The Opportunity
FirstLight Home Care is hiring a Director of Business Development to lead relationship-driven growth across our service area. This person will own the development of referral relationships, community partnerships, family lead follow-up, and local market visibility.
This is not a generic marketing role, and it is not limited to candidates who have only worked in home care. We are looking for a relationship builder: someone who can earn trust, open doors, follow through, represent the business professionally, and turn strong local relationships into qualified referrals and new client growth.
The right candidate may come from home care, senior living, healthcare, hospitality, professional services, financial services, community partnerships, outside sales, account management, or another field where trust-based relationship development is central to success.
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. Our services include companion care, personal care, dementia care, respite care, and other non-medical home-care support designed to help clients live safely and with dignity.
We are a locally owned agency focused on responsive service, thoughtful care coordination, and strong relationships with families, referral partners, and the senior-care community.
You Are
You are a leader who runs the sales and business development engine, keeping the wheels moving, referral sources engaged, and growth activity focused.
You are the person who knows how to build relationships before there is an immediate transaction. You can walk into a room, listen well, understand what matters to the other person, and create real trust over time.
You are the revenue generator. You build strong relationships with referral sources who recommend families, and you engage those families with clarity, warmth, and professionalism so they feel confident working with FirstLight Home Care.
You are organized enough to manage a territory, disciplined enough to follow up consistently, and commercially minded enough to connect relationship activity to measurable growth.
You are not just a networker. You are a relationship-led business builder.
What You Will Own
- Build and manage a strong referral network across hospitals, rehabilitation centers, assisted living communities, independent living communities, skilled nursing facilities, geriatric care managers, elder law attorneys, physicians, hospice and palliative care teams, veteran organizations, senior centers, community groups, and other local partners.
- Develop new relationships and deepen existing ones through consistent outreach, in-person visits, presentations, follow-up, and useful communication.
- Create and execute a weekly business development plan for the territory.
- Represent FirstLight professionally with both professional referral partners and families exploring care.
- Respond quickly to referrals and prospective clients, coordinating with the internal team so families receive timely, thoughtful follow-up.
- Track activity, referral sources, opportunities, next steps, and outcomes in the CRM.
- Report weekly on relationship activity, referral volume, qualified opportunities, starts of care, billable-hour impact, and growth priorities.
- Partner with scheduling, intake, care coordination, office staff, and agency leadership to ensure new clients are onboarded well.
- Identify market opportunities, partnership ideas, community events, and referral-source needs that can support long-term growth.
What Success Looks Like
Success in this role will be measured by relationship quality, activity discipline, and business outcomes, including:
- More qualified referrals from trusted local partners.
- Stronger 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.
- A stronger FirstLight reputation in the local senior-care and family-care ecosystem.
- Productive collaboration with intake, scheduling, care coordination, and agency leadership.
Qualifications
- 3+ years of successful business development, outside sales, account management, community relations, partnerships, or relationship-driven growth experience.
- Proven ability to build trust with new contacts and maintain long-term professional relationships.
- Strong communication, presentation, follow-up, and organization skills.
- Comfort speaking with families, older adults, healthcare professionals, attorneys, care managers, community leaders, and business partners.
- Ability to manage a territory and maintain 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.
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
This role includes a competitive base salary plus performance-based variable pay tied to quality business growth.
Base salary Range: $70,000-$80,000
Target variable pay: $20,000-$35,000
Target total compensation: $90,000-$115,000 OTE
Incentives should reward durable, quality growth, not just raw lead volume. The goal is to grow qualified referrals, successful starts of care, retained billable hours, and productive referral relationships.
Final incentive terms will be governed by a written incentive plan that defines when incentive compensation is earned, when it is payable, and how cancellations, short-duration clients, retained revenue, and employment termination are handled.
Benefits and Perks
FirstLight Home Care intends to offer a competitive W-2 employee package designed for a field-based relationship-builder, including:
- Medical, dental, and vision insurance.
- 401(k), with employer match if available under company policy.
- Paid time off and paid holidays and sick time.
- IRS mileage reimbursement for approved business travel.
- Reimbursement for approved tolls and parking.
- Mobile phone stipend or phone reimbursement.
- Paid training, structured onboarding, professional development & mentorship.
- CRM, sales collateral, and priority-account support.
Field-based schedule with regular territory activity and periodic office/team meetings.
Territory and Travel
This is a field-based role serving the Greater Boston / Boston Northwest market. The Director of Business Development should expect regular local travel to referral partners, community events, family meetings, and FirstLight team meetings.
Territory coverage may include a Middlesex-heavy northwest suburban patch and related referral markets. Final territory assignments may include named towns, named accounts, priority referral sources, or a combination of those categories.
Compliance and Professional Standards
The Director of Business Development must represent FirstLight’s services accurately and professionally. This includes explaining non-medical home-care services clearly, protecting client and family information, maintaining appropriate professional boundaries, and avoiding improper referral incentives, inducements, or promises.
This role requires close coordination with intake, scheduling, care coordination, and agency leadership so FirstLight does not overpromise care availability, caregiver fit, clinical capabilities, pricing, timing, or outcomes.
This is a W-2 employee role. The position is intended to operate as a field-based sales role, and duties and work patterns should remain consistent with applicable wage-and-hour requirements.
Equal Opportunity Statement
FirstLight Home Care is an equal opportunity employer. We value people with different backgrounds, experiences, and perspectives, and we 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 provided in a written agreement signed by an authorized company representative. This job description is intended to describe the general nature and level of work performed. It is not an exhaustive list of all duties, responsibilities, or qualifications. FirstLight Home Care may modify responsibilities as business needs evolve.
Pay: $90,000.00 - $115,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Retirement plan
- Vision insurance
Work Location: In person
