Location
La Vergne - La Vergne, TN 37086 US (Primary)
Career Level
Manager
Category
Account Manager
Job Type
Salaried-Exempt
Travel
May require travel to and from customer sites
Job Description
The Branch Sales Manager is a working sales leader responsible for driving profitable revenue growth within an assigned branch while leading, developing, and holding accountable the branch sales team. This position maintains an individual sales portfolio and is expected to actively identify opportunities, develop customer relationships, prepare and negotiate proposals, and close business while simultaneously directing the contract and alterations sales activities of the branch.
The Branch Sales Manager establishes sales priorities, manages pipeline and forecasting, coaches Sales Representatives, supports major pursuits, and ensures consistent execution of Ironsmith Fire's sales processes and standards. The position works closely with the Branch Manager, operations, estimating, design, service, ITM, and other functional leaders to ensure that sales commitments are operationally achievable, appropriately priced, and aligned with branch growth and profitability objectives.
Success in this role requires the ability to balance personal production with leadership accountability. The Branch Sales Manager is responsible not only for individual sales results, but also for the performance, development, and effectiveness of the branch sales team.
KEY RESPONSIBILITIES / OBJECTIVES
Sales Leadership & Team Performance
• Lead the branch sales team and establish clear expectations for sales activity, pipeline development, revenue production, profitability, customer development, and overall performance.
• Provide day-to-day leadership, coaching, training, and accountability to Sales Representatives assigned to the branch.
• Establish individual and team sales goals aligned with branch revenue, gross margin, backlog, and strategic growth objectives.
• Conduct regular sales meetings, pipeline reviews, opportunity reviews, and individual coaching sessions.
• Monitor individual and team performance against established goals and proactively address performance gaps.
• Develop the capabilities of Sales Representatives through field coaching, opportunity strategy, technical guidance, proposal review, negotiation support, and ongoing development.
• Assist Sales Representatives with complex opportunities, major customer presentations, scope development, negotiations, and closing strategies.
• Promote consistent use of established sales processes, CRM systems, estimating practices, pricing guidelines, and documentation standards.
• Partner with branch and company leadership regarding sales staffing needs, recruiting, onboarding, development, succession planning, and overall sales capacity.
• Own the branch sales pipeline and maintain visibility into current opportunities, probability of award, timing, revenue potential, gross margin, and resource requirements.
• Develop reliable sales forecasts and communicate anticipated bookings, revenue opportunities, risks, and changes to branch and company leadership.
• Ensure sufficient pipeline coverage to support branch revenue and growth objectives.
• Evaluate pipeline quality and sales activity to identify gaps by customer, market, service line, salesperson, or geographic territory.
• Establish targeted business development strategies based on branch capabilities, market conditions, customer needs, competitive activity, and company priorities.
• Monitor bid calendars and significant opportunities to ensure appropriate resources and attention are allocated to high-value pursuits.
• Collaborate with design, estimating, service, ITM, construction, project management, and other internal teams throughout the pursuit and handoff process.
• Ensure awarded work is transitioned effectively from sales to operations with clear scope, pricing, pricing, documentation, customer expectations, and known risks.
• Participate in branch planning discussions involving revenue forecasts, backlog, staffing requirements, market opportunities, and business development priorities.
• Maintain communication with operations regarding customer satisfaction, project performance, and scope changes.
• Support resolution of significant customer issues when commercial or relationship management involvement is required.
Individual Sales & Business Development
• Maintain an active individual sales portfolio and personal sales goals in addition to management responsibilities.
• Identify, qualify, develop, and close new business opportunities that contribute to profitable branch growth.
• Develop and maintain strong relationships with general contractors, owners, developers, property managers, engineers, and other key customers and industry partners.
• Generate new customer relationships while expanding opportunities within existing accounts.
• Prepare accurate, competitive, and timely estimates, proposals, and scopes of work for fire protection projects and services within the individual's area of responsibility.
• Review plans, specifications, bid documents, project requirements, and customer needs to develop complete and commercially sound proposals.
• Conduct customer meetings, site visits, project walkthroughs, pre-bid meetings, and other business development activities as required.
• Negotiate pricing, scope, contract terms, alternates, and commercial considerations consistent with company standards and delegated authority.
• Maintain ownership of customer relationships throughout the sales process and support an effective transition of awarded work into operations.
Job Requirements
COMPETENCIES
• Demonstrated ability to lead a sales team while maintaining individual sales production responsibilities.
• Strong sales leadership, coaching, performance management, and talent development skills.
• Proven ability to develop business, build relationships, manage complex opportunities, negotiate effectively, and close profitable work.
• Strong understanding of fire protection systems, construction processes, estimating principles, project scope, and applicable industry requirements.
• Ability to interpret construction drawings, specifications, bid documents, contracts, and technical information.
• Strong commercial judgment with the ability to evaluate pricing, margin, contractual risk, customer expectations, and operational feasibility.
• Demonstrated ability to manage sales pipelines, forecasting, activity metrics, and performance expectations.
• Ability to translate branch revenue objectives into actionable sales strategies and individual accountability.
• Strong analytical, problem-solving, organizational, and decision-making capabilities.
• Excellent written, verbal, presentation, negotiation, and interpersonal communication skills.
• Ability to effectively collaborate across sales, operations, design, estimating, service, ITM, and leadership functions.
• Ability to manage multiple priorities, customer demands, sales opportunities, and deadlines simultaneously.
• Proficiency with Microsoft Office Suite, CRM systems, estimating software, and other applicable business systems.
• Professional, confident, accountable, team-oriented, and result-driven leadership style.
EDUCATION AND EXPERIENCE
• Minimum of 7 years of progressive sales, estimating, business development, project management, or related experience within the fire protection, construction, or closely related industry preferred.
• Minimum of 2 years of demonstrated leadership, supervisory, or sales team leadership experience preferred.
• Demonstrated history of meeting or exceeding individual sales goals required.
• Proven experience developing customer relationships, generating new business, preparing proposals, negotiating contracts, and closing work required.
• Fire protection industry experience strongly preferred.
• Experience with fire sprinklers, alarm, service, inspection, testing and maintenance, or other fire protection offerings is highly desirable.
• Demonstrated experience managing sales pipeline, forecasting, customer development, and sales performance metrics preferred.
• Relevant NICET certification, technical credentials, industry licenses, or equivalent fire protection experience preferred where applicable.
• Bachelor's degree in business, construction management, engineering, sales, or a related field preferred; equivalent industry experience may be considered.
WORK ENVIRONMENT AND TRAVEL EXPECTATIONS
• This position operates in a combination of office, customer, and active job-site environments.
• Regular local and regional travel throughout the assigned territory is required for customer meetings, site visits, business development activities, project-related meetings, and other sales responsibilities.
• Travel may include both day trips and periodic overnight travel, depending on customer needs, territory coverage, and business priorities.
• Periodic travel to Ironsmith Fire headquarters and other company locations is required for meetings, training, planning sessions, and other business needs.
• Daily travel to and from customer locations, project sites, and meetings is an expected part of the role.
• Due to the salaried and sales-oriented nature of the position, work may occasionally be required outside of normal business hours to support customer needs, meetings, travel, deadlines, or other business priorities.
• The position requires flexibility adjusting schedules based on customer availability, sales opportunities, travel requirements, and branch needs.
PHYSICAL REQUIREMENTS
• Ability to maintain a high level of organization and focus while managing multiple sales opportunities, employees, customers, and deadlines.
• Ability to communicate clearly and professionally in individual meetings, team meetings, customer presentations, and group settings.
• Ability to perform work in a standard office environment and periodically visit active construction and customer sites.
• Ability to safely navigate job-site environments as needed to attend walkthroughs, meetings, and customer visits.
FEATURED BENEFITS- Employee Paid Medical Insurance
- Dental and Vision Plans
- Health Savings Account
- 401(k) tax-advantaged retirement plan
- Profit-Sharing Plan
- Company Provided Life Insurance
