Sales Manager - Fire SprinklerLouisville, KY
Position OverviewThe Sales Manager is responsible for leading and developing a team of Sales Engineers (Estimators) who pursue new project opportunities and build relationships with general contractors and owner-direct customers for fire sprinkler projects. This role oversees the bid pipeline, ensures estimate and proposal accuracy, drives capture rates and margin performance, and ensures a smooth handoff of sold projects to operations. The Sales Manager plays a critical role in shaping bidding strategy, mentoring estimating staff, and supporting the overall growth of the fire protection contract sales function.
Team Leadership & Development- Lead, mentor, and develop a team of 2-4 Sales Engineers, providing coaching on estimating practices, customer engagement, and proposal quality
- Set individual and team performance goals tied to bid volume, capture rates, margin targets, and customer relationship growth
- Conduct regular one-on-ones, performance reviews, and skills development planning
- Foster a collaborative team environment that works effectively across departments
- Bid Strategy & Pipeline Management
- Establish bidding priorities across the team based on capture rates, margin opportunities, customer relationships, and operational capacity
- Review the bid pipeline regularly to ensure resources are focused on the highest-value opportunities
- Monitor win/loss data and adjust strategy to improve hit rates and profitability
- Approve bid/no-bid decisions and provide guidance on pricing strategy for complex or high-value projects
Estimate & Proposal Oversight- Review estimates prepared by Sales Engineers for accuracy, code compliance, and economic competitiveness
- Ensure quotes properly account for project specifications, special equipment and materials, subcontractor needs, and rental pricing
- Lead bid reviews with the department head and ensure team members are prepared with organized, complete documentation
- Verify proposals match bid document requirements and are clear, concise, complete, and free of grammatical errors or contradictions
- Ensure job award paperwork is completed accurately and on time, and that turnover meetings with operations are well-prepared
- Confirm that scope of work, conditions, expectations, opportunities, and payment terms are clearly defined at handoff
- Support operations with pricing questions, change order strategy, and conflict resolution on sold projects
Customer Relationships- Maintain and grow direct relationships with key general contractors and project owners
- Support Sales Engineers in customer-facing meetings, negotiations, and conflict resolution
- Identify new market opportunities and target accounts to expand the customer base
Required Qualifications- 5-7 years of progressive experience in estimating, sales engineering, or contract sales within the fire protection industry
- Demonstrated experience preparing and reviewing fire protection estimates and proposals
- Prior leadership experience or evidence of readiness to lead a team (formal or informal)
- Working knowledge of fire protection codes, materials, equipment, and subcontractor markets
- Strong written and verbal communication skills, including the ability to produce clear, error-free proposals
- Proven ability to manage multiple priorities, meet bid deadlines, and solve problems under pressure
- Ability to work effectively with a wide range of personalities, both internally and with customers
- Bachelor's degree in construction management, engineering, business, or related field
- NICET certification or equivalent fire protection industry credentials
