Homage is redefining in-home caregiving for our parents, grandparents, friends and loved ones. At the heart of Homage are the families and caregivers we work with and the technology we build transforms their lives and care delivery experience. Here, everyone works on exciting, meaningful projects. We move fast, have fun and help each other out.
We’re looking for people who are talented, thoughtful, responsible and passionate individuals who share our values and passion for what we do. Your work will directly impact the lives of people receiving care, people delivering care, and the families that are normally left in the dark about the entire caring process. We're looking for strong team players, people who can work with a very diverse team (engineers, care operations, sales folks). We’re proudly backed by a group of top local investors, including Golden Gate Ventures, 500 Startups and SeedPlus.
Homage is a complete home care solution that combines the curation and training of Care Professionals with smart technology to provide on-demand home caregiving to seniors, allowing them to age at home with comfort, dignity, control and grace. Using a web and mobile technology platform, Homage efficiently matches Care Recipients with qualified Care Professionals and schedules caregiving on an on-demand basis to provide recipients with home nursing care, assistance with daily activities and therapy services. Homage works with both private clients and public organizations to provide high quality care to seniors.
The Director of Sales & Business Developmentis responsible for driving and developing Homage’s partnerships, driving strategy and a strong partnership pipeline to deliver impactful growth for Homage. The role will manage both direct and inside sales functions and lead Homage’s care advisory unit as well as care network partnerships.
Work with the CEO to size opportunities, determine key sales development segment and priorities, building and refining Homage’s business development playbook
Coordinate and drive new business revenues from potential partners including acute health organisations, governmental (VWOs), insurance, financial and corporate partners
Generate and qualify new leads and be resourceful in using multiple approaches to penetrate prospective accounts
Grow and manage a pipeline of opportunities and deals in the Sales CRM system to provide accurate reporting and forecasting
Build team to execute on opening and closing deals end-to-end including pitching, building alignment, negotiation, contracting and implementation
Build consensus and lead the team to consistently deliver on sales targets
Develop a deep understanding of the differentiated value proposition of Homage’s services and mastery in pitching custom messages to individual prospects
Drive strong partner interest and top of funnel pipeline, maintain a healthy sales cycle and conversion funnel of new opportunities based on sales targets and be a first class ambassador of Homage to all prospects
Work in cooperation with the assigned Customer Success, Marketing and Product teams to assist with solution development, penetration, renewals, up and cross-selling to existing customers.
Own and cultivate meaningful and deep relationships with key partners, develop deep understanding of care and customer needs, requirements and macro market trends, identify influence and develop contacts at the highest appropriate levels within target prospects
Coordinate appropriate operational handover as well as administrative and financial activities for new customers won and existing clients including client operations and billing procedures, contract review, pricing, invoicing and AR collections
Direct, build and lead the inside sales team to achieve Homage’s growth goals and target conversion rates as well as articulate Homage’s service and value proposition to prospective customers
Develop deep empathy for care recipients and their loved ones as well as their end-to-end user journey with Homage; drive the team with a laser-focus on the people at the heart of Homage – customers, care recipients and care professionals
Build a deep understanding of customer needs and their service requirements; uses actionable data and insights to build and iterate on the inside sales playbook
Harnesses the team’s combined experience to build inside sales training content and continuously optimize for conversion rates from inbound leads
Define and improve on workflows to manage, track engage all leads, prospects and clients via technology tools and internal systems as well as to enable successful handover to the care operations and specialists teams
Mature and implement data and product analytics frameworks and processes to gain required insights on customer acquisition and engagement.
SKILLS & EXPERIENCE
Minimum of 5-8 years of experience in direct sales and/or business development, including a minimum of 3-5 years in a managerial position
Detailed knowledge of selling directly to organisations and B2B sales management
Experience in excelling in a fast-paced, high growth and rapidly changing healthcare or technology environment
Ability to initiate and close deals end-to-end, build relationships and trust though consultative approach
Self-driven, motivated and entrepreneurial; ability to own outcomes and make things happen
Strong leadership qualities; manage and scale team, recruit and retain top talent, build consensus and rally members to achieve goals
People-centric, driven by a desire to make a significant positive impact
An ‘Innovative rain-maker’, you have the ability to proactively identify improvement areas as well as create and drive innovative solutions
Excellent written and verbal communication skills; can communicate clearly and effectively
Data-driven and utilizes qualitative and quantitative analysis of data and analytical insights to drive decision making
Experience in establishing departmental budgets as well as driving sales improvement projects and initiatives
Bachelor’s degree in relevant field
Previous sales experience at a fast-growing startup strongly preferred
Not required but bonus points if you have an MBA
In other words,
You are highly-motivated and want to create huge impact in a fast-growing start-up
You are an enthusiastic team player with a proactive attitude
You are a stickler for excellence and possess a keen eye for detail
You are highly resourceful when facing challenges of all types