About the role
Job Title:
Director of Sales and Business Development
Employment Type:
Full-Time, Exempt
Location:
BrightStar Care Scottsdale
Salary:
$100,000–$120,000 + commission
Reports to:
Franchise Owner
Last Revised:
08/24/2026
ABOUT BRIGHTSTAR CARE
BrightStar Care is a nationally recognized provider of home health care and medical staffing services, delivering skilled nursing, personal care, and companion services to families and healthcare facilities. Guided by our core promise of A Higher Standard of Care, we combine clinical excellence with genuine compassion in every interaction.
JOB SUMMARY
The Director of Sales and Business Development owns growth for BrightStar Care across the Phoenix Metro market. This is a player-coach role: you carry your own book of business while building and leading the sales team that carries the rest. You are not here to manage salespeople — you are here to build a sales organization that produces without depending on your personal production. You will have uncapped growth potential.
KEY RESPONSIBILITIES
• Drive New Business
◦ Personally prospect, present, and close to generate measurable revenue.
◦ Build referral relationships across hospitals, discharge planners, skilled nursing, assisted living and memory care, rehabilitation, hospice, home health, care managers, attorneys, fiduciaries, and social workers.
◦ Develop private-pay relationships with families and decision makers.
◦ Re-engage dormant referral sources and open new territory.
• Build and Lead the Sales Team
◦ Recruit, train, and coach business development professionals.
◦ Set territories, goals, and performance standards.
◦ Ride along and coach in the field on prospecting, presenting, objection handling, and closing.
◦ Recognize performance quickly and address underperformance faster.
◦ Develop future sales leaders — build leaders, not order-takers.
• Sales Process and Metrics
◦ Install a disciplined sales cycle covering prospecting, referral development, presentations, follow-up, closing, and account management.
◦ Manage by the numbers: new and active referral sources, call and presentation activity, new accounts and clients, referral volume and conversion, pipeline value, revenue, and rep-level productivity.
◦ Review data weekly and use it to redirect effort, not to file reports.
◦ Maintain accurate CRM documentation across the team.
• Market Presence and Brand
◦ Become the recognized face of BrightStar Care in the market.
◦ Represent the brand at healthcare, senior-care, chamber, and community events.
◦ Build relationships with key healthcare executives and decision makers.
◦ Communicate the BrightStar Care difference: quality caregivers, responsiveness, clinical expertise, and continuity of care.
REQUIRED QUALIFICATIONS
EDUCATION
• Bachelor’s degree in Business, Marketing, Communications, or a related field preferred.
EXPERIENCE
• 5+ years of B2B sales with a documented record of hitting quota, including team leadership.
• Healthcare, home care, home health, hospice, or senior living sales strongly preferred.
• Proven ability to hire, coach, and develop salespeople who produce.
SKILLS / ABILITIES
• Establishes credibility quickly, asks better questions than the competition, and asks for the referral without flinching.
• Confidence without arrogance; persistence without being a pest; competitiveness without cutting corners.
• Strong communication, presentation, and negotiation skills.
• Entrepreneurial, organized, resilient, and relentless with follow-up.
• Disciplined CRM user who is comfortable being measured.
• Valid driver’s license and reliable transportation.
WORKING CONDITIONS
• Frequent local travel (approximately 70–80% of time) to referral sources, client homes, and community events.
• Primarily field based, with office time for CRM updates, reporting, coaching sessions, and team meetings.
• Flexible schedule may include occasional evenings or weekends for networking and community functions.
• Ability to lift and carry marketing materials or event supplies (up to 20 lbs) as needed.
• Exposure to healthcare environments may require adherence to infection control protocols and safety guidelines.
COMPENSATION AND BENEFITS
• Base salary: $100,000–$120,000, plus uncapped commission and performance bonus.
• Health, dental, and vision insurance.
• 401(k) with employer match.
• Paid time off.
• Mileage reimbursement.
• Professional development opportunities.
PERFORMANCE EXPECTATIONS
• Meet or exceed monthly and quarterly admissions and revenue goals.
• Grow the number of active, producing referral relationships.
• Fully staff the sales team and bring each hire to quota.
• Maintain accurate CRM documentation and submit weekly territory performance reports.
• Within twelve months: a predictable referral pipeline, a producing sales team, and growth that no longer depends on personal production.
• Represent the BrightStar Care mission and values at all times.
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