The Regional Sales Manager - Fire is responsible for driving revenue growth and strategic market penetration across an assigned territory by selling fire, rescue and EMS equipment, services, training and integrated life-safety solutions to DoW, Federal, and government-adjacent municipal customers. This role blends strategic account management, business development, and technical solution selling to customers and meeting NFPA, UFC and DOW Fire Protection Standards while supporting customer mission needs. To be successful in generating revenue in a competitive environment the candidate must be knowledgeable on their customer base/assigned territory requirements and apply company provided training and coaching to create a long lasting relationship with both customers and vendors and respond and engage requests with a sense of urgency, be fully compliant with the rules and regulations in Government contractual sales, contribute with passion to the Team and always be proactively prospecting for new customers.
Requirements
- Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
- Represent a trusted partner to military, federal, municipal and contractor fire and emergency services organizations
- Develop and execute account strategies for DoD, Federal, and government-adjacent customers in the municipal sectors
- Consistently achieve booked order goals.
- Utilize and support company provided CRM tools to capture sales driven data.
- Research buying habits of potential Customers by analyzing databases with historical purchasing information.
- Interface with potential new customers, deliver impactful/concise overview briefs, perform needs discovery and persuade them to use Darley as their Prime Vendor on the DLA-TLS-F&ESE contract.
- Once onboard, build strong and deep relationships with military customers at all levels including end users, supply officers, contracting officers, decision makers and influencers.
- Creatively address customer problems, becoming a true resource and solution provider.
- Understand and be able to teach how our contracting vehicles operate. Additionally have a working knowledge of various funding methods and how they may be applied to assist customers in their procurement strategies.
- Generate quotes for customers and transition them to Inside Sales / HQ Teams to enter into our system.
- Partner with suppliers to provide best products & values to meet customer requirements.
- Brainstorm and develop innovative strategies to win business.
- Enter updates and maintain records in Salesforce so that all active accounts, live opportunities, key activities on those opportunities, stages in the pipeline and other required data are all accurate.
- Professionally represent Darley at trade shows, in-person meetings and Teams meetings by researching, preparing, rehearsing and making these events about the customer, not us.
- Conduct cold calls, either face to face or via telephone, to prospect new business.
- Work with support teams (purchasing, accounting, warehouse, etc.) to ensure that all information is up to date in the system and that orders are delivered in a timely fashion.
- Follow up on closed sales to ensure delivery and quality were as promised.
- Monitor and report on market and competitor activities.
- Probe the customer ecosystem to find information on new contracts that may be forming so that Darley can interdict these upstream and have a high probability the ones that fit our business model.
WORK ENVIRONMENTThis job operates in a professional office environment and/or remote environment at both the Itasca and remote offices. This role routinely uses company standard office equipment such as computer and cell phones.
PHYSICAL DEMANDSWhile performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.
POSITION TYPE / EXPECTED HOURS OF WORKThis is a full-time position. Days and hours of work are Monday through Friday, 8:00 a.m. to 4:30 p.m. or as otherwise required.
TRAVELThis position requires up to 40% travel.
ESSENTIAL QUALIFICATIONSEducation- Bachelor's degree highly preferred, but prior sales & military experience may be substituted
Experience- Retired military or Senior Civilian with fire equipment and services acquisition, government procurement or supply experience
- 2-5 years of experience selling to military or government highly preferred
- Working experience with MS Office suite of products
- Understanding of government contracts and purchasing vehicles desired
Skills- Highly organized and able to multi-task
- Excellent written and oral communication
- Committed to providing exceptional Customer service
- Understanding of basic business financial concepts
- Able to budget own expenses in a cost-effective manner
- Able to use and execute Customer Relationship Management (CRM) systems
Compensation$120K base + commission
Benefits- PTO
- Paid Holidays
- Tuition Reimbursement
- Health & Wellness Reimbursement
- Medical
- Dental
- Vision
- Life & Disability
- HSA with Darley contribution
- FSA
- 401K/Roth with match and profit sharing
- Darley paid life insurance
Salary Description
120,000 plus commission
