Inside Salesperson

We are seeking an Inside Salesperson for a care management company in the healthcare industry. You will be a key player in the sales department and be responsible for closing deals and driving revenue growth. You should be a highly motivated and energetic closer who is a self-starter with excellent communication skills, and a history of exceeding sales targets. This is a full time and direct hire role for one of our amazing partners, and this is a fully remote role.

Responsibilities:

Engage with potential clients to understand their needs and present solutions tailored to their needs.

Build and maintain strong relationships with clients throughout the entire sales cycle.

Collaborate with the sales team and other departments to ensure a seamless customer experience.

Consistently meet and exceed sales targets by negotiating and closing deals

Nurture existing referral relationships and check on customer satisfaction.

Analyze territory market data and trends to gain insights into the local business environment and lead virtual or live engagements with customers.

Reach out to potential new referral sources to coordinate meetings and events.

Conduct product demonstrations and articulate the value proposition effectively.

Qualifications:

Previous inside sales experience with healthcare sales experience being a huge plus.

Results-oriented with a track record of meeting and exceeding sales targets.

Strong negotiation and persuasion skills.

Ability to build rapport with clients by having excellent interpersonal and communication skills.

+2 year degree - ideal

Ability to thrive in a fast-paced, high-energy environment.

All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status.

Role:

Role: This is more of a junior role as they are growing the team. The VP of Business Development is bringing on referral sources from the outside and nurturing business relationships. They are the largest in what they do in Northern VA, but still expanding and growing in DC and Maryland, and they will also be scaling to other markets as well. They work a lot with elder law attorneys, assisted living facilities and financial professionals. Those businesses refer a lot of clients their way, so it’s important to have good relationships with them. You must be empathetic to clients and their families, but still be consultative to lawyers and other referral partners. It’s a good blend of hunters with enough farming skills to be able to do some intake to stay abreast of the market. You will work closely with the VP on the inside to help set appointments, make calls, and find new opportunities. 70% of the role and the #1 priority is closing referrals that the VP brings in (Ex: Elder Law attorney refers a potential client). The second part of the role is to analyze the market to find where there are additional opportunities and start calling on them and emailing them info. That could be to set leads for David and/or to bring on leads for themselves. The third part is figuring out how they can grow into new markets they are looking to grow in, and calling on those markets before they go into them. That involves calling to see if potential clients are working with care managers and gathering details. You will scale with them as they grow and you need to be able to manage working remotely. The sales cycle is rather quick once they get a lead. Most close by 15 days, but they usually don’t close if it goes over a month. A lot of job will be based on number of calls, number of deals closed and follow through. It will be weighted more on conversions for commission and the commission has no cap. They get about 5-10 leads per week and their goal is to get more by creating their own leads too. Ideally, they want to close at least 50% or higher.

Must Have: It’s important that they have some relevant healthcare sales experience in inside sales. They should have a proven record, and the data behind it to show they’ve hit targets and goals. Someone who can show how they’ve placed amongst teammates and any awards they’ve received. They should be hungry to help drive and close business. They must be professional, have good communication skills, and carry themselves well with lawyers and assisted living facilities. They need to be empathetic, and mission driven. They should be outgoing, a real driver & hunter, and want to jump in to do it. It would be a plus if they knew the care management, elder care or home health industry, and if they had a lot of connections. They would like someone that has been formerly trained in sales, because they won’t get that there. They will learn from those that are doing it but should have a good base of training from somewhere else (Enterprise, copier companies, and T-Mobile all do a good job with training). Someone from healthtech or a startup would be ok too.

Places to recruit: ShiftMed just laid off people that do this and SDR is the title. Healthcare staffing is good too. They are open to someone from an assisted living facility for inside sales.

Team: Currently there is David (VP of Business Development) and a Director helping him out. There is also an intake coordinator, but she will be going back into care management once this person starts.

Why Open: They have an intake coordinator doing this role now, but she doesn’t have a sales background to close deals. She’s going back to care management.

Work Hours: 9am-6pm EST with a few calls with leadership a week.

Goals and quotas? Still working that out.

What does the commission structure look like? Still working that out.

Salary/Bonus: We're targeting ~$50K base salary for this role plus some commission, I think total role with commission would be under $80K.

Interview Process: They will ask what you know about the company and why you want to work there. There will be 3 interviews, and you’ll meet with the VP of Business Development, the CEO and the other Director helping them. There might be a final with all 3. Start asap.

Onsite/Remote: We are open to exploring candidates in other geographic areas (ideally EST time zone)

Travel: no travel. Big events if they want.

Company Notes:

Website Description: Navigating the health care system and finding the best local resources is difficult and time consuming. You can rely on our team of certified care managers to provide you with expert guidance that will help you get the quality care your loved one deserves while giving you peace of mind. We have the expertise, the experience, the local resource knowledge, and the compassion to maximize the autonomy of our clients while ensuring their safety and well-being.

Overview: They are in the Geriatric Care Management industry. They are similar to homecare and they have care managers that are case managers. They are services and people focused business. They are local market heavy in Northern VA and DC area. They’ve been in that market for around 19 years and they are the largest company that does what they do in the area. They get a ton of referrals in that area so a lot of their business is maintenance, rather than new. That will change when they expand to other areas, though. They want to expand to Maryland, and other areas like FL. They work with doctors, assisted living facilities, but mostly elder law attorneys. They handle medical care and about 80% of their patients have dementia. Their business is working with clients (the older adults), referrals from elder lawyers or assisted living facilities (40% of business), and the rest are family members or state case workers. The assisted living facilities don’t do medical transportation, medical care, or other medical services. ElderTree doesn’t transport clients either, but they do coordinate the transportation for their clients. They give their clients the extra level of oversight that they need.

Profitable: They have been growing 30% year over year. They have about a $5 million run rate in revenue and $1.2 million in EBITDA.

Company Size: They have about 25 full-time employees and some contractors to put them around 32 total. The CEO started in June 2023, but the seller stayed on as President. The President now reports to the CEO and the care team reports to her. The Sales team is lead by the VP of Business Development. The care team has a VP of Operations that has Team Directors reporting to them, and each Director will have about 5-6 care managers below them. They also have finance and head of HR.

Remote/Onsite: The support staff works remotely other than the events they have. The care team works about 30 hours in the field (including travel time) and about 10 hours at home per week. They need to live in their territory because they do go in the field with clients.

Headquarters: 205 Van Buren St Ste 120, Herndon, VA 20170

Territory: They are based in Northern VA near DC. Most of their business is closer to DC and they have a couple of clients in DC. They will soon be expanding to Maryland, and that will include Clarksburg, up do Laurel and down to VA river.

Benefits: They have generous benefits. PTO starts at 2 weeks for the care team but that could increase depending on the role. The leadership team will have coaching sessions and team events. They have a 401K with a 3% match and Employee Health Insurance (100% of premium covered for employee and 50% covered for dependents). Employee Vision (premium covered for employee) starts first day of the month after hire. Employee Dental (premium covered for employee), starts first day of the month after hire. They also offer Short term disability, long-term disability and Life Insurance. They have an annual CEU stipend of $250.00. You’ll also get a company-issued iPhone and laptop. If it’s a work from home/remote position, you’ll get mileage and travel paid by company, and marketing/relationship building budget for BD team.

Personalities: They must be empathetic and care that they are a mission driven company that is touching people at vulnerable times of their lives.

Feedback: 24-48 hours

Staffing: They work with Talent Compass as well. They are good for lower level roles but not for higher level roles.

Who are some of your local competitors: geriatric care management. Debra levy ElderCare Associates in Maryland, Iona in DC is nonprofit, Collin dua (sp?)or lion hearts, HomeWell Care, any home health or homecare agencies, capital city nursing (she wouldn’t target them), the Key (52) TheKey: Overview LinkedIn, and Montcordia home health/home care. Look into (52) Home Care Assistance: Overview LinkedIn. Homecare.com too. Paragon Home Care. Valley Home Care. Care with Love. Bayada. Professional Healthcare Resources. Five Star Home Health. Blue Ridge Hospice. Capital Caring Health.

Hiring Managers:

o VP of Business Development: David Posner has been there since Jan 2024 and was with ShiftMed and Homecare.com previously. His Linked In is I am a sales leader and a healthcare advocate with over 20 years of experience in the industry. As the Vice President of Business Development at ElderTree, I lead the sales force in achieving and exceeding their goals, growing sales, and meeting the company's revenue objectives. In my role, I also identify new and innovative approaches to expand the market and strategically partner with major hospital and rehabilitation systems. I implement sales training programs, mentor team members, and ensure compliance with healthcare regulations. Additionally, I am a referee at BIG3, a professional 3-on-3 basketball league, and a TEDx speaker on topics related to healthcare and leadership. I hold an MBA from George Mason University - School of Management, with a focus on business. I am passionate about using technology to improve the lives of healthcare workers and patients, and I am always looking for new opportunities to learn and grow.

CEO: Adriana Garcia Ceja is the CEO and she started in June 2023. She lives in Reston, VA now, but she’s from Mexico and grew up in Miami. She has perfect communication and is very friendly. She had her first child in Jan 2024 and it's a little girl. Her Linked In is Her Calendly Link is

o President & Founder (/seller): Kate Caldwell, Gerontologist. ElderTree Care Management Services was founded in 2004 by Kate H. Caldwell, Gerontologist on the philosophy that older adults should lead the most fulfilling lives possible with the utmost dignity. Kate has always had a deep passion for working with the elderly stemming all the way back to high school when she worked as an activity assistant in a nursing home. Kate’s passion for serving elders inspired her to found ElderTree and to build a team of highly educated and compassionate professional care managers that share in her philosophy. Her LI is

Official Job Description

Position: Inside Sales Specialist **Remote**

Location: Remote

About ElderTree:

ElderTree Care Management is the leading care management practice in the DC Metro area serving the area for over 20 years. We have a collaborative and team-oriented culture and believe in exceptional service to our clients, team, and community. We are a growing company in the process of expanding beyond our service area.

What we’re Looking for:

We are seeking a highly motivated and energetic individual to join our team as a High Energy Closer/ Inside Sales Specialist, a key player in our sales department, you will be responsible for closing deals and driving revenue growth. This role requires a self-starter with excellent communication skills, and a relentless pursuit of exceeding sales targets.

Responsibilities and qualifications:

Responsibilities:

Negotiate and close deals, consistently meeting and exceeding sales targets.

Ability to nurture existing referral relationships and check on customer satisfaction.

Collaborate with the sales team and other departments to ensure a seamless customer experience.

Analyze territory market data and trends to gain insights into the local business environment, drive pull-through and lead virtual and / or live engagements with customers.

Partner with sales team for outreach to potential new referral sources, coordinating meetings and events.

Engage with potential clients to understand their needs and present tailored solutions.

Conduct product demonstrations and articulate the value proposition effectively.

Build and maintain strong relationships with clients throughout the entire sales cycle.

Qualifications:

Exceptional communication skills.

Ability to thrive in a fast-paced, high-energy environment.

Strong negotiation and persuasion skills.

Results-oriented with a track record of meeting and exceeding sales targets.

Excellent interpersonal skills and the ability to build rapport with clients.

+2 year degree - ideal

Previous inside sales experience

Healthcare sales experience - a plus