Territory Manager

About the Team:

At Honor, we are redefining what homecare can be — blending world-class operations, innovative technology, and compassionate service to transform the industry.

Within Honor, the Owned & Operated (O&O) team is at the forefront of this transformation.

The O&O business is a critical part of Honor’s future growth strategy, serving as a testing ground for innovation, operational excellence, and experimentation that elevates care quality and outcomes across the entire Home Instead network.

About the Role:

As Territory Manager, you will act as the market  leader for your territory—owning growth, day-to-day operations, and overall P&L performance within Honor’s Owned & Operated business.

This role builds on an existing foundation in the market, with the opportunity to further strengthen performance, deepen community presence, and unlock the next phase of growth.

This is a highly hands-on, player/coach leadership role. You will lead from the front—personally engaging in field sales, building local referral relationships, and driving operational execution—while coaching and developing team members to scale performance over time.

You will step into a lean market environment where you are expected to take full ownership of outcomes, working alongside and through existing team members while setting a high bar for performance, accountability, and client experience.

Beyond your local market, you will help shape scalable operating playbooks, test new initiatives, and share insights that influence how Honor and Home Instead deliver care across O&O markets.

The ability to run and scale a market is one of the most valuable capabilities within Honor. Leaders who excel in this role are well-positioned to expand their scope within their territory, take on broader O&O leadership opportunities, and contribute to emerging business initiatives over time.

This role will be a hybrid of working from home and out in the field in these areas: Saint Charles, Missouri and the greater St. Louis metro area as needed. Compensation for this role is Base Salary and uncapped commission for an expected OTE of $140,000.

As Territory Manager at Honor, you will: 

Business Growth and P&L:

• Support the P&L for the assigned O&O territory, contributing to revenue growth and operational excellence.
• Personally drive growth through in-field sales activity, local relationship building, and referral development.
• Own the full sales cycle from lead generation through conversion.
• Build and sustain a strong local referral network across healthcare and community partners.
• Collaborate with management and cross-functional teams to support strategies to increase referral lead generation, improve sales conversion, and engage clients more effectively.

Operational Excellence:

• Implement operational playbooks that drive consistency and efficiency within the territory.
• Support efforts to standardize reporting and data accuracy within the territory.
• Lead day-to-day operations across client service, scheduling, and care delivery.
• Implement and refine operating rhythms that drive consistency, efficiency, and high-quality care.
• Use data to diagnose performance gaps and take action to improve outcomes.

Market Development

• Strengthen Honor’s presence in the local market through community engagement and partnerships.
• Identify and unlock new opportunities for growth within the territory.
• Translate local market insights into actionable strategies.

Team Leadership:

• Support and contribute to the development of teams aligned with Honor’s mission
• Execute goals and expectations set by management within the territory
• Lead alongside existing team members, setting clear expectations and raising the bar for performance
• Coach and develop frontline team members through hands-on support and consistent feedback
• Identify opportunities to strengthen and grow the team as the market scales
• Build a culture of accountability, ownership, and continuous improvement

Key Results:

• Deliver consistent growth in hours and revenue within the territory, based on territory goals.
• Grow a sustainable, self-generated referral pipeline.
• Improve sales conversion, client retention, and overall market performance.
• Elevate performance across the local team through coaching and accountability.
• Implement and refine playbooks that improve consistency and scalability.
• Support and develop  the local leadership bench and frontline team by contributing to hiring the right talent, maintaining performance expectations, and supporting a culture of accountability.

We’re looking for you to bring: 

• 7+ years of experience in field sales, operations, or general management roles, including experience growing a territory or market  and  directly leading frontline or quota-carrying teams.
• Proven success in in-person sales and relationship-driven environments, including prospecting, referral generation, and closing.
• Demonstrated success driving territory or multi-site performance, contributing to year-over-year revenue growth through improved client retention, increased referral lead generation, and higher sales conversion.
• Experience operating as a player/coach, leading by example while developing others
• Experience operating in a growth-stage or rapidly evolving environment, where you embrace  ambiguity, take initiative to test and refine new approaches, implement change, and drive continuous improvement in-market.
• Strong analytical and problem-solving skills, with the ability to interpret dashboards, diagnose performance issues, and translate insights into actionable plans; proficiency with Excel and/or BI tools.
• Structured, effective communication to drive partnership and influence with frontline teams and cross-functional stakeholders. 
• Experience leading frontline teams through coaching, accountability, and hands-on support—driving high performance through clarity, consistency, and modeling the work.
• Nice to Haves:
• Experience in people-scaled or service-based operations, where success depends on frontline performance, staffing stability, and consistent service delivery.
• Experience developing local community partnerships or referral-driven relationships in healthcare, senior services, or other people-based service environments.
• Experience in high-volume staffing, workforce management, or supply-demand balancing (e.g., home care, healthcare staffing, hospitality, retail, or service operations).

Leadership Principles:

Honor’s Leadership Principles are the foundation of translating our mission into action. These principles define how we show up and make decisions, and how we hire, develop and grow talent. While Honor has 13 leadership principles, the following are particularly relevant to this role:

• Always Push: Leaders set a high bar for themselves and others. They know that mediocrity isn't an option; they set ambitious goals, always strive for better, and commit to delivering top-notch service and outcomes.
• Identify Problems: Leaders have a keen sense that an identifiable problem is present. They identify it, determine the root cause and propose a solution. Leaders ensure solutions are implemented and partner as necessary.
• Fly High & Dive Deep: Leaders operate at all levels. They know when to stay connected to the details to enable execution and when to stay high level and empower others. Leaders audit when data and anecdotes differ.
• Find Those Better Than Themselves:  Leaders seek out those that are better than themselves, listen to them, actively engage them in meaningful work and develop them.  They recognize exceptional talent and willingly move them through the organization.

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