a-place-for-mom - Account Executive, Home Care
Requirements
• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field required. • Minimum of 7 years of B2B sales experience, with a proven track record of achieving and exceeding revenue targets. • Demonstrated success in consultative selling, closing enterprise deals, strategic business development, and navigating complex sales cycles. • Experience selling through franchise or multi-location/channel structures, winning corporate-level commitments that drive adoption across individually owned locations. • Strong executive presence, with the ability to build credibility and influence senior executives, corporate decision-makers, franchise leadership, and other key stakeholders. • Experience managing cross-functional teams, including sales and customer success partners, and driving results through influence and collaboration without direct authority. • Proven ability to turn data into clear, compelling insights that uncover growth opportunities, influence decisions, and build the case for investment. • Strong analytical, financial, negotiation, presentation, and relationship-management skills. • Experience in home care, senior care, or a related healthcare services industry preferred. • Highly organized and self-directed, with the ability to manage multiple strategic accounts, prioritize opportunities, and execute against ambitious growth objectives. • Willingness to travel as needed to support executive engagement, strategic account development, and field execution. Estimated 25% travel.
Responsibilities
• Own the full enterprise sales cycle with franchise organizations and other multi-location operators, from prospecting and securing executive access through negotiation and close, to land corporate orders that bring locations into APFM’s network at scale. • Build a compelling, tailored APFM value story for each strategic account, grounded in its business model, growth priorities, and location-level performance data, that makes the case for a corporate-level commitment. • Develop and execute strategic enterprise account plans for home care franchise systems, large corporate operators, and organizations with multiple home care agencies to win corporate orders, drive revenue growth, and achieve corporate sales objectives. • Build relationships with C-suite executives, corporate leadership, franchise business coaches, and other senior decision-makers to establish APFM as a strategic partner and secure large-scale corporate orders. • Identify opportunities to expand existing relationships, recognizing that some agencies may already participate in APFM’s programs through independently established agency relationships, and translate that existing engagement into corporate orders. • Drive enterprise-wide adoption and increase the penetration of APFM’s programs across eligible franchise locations, affiliated agencies, and corporate-owned networks. • Grow referral volume and network capacity by developing strategies that increase the number of participating agencies and expand engagement within existing accounts. • Partner closely with HCAMs to accelerate agency-level selling, align grassroots sales efforts with corporate priorities, and increase the velocity of local adoption and program utilization, building the location-level momentum that helps win each corporate order. • Guide Customer Success Managers (CSMs) on agency-level enablement, including the HCAM-to-CSM handoff at go-live, so local execution reflects each corporate partner’s priorities, and use the adoption results and upsell triggers CSMs surface as proof points to win and expand corporate orders. • Develop executive-level presentations and business reviews that communicate APFM program performance, highlight growth opportunities, and establish clear plans for expanding participation and referral volume. • Monitor strategic account performance, agency participation, network capacity, referral trends, and sales pipeline progression to assess progress against growth objectives and adjust strategies accordingly. • Establish measurable account-level goals and hold cross-functional partners, including HCAMs and CSMs, accountable for execution, ensuring that corporate agreements translate into agency participation, sustained retention, and incremental business. • Maintain accurate account plans, forecasts, pipeline reporting, and performance metrics within APFM’s CRM and reporting systems. • Represent APFM in executive meetings, industry events, and strategic partnership discussions to strengthen relationships and identify new opportunities for growth.
Benefits
• 401(k) plus match • Dental insurance • Health insurance • Vision Insurance • Paid Time Off
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