Business Development Representative in Columbus, Indiana at Our Hospice Of South Central Indiana

REPORTS TO: Business Development Manager

FLSA/Labor Grade: Exempt / P19

JOB SUMMARY

This role focuses on growing Our Hospice’s Personal Care services by building relationships and generating new client referrals. It promotes services to healthcare providers, community partners, and families, acting as a key liaison to educate others on in-home care options. The position emphasizes consultative sales, strong partnerships, and positioning services competitively in the market.

CORE VALUES

1. Serves as a role model to Hospice’s employees, setting an example of professionalism, teamwork, and integrity.
2. Shows good judgment by advising the President and other Leadership of potential risks, concerns or issues that could affect the organization.
3. Adheres to and is an advocate for the Hospice Mission, Vision, and Values.
4. Reports compliance concerns/issues to direct supervisor and the Compliance Officer and reports HIPAA concerns/issues to the HIPAA Privacy Officer or HIPAA Security Officer.
5. Attends and participates in Hospice sponsored activities (e.g., Memorial Services, fund-raising events, and other team-related activities as determined by site).
6. Serve as a Committee member as appropriate.
7. Meets behavioral of excellence and expectations as set by Our Hospice of South-Central Indiana’s Standards of Service and administrative policies.

RESPONSIBILITIES

Essential

1. Establishes and maintains strong relationships with referral sources, including:

   1. Hospitals and discharge planners
   2. Physician offices
   3. Senior living communities (independent, assisted living, memory care)
   4. Community organizations and senior service providers
2. Routinely conducts in-person and virtual visits to referral sources to generate leads and increase service awareness.
3. Educates clients, families, and referral partners on Personal Care services, service options, and benefits.
4. Acts as a liaison between referral sources and operations of program to ensure a smooth transition.
5. Drives census growth through proactive sales strategies, pipeline management, and consistent follow-up.
6. Develops and executes territory sales plans aligned with organizational growth goals.
7. Tracks referral activity, conversion rates, and sales performance metrics.
8. Maintains knowledge of market trends, competitors, and community resources.
9. Collaborates with internal teams (clinical, scheduling, operations) to ensure high-quality service delivery.
10. Participates in regular sales and leadership meetings to review performance, goals, and strategy.
11. Represents the organization at networking events, health fairs, and community outreach opportunities.

• Performs other duties as assigned.
• Supports special projects related to growth, outreach, or marketing initiatives.

SALES AND PERFORMANCE EXPECATIONS

Compensation for this role includes a base salary plus commission tied to client acquisition and revenue performance.

• Meet or exceed monthly and quarterly referral and revenue targets.
• Maintain an active and documented sales pipeline.
• Achieve defined conversion rates from inquiry to client admission.
• Contribute to overall market growth and brand awareness.

WORKING CONDITIONS / PHYSICAL DEMANDS

Physical Demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

1. Occasionally lift and/or move up to 10 pounds.
2. Predominantly inside environmental conditions with some exposure to outside environmental conditions.

1. Frequent standing, walking, and driving.

1. Regularly required to use hands, talk and hear within normal range.
2. Regular use of computers, phone and mobile devices.
3. Specific vision abilities include close, peripheral, depth perception, and ability to adjust focus.
4. Finger dexterity required.
5. Must follow Universal Protection Precautions and Bloodborne Pathogens Guidelines. Possible Occupational exposure (Category C employee) to human blood borne pathogens.

QUALIFICATIONS

1. Education
   • Bachelor’s Degree preferred; or equivalent combination of education and experience.
2. Experience
   • One to three years’ experience in health care, senior services or sales preferred.
   • Experience in personal care, home care, or private duty strongly preferred.

1. Licensure
   • Valid Indiana Driver’s License and reliable transportation.
2. Skills
   • Proven track record of market growth, strong social and business etiquette skills and excellent personal presentation that is congruent with Our Hospice standards.
   • Proven ability to drive business growth and achieve sales targets.
   • Strong relationship-building and networking skills
   • Excellent communication, presentation, and interpersonal skills
   • Strong organizational and time management abilities
   • Ability to work independently and manage a territory.
   • Proficiency in Microsoft Office and CRM systems preferred.
   • Knowledge of the senior care market and community resources is a plus.