Business Development Executive – Direct-to-Family Sales

Eldercare Resource Planning is a nationwide Medicaid planning and application support service that helps families navigate long-term care Medicaid and protect their assets. The Business Development Executive will build referral relationships with healthcare facilities and social service professionals, conduct family consultations, convert referrals into enrolled clients, and manage client and partner relationships.

Responsibilities:

• Build and maintain a high-value referral network across your assigned territory, including Skilled Nursing Facilities (SNFs), Assisted Living Facilities, Hospitals, Rehab Centers, Elder Law Attorneys, and Social Services Directors
• Position our firm as the go-to Medicaid planning resource that referral partners recommend with confidence when a family needs help
• Attend state healthcare association events, senior care conferences, and elder law networking events to build visibility and relationships
• Establish communication workflows with Social Workers, Discharge Planners, and Business Office Managers to ensure warm, timely referrals
• Leverage proximity to your assigned metro market while managing your territory remotely
• Conduct discovery calls with prospective client families to understand their Medicaid situation, timeline, and financial picture
• Present our services with empathy and clarity, helping families understand the value of professional Medicaid planning and why acting quickly matters
• Guide families through the enrollment decision, addressing objections about cost, complexity, and eligibility with confidence and expertise
• Convert referrals into enrolled clients by building trust quickly with families who are often frightened and overwhelmed
• Manage a pipeline of active prospects and follow up consistently without being pushy
• Onboard new clients and set expectations for the application process, timeline, and communication cadence
• Maintain touchpoints with referral partners to ensure ongoing referral flow and address any service concerns promptly
• Track referral source performance and deepen relationships with the highest-volume partners
• Gather testimonials and case outcomes to support marketing and referral conversations

Requirements:

• Experience: 5+ years of sales experience, with a strong preference for B2C, consultative, or high-empathy sales environments (senior care, financial services, elder law, healthcare, home care, hospice, insurance)
• Experience selling directly to families or individuals navigating healthcare, financial, or legal decisions is highly valued
• Prior experience building referral networks with healthcare providers, social workers, or discharge planners is a significant advantage
• Must reside in one of the following priority markets: Dallas/Fort Worth, TX | Atlanta, GA | Tampa, FL | Jacksonville, FL | Austin, TX | Orlando, FL | Pittsburgh, PA | Phoenix, AZ | Las Vegas, NV | Knoxville, TN | Indianapolis, IN | Greenville, SC | Chattanooga, TN | Memphis, TN | Oklahoma City, OK | Houston, TX
• Empathy: The ability to connect with families in crisis, earn their trust quickly, and guide them to a confident decision without pressure
• Hunter Mentality: A self-starter who proactively builds pipeline, follows up relentlessly, and thrives in a remote, autonomous environment
• Communication: Clear, warm, and persuasive across phone, video, and in-person settings. You can explain complex topics in plain language
• Organization: Ability to manage a multi-stage pipeline across referral development and active client prospects simultaneously
• Resilience: Comfortable working with families facing emotionally difficult circumstances without burning out
• Deep understanding of your local healthcare and senior care landscape is strongly preferred