car with current insurance coverage and a valid driver's license.


• Ability to travel with short notice to clients and community locations.

Skills & Competencies:

• Native user of technology and highly organized.


• Familiarity with the post-acute ecosystem, and understanding of referral processes from hospitals, SNFs, ALFs, and physician offices.


• Understanding of medical terminology to assess referral needs and our agency's ability to accept referrals.


• Organized, hardworking, and diligent: 50 in-person visits per week, maintain tiered accounts for priority, deliver value/quality service to top-tier referral partners.


• Existing relationships with hospitals, ALFs, SNFs, and physician offices are a plus.


• Sales aptitude, being on the road 5 days a week, and using CRM to stay organized.


• Coordinate with the sales operations team for email and fax marketing.

Physical Requirements:

• Ability to bend, lift, and carry up to 25 lbs.


• Ability to move about the office and travel to various locations including hospitals, skilled nursing facilities, office buildings, healthcare provider offices, patient homes, and other venues.


• Ability to stand and/or sit for extended periods.


• Use of telephone, keyboard, and video conferencing tools for extended periods.