Director of Business Development

Director of Business Development role in Stoneham, MA focused on building referral networks and local market growth for FirstLight Home Care of Boston Northwest.

Responsibilities

• Build and manage a robust referral network across hospitals, rehab centers, assisted living and independent living communities, skilled nursing facilities, geriatric care managers, elder law attorneys, physicians, hospice teams, veteran organizations, senior centers, and other local partners.
• Forge new relationships and strengthen existing ones through ongoing outreach, in-person visits, presentations, follow-up, and clear communication.
• Develop and execute a weekly business development plan for the territory.
• Represent FirstLight professionally with referral partners and families exploring care options.
• Respond promptly to referrals and prospective clients, coordinating with internal teams for timely follow-up.
• Track activity, sources, opportunities, next steps, and outcomes in the CRM.
• Provide weekly reports on relationship activity, referral volume, qualified opportunities, starts of care, billable-hour impact, and growth priorities.
• Collaborate with scheduling, intake, care coordination, office staff, and leadership to ensure smooth onboarding of new clients.
• Identify market opportunities, partnership ideas, events, and source needs to support long-term growth.

Requirements

• 3+ years in business development, outside sales, account management, community relations, or relationship-driven growth.
• Proven ability to establish trust with new contacts and maintain long-term professional relationships.
• Strong communication, presentation, follow-up, and organizational skills.
• Comfort conversing with families, older adults, healthcare professionals, attorneys, care managers, community leaders, and business partners.
• Ability to manage a territory with a consistent weekly cadence of outreach and follow-up.
• CRM or sales-tracking experience preferred.
• Valid driver’s license, reliable transportation, and ability to travel throughout the local market.

Technologies

• CRM

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• 401(k)
• 401(k) matching
• Cell phone reimbursement
• Paid time off
• Paid holidays
• Sick time
• Mileage reimbursement
• Tolls reimbursement
• Parking reimbursement
• Mobile phone stipend
• Structured onboarding
• Paid training
• CRM
• Sales collateral
• Priority-account support
• Retirement plan

The Opportunity

• Lead relationship-driven growth across the service area for FirstLight Home Care.
• Own development of referral relationships, community partnerships, family lead follow-up, and local market visibility.

About FirstLight Home Care

FirstLight Home Care provides trusted in-home support for older adults, adults with disabilities, people recovering from illness or surgery, veterans, and families who need dependable care at home. Services include companion care, personal care, dementia care, respite care, and other non-medical home-care support to help clients live safely and with dignity. The agency emphasizes responsive service, thoughtful care coordination, and strong relationships with families and the senior-care community.

You Are

• A sales and business development leader who keeps the pipeline moving, keeps referral sources engaged, and focuses growth activity on measurable outcomes.
• A relationship builder who engages in listening, understands what matters to others, and cultivates trust over time.
• A revenue generator who develops trusted referral-source partnerships and guides families with clarity, warmth, and professionalism.
• Organized and disciplined in territory management and follow-up, with a commercially minded approach to link relationship activity to growth.
• A true relationship-driven business builder rather than a pure networker.

What Success Looks Like

• Increased qualified referrals from trusted local partners.
• Deeper relationships with high-value referral sources.
• Faster and more consistent follow-up with families.
• Growth in new clients, starts of care, billable hours, and revenue.
• Clear weekly visibility into business development activity and results.
• Enhanced FirstLight reputation in the local senior-care and family-care ecosystem.
• Productive collaboration with intake, scheduling, care coordination, and agency leadership.

Helpful, But Not Required

• Experience in home care, senior care, healthcare, senior living, hospice, rehabilitation, or care management.
• Existing relationships in the Greater Boston senior-care or healthcare community.
• Experience selling services where trust, empathy, and long-term relationship quality matter.
• Experience presenting to both professional referral partners and families.

Compensation

• Base salary range: $70,000 - $80,000
• Target variable pay: $20,000 - $35,000
• Target total compensation: $90,000 - $115,000 OTE
• Pay reflects a balanced incentive plan focused on durable, quality growth, including starts of care, retained billable hours, and strong referral relationships
• Final incentive terms governed by a written plan specifying when earned and payable, and handling cancellations and terminations
• Location: Stoneham, MA (onsite). Territory serves the Greater Boston / Boston Northwest area with local travel

Territory and Travel

• Field-based role serving the Greater Boston / Boston Northwest market
• Regular local travel to referral partners, community events, family meetings, and internal team meetings
• Territory may include a Middlesex-heavy northwest suburban patch and related referral markets

Compliance and Professional Standards

• Represent FirstLight’s services accurately and professionally
• Explain non-medical home-care services clearly and protect client and family information
• Maintain professional boundaries and avoid improper referral incentives or promises
• Coordinate closely with intake, scheduling, care coordination, and leadership to prevent overpromising availability, caregiver fit, or outcomes

Equal Opportunity Statement

FirstLight Home Care is an equal opportunity employer. We value diverse backgrounds and encourage qualified candidates who are passionate about serving older adults and families to apply.

At-Will Employment and Job Description Disclaimer

Employment with FirstLight Home Care is at will unless otherwise stated in a written agreement. This description outlines the general nature of the role and is not exhaustive; responsibilities may evolve with business needs.

Work Location

In person