Director of Business Development at Eminence Home Care

Director of Business Development

Company: Eminence Home Care

Location: Regional / Northeast (NJ, PA, MD, CT, NH) – Travel Required

Reports To: Vice President of Operations

Position Type: Full-Time, Executive/Salaried

Position Summary

Eminence Home Care is seeking a dynamic, strategic, and growth-oriented Director of Business Development (DBD) to lead, scale, and inspire our regional sales and inquiry-to-admission pipelines. Managing a multi-site footprint across New Jersey, Pennsylvania, Maryland, Connecticut, and New Hampshire, the DBD will own our non-skilled home care (personal care, companionship, and daily living assistance) growth strategy.

This leader will oversee local sales teams, build relationships with high-volume referral sources, and optimize our private-pay and program-funded inquiry conversion processes. The ideal candidate has deep experience in the private-duty or Medicaid personal care space and understands how to align sales drive with caregiver recruiting capacity.

Key Responsibilities

• Strategic Regional Growth: Develop and execute regional market penetration plans tailored to non-skilled home care, targeting private-pay families, long-term care insurance (LTCI) providers, and state/Medicaid waiver referral sources across NJ, PA, MD, CT, and NH.
• Multi-Site Sales & Inquiry Management: Provide direct leadership and coaching to local Marketers, Community Liaisons, and Intake Coordinators. Ensure local teams are highly responsive, empathetic, and skilled at converting initial family inquiries into scheduled in-home assessments.
• Referral Source Diversification: Build and maintain active relationships with key non-skilled referral partners, including senior living communities (ALFs/ILFs), geriatric care managers, elder law attorneys, hospital discharge planners, and area agencies on aging (AAAs).
• Sales-to-Recruitment Alignment: Collaborate closely with regional branch directors and recruiting teams to align sales efforts with local caregiver capacity. Ensure we are actively selling hours in territories where we have the caregiver supply to safely staff them.
• Data-Driven Conversion Metrics: Monitor and optimize key performance indicators (KPIs) including outbound sales call volume, scheduled assessments, inquiry-to-start conversion rates, and average hours per client.
• Operational Integration: Work alongside operations to ensure a seamless "hand-off" from the sales/assessment phase to the ongoing service coordination team, guaranteeing an excellent onboarding experience for new clients and their families.

Requirements

Qualifications & Experience

• Education: Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field.
• Experience:
• Minimum of 5–7 years of progressive sales leadership in non-skilled home care, private duty personal care, or senior living (ALF/ILF).
• Proven track record of managing multi-site, multi-state sales teams (prior experience covering the Northeast/Mid-Atlantic region is highly desirable).
• Skills & Competencies:
• Expertise in the private-pay sales cycle, long-term care insurance navigation, and regional Medicaid/Medicaid Waiver program referral structures.
• Exceptional empathy and communication skills, with a proven ability to teach sales teams how to consult sensitively with families in crisis.
• Demonstrated ability to recruit, train, motivate, and hold accountable a remote, multi-state sales force.
• Proficiency with CRM platforms (e.g., PlayMaker, Salesforce) and home care scheduling/operating systems.
• Travel: Ability to travel frequently within the designated territory (NJ, PA, MD, CT, NH) to support local teams, conduct field coaching, and secure key regional partnerships (approx. 40–50% travel).

Benefits

What We Offer

• Competitive base salary with a highly lucrative, performance-driven executive bonus structure.
• Comprehensive benefits package (Medical, Dental, Vision, HSA, and 401(k) with company match).
• Paid Time Off (PTO) and paid holidays.
• Travel/mileage reimbursement or auto allowance.
• A collaborative, forward-thinking executive environment with significant opportunities for professional impact and growth.

Eminence Home Care is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.