Home health/hospice care sales representatives are the faces of most long-term care facilities, home health care businesses, and palliative care facilities. They actively try to sell their services to individuals and their families. Many times they work for individual businesses, such as nursing homes, hospice care providers, and home health care providers. They work closely with many different members of healthcare teams, such as physicians, nurses, social workers, and discharge coordinators. They also wok with family members, attorneys, and paralegals.
Part of the work will be done in an office setting, but between 75-85% of meetings take place offsite, either in a home, hospital or long-term care environment. Therefore, a reliable vehicle and current driver’s license are necessary. Representatives will have an assigned selling territory, and they are required to respond to all inquiries within this territory. Initial contact is generally made by phone, but there are some that prefer written communication or in-person meetings. The representative must be prepared for any and all forms of contact. These meetings usually take place during regular office hours, but there are occasional after-hours and weekend calls and meetings. The home health/hospice care sales representative must be a self-starter and initiate some cold-calling inquiries to strengthen and develop their given territory. Since the majority of the position involves interaction with others, the representative must have very good communication skills, both oral and written. They must have exceptional time-management skills and be able to multitask and deal with interruptions of their schedule. The home health/hospice care sales representative must be well-versed in healthcare and medical terminology and be able to understand the needs of each individual client. Given the sensitive nature of home health and hospice care, the representative must have a compassionate demeanor and caring attitude, realizing the vulnerability of potential clients and their families. The personal nature of the information the representative will be exposed to demands a high degree of confidentiality, and they must have the willingness to secure, protect and maintain that information.
Home health/hospice care sales representatives will work closely with a team of professionals, such as sales and marketing managers and office support staff. A bachelor’s degree in sales, marketing, or health science is generally preferred, along with 1–2 years of sales or marketing experience in a health care setting. Additional certifications are welcome, but not necessary.
Home Health/Hospice Care Sales Representative Tasks
Develop financial plans based on analysis of clients' financial status, and discuss financial options with clients.
Contact prospective customers to determine customer needs, present information, and explain available services.
Identify potential clients, using advertising campaigns, mailing lists, and personal contacts.
Interview clients to determine clients' assets, liabilities, cash flow, and insurance coverage.