Director of Business Development

Company: Eminence Home CareLocation: Regional / Northeast (NJ, PA, MD, CT, NH) - Travel

Required

Reports To: Vice President of OperationsPosition 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 NHMulti-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., Play
• Maker, 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.