In this role, you will lead service sales efforts across fire alarm, security, fire sprinkler, and fire suppression offerings. You will help expand relationships with existing customers, win new business, and grow recurring service revenue while building a high-performing sales team and supporting the business's growth objectives.
Role OverviewThe Fire Service Sales Manager leads the district or branch service sales team and owns sales plan achievement within the assigned geographic area. This is a hands-on leadership role focused on customer growth, team development, and strong execution across bookings, recurring revenue, pricing, and territory performance.
Key Responsibilities- Lead the district or branch service sales team to meet or exceed customer, employee, and sales goals.
- Own sales plan achievement for all service sales activities within the assigned geographic area.
- Drive bookings growth by expanding existing accounts and developing new business opportunities.
- Partner with Area Sales and General Managers to develop sales strategies, negotiate contracts, and execute pricing strategy.
- Monitor sales performance, refine approaches as needed, and reallocate resources to improve results.
- Support the development of marketing, customer retention, advertising, pricing, and distribution strategies for the territory.
- Coach and train the sales force on products, services, campaigns, sales promotions, sales techniques, and performance standards.
- Build, hire, develop, and align a high-performing team.
- Grow and retain the recurring revenue base through direct coaching and mentoring of Service Sales and Customer Care teams.
- Meet with key clients, support negotiation and closing efforts, and use ride-a-longs to strengthen coaching and customer relationships.
- Collaborate with other area and nationally based service and solutions sales leaders to share best practices and deliver company objectives.
- Support the Area General and Area Sales Managers on service-related high-volume sales activities as needed.
- Develop territory business plans covering business development, sales staffing, market assignments, strategic customer development, and industry relations.
- Ensure company policies and procedures are understood, communicated, and followed.
How You Will Do It- Create a safe, respectful environment and address concerns with candor, accountability, and integrity.
- Stay close to the customer and the field by focusing on the activities that most directly drive bookings, recurring revenue, and long-term relationships.
- Use coaching, performance reviews, and continuous improvement to strengthen both individual and team results.
- Work across sales, operations, and leadership teams to remove obstacles and help customers succeed.
- Balance strategic planning with disciplined execution so the team has clear priorities and the right support to deliver against targets.
- Lead by example in pricing discipline and contractual quality to support profitable growth decisions.
- Develop talent through mentoring, ride-a-longs, training, and practical feedback that builds confidence and capability.
- Use customer and market insight to adjust territory plans, prioritize opportunities, and improve overall sales effectiveness.
Qualifications- College degree in Business or equivalent experience.
- Minimum of 5 years of sales experience, including 3 years of field sales management experience in a business-to-business environment, or successful management of another sales channel.
- Demonstrated ability to lead a high-volume or transaction-based sales team.
- Experience leading teams, managing projects, and selling effectively at all customer levels.
- Ability to create solutions that meet customer needs while supporting business objectives.
- Experience building, organizing, and developing a multi-talented team.
- Strong business acumen.
- Excellent communication and team-building skills with a strong understanding of inter-departmental relationships.
- Proven time management, prioritization, and deadline delivery skills.
- Experience managing a team through transition or significant organizational change.
Nice to Have- BA degree in Marketing.
- Five or more years of experience in the fire safety industry.
- Five or more years in a leadership role.
Why Join UsSalary Range: HIRING SALARY RANGE: $97K-$128K (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us
If you are ready to lead a strong sales team and help grow our fire service business, we encourage you to apply.
