Territory Sales Manager — Home Care (Private Pay)
Aspire Caregiving · Medford / Central Point, OR · Full-time, field-based
READ THE NUMBERS FIRST
Most sales ads make you scroll for the compensation. Here it is. The average private-pay client you bring on bills 28 hours a week at $44.90/hour — $1,257 a week in revenue. You earn 4% of every hour of care that client actually receives, through their first four months:
- $50.29 a week at 28 hours
- $871.66 total if those hours hold across the full four months
You are paid on hours delivered and collected, not a flat monthly figure. A week the client spends in the hospital is a week nobody bills. Your check follows the care — which is exactly why we want you building plans that hold.
Two levers, both yours. Most reps only think about client count. The size of the case pays you just as much:
- 20 Hours client size = $35.92 weekly cut / $623 over 4 months if hours hold
- 28 hours client size = $50.29 weekly cut / $872 over 4 months if hours hold
- 40 hours client size = $71.84 weekly cut / $1,245 over 4 months if hours hold
A rep who builds 40-hour cases earns double a rep who builds 20-hour cases at the exact same client count. Bring good cases, not just cases.
Now run it forward. This is arithmetic, not a promise:
- 1 New private pay client/ week = 52 Clients/ year - $45,300 commission ($120,300 total at $75,000 base)
- 2 New private pay clients/ week = 104 Clients/ year - $90,700 commission ($165,700 total at $75,000 base)
- 3 New private pay clients/ week = 156 Clients/ year - $136,000 commission ($211,000 total at $75,000 base)
Year one, honestly: you won't be at steady state on day one, and the payment timing below means your twelfth month pays in month thirteen. Following the ramp — no quota in month one, one to two a week by month two, three a week by the end of month three — you'd collect roughly $83,000 in commission across your first twelve months, putting year one near $158,000. Year two at that same three-a-week standard is $211,000.
That figure assumes you start from a standing stop. If you already know the senior and medical community in this valley, you will beat it.
Every private-pay client you close pays you the same 4% — whether the family came from a discharge planner you spent three months cultivating or from an inbound lead we routed to you this morning. No carve-outs, no reduced rate on company leads, no split with anyone. You don't call on DHS or VA at all; your time and your commission both point at private pay.
WHEN YOU GET PAID — READ THIS TOO
We're going to be straight with you about the timing, because it's the thing most ads hide.
We bill the client after two weeks of service and collect roughly a week after that. Commission is paid once a month, the month after the month the service was delivered. A client you start in May earns May commission that hits your check at the end of June.
Practically: if your first clients start in month two, your first commission check lands at the end of month three. If you walk in already knowing this community and sign someone in month one, it lands a month sooner. Either way, the base is real and we pay every dollar of it from day one. Come in with your eyes open on that runway and the rest of this takes care of itself.
And we have never clawed back a commission. We can't — you're paid on money already collected, so there is nothing to reverse. What we pay you is yours. Ask the last three companies you worked for whether they can say that.
Two more things you would have to dig for anywhere else. Your four months run on service dates, not payment dates, so a family who pays slowly never shortens your earning window. And if an invoice collects late, you still get paid on it whenever it lands. You do not absorb our collections risk. Ever.
THE ROLE
Aspire is Medford-founded home care. Our owners were the first two caregivers, fifteen years ago. We have a name across the Rogue Valley that discharge planners already recognize — and we have not gone out and taken the market share that reputation has earned us.
That is the entire job. Own private-pay growth across this region.
This is a hunter's seat. You're in the field building referral relationships and converting them — not at a desk maintaining a book somebody else built.
What you own: - Referral relationships: hospitals, discharge planners, skilled nursing, assisted living, hospice, elder law attorneys, professional fiduciaries, outpatient PT - Warm inbound internet leads routed directly to you — families already looking for care - New private-pay and long-term-care-insurance business, first contact through close - The private-pay assessment itself, on the cases you want to run — you sit at the kitchen table, you build the care plan, you set the hours.
That last one matters more than it looks. The hours on the plan are your commission. Most companies take the close away from the rep and hand it to a coordinator. We'd rather you kept it, because nobody is going to build that plan more carefully than the person getting paid on it.
The assessment is about an hour in the home, and that is very nearly all of it. A dictation service writes the assessment up from your conversation with the family. You review it, confirm it, and tell scheduling the hours and what the care looks like. You keep your own CRM notes current the way you always have — beyond that, there's no write-up tail and no evening data entry. When you're on vacation, or when your volume outruns your calendar, a Care Advocate runs the assessment for you — and you are still paid on the client, in full. The close is yours to keep, not a chore you're stuck with.
What you don't own: DHS, VA, scheduling, staffing, billing, or client complaints. Other people are paid to do those. Your calendar stays in the field.
THE FIRST 90 DAYS
Month 1 — No quota. You're getting known. We hand you the twenty-five people who matter in this valley and the relationships we already have with them. Most companies won't fund four weeks of pure relationship-building. We will, because it is the only thing that makes month four onward work.
But if you already know this community, don't wait on our account. One of our reps came in with existing relationships across the senior and medical community here and had referrals inside her first month. Nothing in this plan slows you down — a client you bring in week two pays you exactly what a client in month six pays you. The ramp below is a floor, not a schedule.
Month 2 — One to two new private-pay clients a week.
Month 3 — Three a week by the end of it.
Beyond — Three a week is the standard. The ceiling is yours to find. This branch has run 3,000 hours on its own before, with one great rep driving it. We would like to see that again.
The weekly rhythm that produces it: roughly 40 meaningful touches, several substantive referral meetings, one A-level new connection.That is the whole scorecard.
There is nothing else on it.
WHY THIS TERRITORY CONVERTS
Between 75% and 83% of the referrals that reach us become clients.
That is the number that decides whether your effort turns into income. Your job is to create the at-bat. Ours is not to drop it.
If you've ever sold for a company where you did the hard part and operations fumbled the handoff, you already know why that percentage matters more than the commission rate does.
Fifteen years in the Rogue Valley. Four Oregon branches. Licensed, bonded, audit-clean. Home Care Pulse satisfaction data you can hand a discharge planner without flinching. A direct line to the owner — your ideas get answered the same week, not routed up a chain.
COMPENSATION
- Base $70,000–$80,000 DOE, paid in full through the ramp
- 90-day base review Beat the month-three number and we revisit your base upward. Written into your offer, with the trigger stated.
- Commission 4% of collected private-pay and LTC-insurance revenue on hours actually delivered, through each client's first four months of service. Paid monthly in arrears. Uncapped. No clawback.
- Payment timing Paid the month following the month of service. First commission check arrives end of month three.
- Year one~$158,000 following the ramp above, accounting for payment timing
- Year two / steady state $165,000 at two clients a week · $211,000 at the three-a-week standard
- Mileage Reimbursed
- Benefits Health, dental, vision · 401(k) with match · paid time off
WHO THIS IS FOR
You've carried a quota and beaten it, and you can state your numbers from your last two roles right now without looking them up. You'd rather have a territory and a scoreboard than a manager. You can walk into a building cold and leave with a name and a calendared next step. And you have sold to somebody who was frightened — a daughter deciding about her father — and you did not push.
WHO THIS IS NOT FOR
Anyone who needs a lead list handed to them. Anyone who has to be asked twice for their pipeline. Anyone who reads "no quota in month one" as permission to coast rather than as four paid weeks to build the relationships that pay them for the next three years.
HOW WE HIRE
- Twenty-minute phone screen — this week
- Working interview: you walk us through your last two territories, numbers included
- Offer within 10 days of first contact
Three steps. Ten days. We are not going to drag you through six rounds and a personality test.
We hire using Topgrading. You will arrange the reference calls yourself, and we make every one of them. If that's a problem, this is the wrong seat.
TO APPLY
Resume, plus three answers:
- A field sales role where you were directly responsible for generating new business — and the measurable results you produced.
- Your experience building referral relationships in healthcare, senior care, or another trust-based business.
- The biggest number you have personally driven, and how you did it.
We are hiring one person, not filling a stack of resumes. We move fast for the right one.
Aspire Caregiving is an equal opportunity employer. Valid driver's license, insurance, and reliable vehicle required. Background check required per Oregon in-home care regulations.
Job Type: Full-time
Pay: $70,000.00 - $190,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Application Question(s):
- What field-based sales role have you held where you were directly responsible for generating new business?
- Month one carries no quota, and depending on when your first clients start, your first commission check may not arrive until the end of month three. You are on full base that entire time. Does that work for your situation?
- What measurable results did you produce in that role? Give specific numbers.
- What experience do you have building referral relationships in healthcare, home care, senior care, or another trust-based service business?
Work Location: On the road
