Field Account Manager – Home Health & Senior Care

Overview

Sales Account Manager - Healthcare & Senior Care (Field-Based)
Rocky Mountain Laboratories – South Phoenix, AZ

About Us
Rocky Mountain Laboratories is a clinical laboratory providing comprehensive laboratory services. We are dedicated to delivering accurate and timely diagnostic information and are committed to improving healthcare outcomes through cutting-edge technology and a customer-focused approach.

This is a relationship-driven, field-based healthcare sales role focused on long-term territory growth rather than transactional selling. Success in this position comes from building trust-based partnerships across the senior care and post-acute ecosystem. Strong relationships in this space often lead to sustained referral growth.

We are seeking a driven Sales Account Manager to expand our Home Health & Senior Care service presence across South Phoenix and surrounding communities
, with territory adjustments possible as the market grows.

This field-based role focuses on building and expanding partnerships with home health agencies, hospice organizations, assisted living communities, memory care centers, skilled nursing facilities, post-acute rehabilitation programs, care management teams, and other senior care providers.

Ideal candidates have backgrounds in home health business development, hospice liaison roles, senior living marketing/community relations, skilled nursing marketing, rehabilitation program outreach, or healthcare field sales
, where in-person relationship-building is essential.

Frequent onsite visits and regional travel are required.

• Develop and execute territory growth strategies within home health, hospice, senior living, and post-acute care networks.
• Identify and pursue new business through structured prospecting, referral networking, relationship-based outreach, onsite visits, and community engagement.
• Conduct presentations and value discussions with administrators, Directors of Nursing (DON), clinical managers, home health marketers, hospice liaisons, case managers, care coordinators, and physicians, with a focus on operational workflows and patient care needs.
• Lead contract discussions and manage the sales cycle from initial outreach to close.
• Build long-term client relationships through consistency, follow-up, education, and service excellence.
• Maintain accurate CRM documentation (e.g., Salesforce) and provide regular activity reporting.
• Monitor market trends within senior care, home health, hospice, SNF, and post-acute sectors to stay ahead of client needs.
• Collaborate with internal teams to support onboarding, implementation, and ongoing service delivery.
• Provide consistent follow-up and in-person field support to strengthen partnerships and resolve questions.
• Represent the company professionally within the South Phoenix healthcare and senior care community.
• Other duties as assigned.

• Minimum 2 years of field sales experience (any industry).
• Proven ability to self-generate leads and close business.
• Strong interpersonal and communication skills; able to build trust with clinical and administrative stakeholders.
• Effective negotiation and presentation abilities.
• Highly organized with strong time and territory management skills.
• Ability to work independently while collaborating with internal teams.
• Proficiency with CRM platforms (e.g., Salesforce) and mobile field tools.
• Willingness to travel frequently throughout South Phoenix and the surrounding areas
  .

This role is best suited for individuals who are motivated by relationship-building, territory development, and long-term growth rather than short-term wins.

Successful candidates typically:

• Experience in field-based, in-person sales environments (including door-to-door or territory-based outreach) where persistence, relationship-building, and follow-up are critical to success.
• Are strong listeners and effective communicators.
• Are comfortable initiating conversations and building rapport in person.
• Demonstrate persistence, curiosity, and follow-through.
• Work well independently while collaborating with internal teams.
• Are willing to invest time early to build a strong referral network.

Prior healthcare experience is highly valued but not required for candidates with strong field sales backgrounds and a willingness to learn healthcare workflows and compliance requirements.

• Experience in home health business development, hospice liaison/marketer roles, senior living sales, community relations, skilled nursing marketing, post-acute care outreach, or medical diagnostics sales
  .
• Experience in relationship-driven, referral-based sales environments where trust and consistency are critical to success.
• Existing connections within Phoenix’s home health, hospice, or senior care markets.
• Knowledge of diagnostic services, in-home care workflows, or post-acute provider needs.
• Understanding of healthcare compliance (HIPAA, CLIA, CMS).
• History of exceeding sales targets in referral-driven or…