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Healthcare Sales Representative
Location: Richmond, VA
Job Type: Direct Hire
Salary: $70,000 – $80,700 base + commission
Schedule: Monday – Friday, 8:00 AM – 5:00 PM
Reports To: Regional Sales Director
Lakeshore Talent is in search of a Healthcare Sales Representative
Lakeshore Talent is seeking an experienced, results-driven Healthcare Sales Representative to join a growing healthcare organization in Richmond, VA. This is a field-based, community-facing sales position responsible for developing referral relationships, generating new business, expanding existing accounts, and driving enrollment growth throughout an assigned territory.
The ideal candidate is a true hunter mentality salesperson who enjoys being out in the community, building relationships, identifying new opportunities, and turning those relationships into measurable business results. This individual should have a strong background in healthcare sales, business development, outside sales, or account management and be comfortable working independently while managing a full territory.
This is an excellent opportunity for someone who is passionate about healthcare, enjoys relationship-driven sales, and is motivated by a strong commission structure.
Compensation
- Base Salary: $70,000 – $80,700
- Commission is earned based on successful enrollments.
- Target is approximately 8 enrollments per month.
- Additional enrollments provide the opportunity for increased earnings.
- Strong performers may earn approximately $4,000–$5,000 per month in commission, with potential for $50,000–$60,000+ annually.
Work Environment & Territory
This is a fully field-based position with the community serving as your primary workplace. The representative will travel throughout the Sacramento territory to meet with referral sources, prospective clients, community organizations, and other partners.
Outreach may take place at:
- Senior centers
- Healthcare facilities
- Low-income housing communities
- Community organizations
- Local events
- Community programs
- Other referral and networking opportunities
The organization offers a strong work-life balance while maintaining a performance-driven culture. Success in this role requires someone who can establish credibility quickly, build trust with referral partners, and consistently deliver measurable results.
Key Responsibilities
Business Development & B2B Sales
- Develop and execute a sales strategy for an assigned geographic territory.
- Identify and prospect new business and referral opportunities.
- Build strong, long-term relationships with healthcare providers, community organizations, and referral partners.
- Break into new accounts and expand existing relationships through strategic account management.
- Increase referral volume through consistent follow-up, relationship development, and consultative selling.
- Conduct in-person meetings, presentations, networking activities, and community outreach.
- Educate referral sources and community partners on available healthcare services and solutions.
- Identify customer and referral needs and effectively connect those needs with appropriate services.
- Prepare and deliver effective presentations to referral sources, prospective clients, and community partners.
- Consistently meet or exceed monthly enrollment and sales goals.
Territory Management
- Develop and maintain a strong pipeline of prospective referral sources and opportunities.
- Manage daily activities and prioritize opportunities throughout the assigned territory.
- Conduct proactive prospecting through phone calls, email outreach, networking, cold calling, community events, and face-to-face meetings.
- Develop relationships across multiple channels, including healthcare organizations, senior services, community organizations, government entities, faith-based groups, and other community resources.
- Continuously identify opportunities to grow existing accounts and develop new sources of business.
- Maintain a consistent presence throughout the assigned territory.
Enrollment & Individual Sales
- Educate prospective clients and families regarding available healthcare services.
- Conduct consultations and presentations with prospective clients.
- Qualify prospective clients and determine appropriate next steps.
- Build trust with individuals and families throughout the sales and enrollment process.
- Work collaboratively with internal teams to ensure a smooth transition from initial lead through enrollment.
CRM & Sales Reporting
- Maintain accurate and timely records of all sales, prospecting, referral, and follow-up activities within the CRM.
- Track account activity, pipeline development, sales calls, meetings, presentations, referrals, and enrollments.
- Maintain regular communication with referral sources and document interactions and next steps.
- Utilize CRM data to manage the territory, prioritize opportunities, and monitor progress toward goals.
- Regularly report on sales activity, pipeline development, goal attainment, and performance to sales leadership.
Required Qualifications
- 3+ years of healthcare sales, outside sales, business development, or related quota-carrying sales experience.
- Proven track record of meeting or exceeding sales quotas.
- Experience in healthcare, senior care, post-acute care, managed care, home health, hospice, or a related healthcare environment.
- Proven success developing referral relationships with hospitals, physicians, skilled nursing facilities, case managers, healthcare professionals, and community organizations.
- Strong B2B sales and account management experience.
- Demonstrated ability to identify and develop new accounts.
- Experience expanding existing accounts and increasing referral volume.
- Territory management experience.
- Strong prospecting and networking skills.
- Experience conducting in-person client and referral meetings.
- Consultative sales experience, including educating, qualifying, and guiding prospective clients through an enrollment process.
- Proficiency with CRM systems; Salesforce experience preferred.
- Bachelor's degree required.
Preferred Qualifications
- Existing professional network within the healthcare or senior care community.
- Experience working with senior populations.
- Experience working with Medicaid or Medicare populations.
- Experience working with low-income or underserved communities.
- Experience in senior living, managed care, post-acute care, home health, hospice, or related services.
- Bilingual Spanish/English skills strongly preferred.
Ideal Candidate
The successful candidate will be:
- A proactive hunter who enjoys identifying and pursuing new business opportunities.
- Highly motivated by sales goals and commission-based compensation.
- Persistent and comfortable with prospecting and cold outreach.
- A strong relationship builder who can establish credibility with healthcare professionals and community partners.
- Comfortable working independently and managing a field-based territory.
- Organized and disciplined with strong pipeline management skills.
- Results-driven with a strong sense of urgency.
- An excellent communicator and presenter.
- Compassionate and personable when working with seniors, families, and community members.
- Motivated by both business results and the opportunity to make a meaningful impact in the community.
What Makes This Opportunity Unique
This position offers the opportunity to combine healthcare sales, business development, and community outreach in a role where relationship building directly contributes to business growth.
The ideal candidate will be someone who can answer “Why sales?” with a clear personal motivation and demonstrate a history of successfully hunting for new business while also growing existing accounts.
Benefits
Benefits begin Day 1 of employment and include:
- Medical insurance options
- Dental insurance
- Vision insurance
- 401(k) with a 50% match on the first 4% contributed
- 11 paid holidays
- Paid time off beginning at approximately 15 days during the first year, increasing with tenure
- Annual sick time accrual
- Employee Assistance Program (EAP) for employees and household members
- Wellness benefits
- Employee discounts through participating partners
- Tuition reimbursement for eligible coursework after one year of service
- Employee referral bonus program offering up to $10,000