Senior Business Development Manager - Homecare

Reporting to: Director of Sales
Location: Bournemouth, hybrid
Salary: Competitive
Hours: Full time, 37.5 hours a week

Why this role exists

Nourish Care is the market leader in digital care management for health and social care. Our software helps providers record, analyse and share the information that sits behind good care, and everything we do comes back to one purpose: a better life for everyone.

We're now growing our presence in homecare, and we need someone who already knows that world from the inside. You'll understand how a domiciliary care provider runs, what keeps its leadership team awake at night, and how buying decisions really get made. This role is about bringing that understanding to our most strategic homecare accounts and winning their long term trust.

What you'll actually do

You'll own a defined portfolio of strategic homecare accounts, each with a living Key Account Plan. You're responsible for the health of that portfolio, how it progresses and what gets renewed. This is a strategic role that needs sustained, structured engagement over long horizons, not quick wins.

You'll build pipeline from within your portfolio rather than through high volume cold outbound. That means researching and nominating new strategic accounts, and working with exec sponsorship, hospitality programmes and account based marketing to open the right doors.

You'll build trusted relationships with owners, directors, registered managers and operational leaders across homecare groups, from regional providers to national organisations. You'll navigate complex stakeholder maps, build relationships with several people in each account, and become the person they call when they're thinking about the future of their service.

You'll lead tender responses for strategic accounts, including local authority and framework opportunities. You'll make sure every submission is compelling, compliant and commercially sound, and that the right people internally are involved at the right time.

You'll own accurate, disciplined forecasting across your portfolio and take full accountability for your contribution to the team target.

You'll represent Nourish at homecare and wider care sector forums, conferences and senior networking events, and build a visible, credible presence in the sector.

You'll be the voice of your accounts internally. You'll make sure implementation, customer success and product teams have the context they need, and feed what you hear from homecare providers into product and marketing in a structured, consistent way.

And you'll help set the standard for a high performance sales culture through your professionalism, knowledge sharing and the quality of your challenge to peers.

What you'll bring

• Homecare experience. You've sold into, worked in or closely with domiciliary care providers. You understand rostering, visit scheduling, carer recruitment and retention, CQC regulation, local authority commissioning and the financial pressures homecare providers operate under, and you can talk about all of it credibly at board level from day one.

• An enterprise sales track record. You've consistently hit quota closing complex, high value deals with sales cycles of 12 months or more. You can show that your pipeline came from relationships and account based work, not volume outbound.

• Strategic account management. You've managed a defined portfolio with structured account plans, stakeholder mapping and long term relationship strategies.

• Senior negotiation skills. You've closed complex deals with C suite and board level stakeholders on commercially sound terms, without reaching for a discount as the easy option. Examples of protecting margin under pressure are welcome.

• Tender and procurement experience. You've led formal tender responses in regulated or public sector settings, ideally including local authority homecare frameworks.

• Commercial credibility. You understand deal economics, contract structure and the commercial levers in a SaaS or subscription business, and you can negotiate standard terms without escalating.

• Organisational discipline. You manage long sales cycles with meticulous attention to detail. Keeping the CRM accurate and current is non negotiable: activity, notes, billing dates and pipeline stages.

• A presence in the sector. You're known in homecare or the wider care sector through speaking, publishing, panels or a strong senior network, and you can give examples of credibility you've built beyond the sales conversation.
  

Who this role suits

This role suits you if you've spent real time in the homecare world and you're motivated by long term partnerships rather than quick transactions. You like being trusted by senior leaders, you enjoy the rigour of tenders and forecasting, and you want the chance to shape how a market leader grows in a sector you care about.

Who it won't suit

Let's be direct: if your background is in residential care, general health tech or enterprise SaaS without real exposure to homecare, this probably isn't the right fit. We need someone who can walk into a room with a homecare director and speak their language straight away. It also won't suit you if you prefer high volume outbound or short sales cycles, or if keeping the CRM up to date feels like admin rather than part of the job.

Benefits

• Annual Leave: 25 days basic + Public Holidays + an extra day for your Birthday.

• Service-Related Leave: 1 extra day for each completed year of service (up to 5 additional days).

• Health & Wellbeing: Private Medical Insurance (including a personal health fund), Health & Wellbeing platform with 24/7 GP access, and an Employee Assistance Programme (EAP).

• Family & Security: Enhanced Maternity Leave, Group Life Assurance, and Pension Contribution.

• Growth & Connection: Regular career reviews, Referral Bonus schemes, and social events throughout the year.

All positions at Nourish are subject to a satisfactory Enhanced Disclosure and Barring Service (DBS) check, references, and receipt of appropriate Right to Work documents.

Nourish is proud to be an equal opportunities employer and we actively seek and embrace differences in thinking, experience, ethnicity, age, gender, faith, personalities, and styles.