Major Accounts Sales Representative

Job Summary

The Major Account Sales Representative is responsible for generating growth by identifying and developing key commercial accounts. The role includes prospecting, conducting on‑site consultations, and delivering tailored security solutions such as alarm systems, video surveillance, access control, and fire detection. The representative will build strong client relationships, drive customer satisfaction, and consistently achieve sales quotas through effective pipeline development and collaboration with internal teams.

• Identify and develop new key and major account opportunities through cold calling, prospecting, networking, and referrals.
• Conduct professional sales calls and assess prospect facilities for appropriate product and service applications.
• Achieve or exceed monthly sales metrics and quotas.
• Build long‑term strategic relationships with decision‑makers and stakeholders across client organizations.
• Deliver compelling sales presentations and proposals that win new business and expand the company’s presence in the marketplace.
• Leverage industry knowledge and customer insights to identify opportunities for upselling additional products and services at the point of sale.
• Build and manage a pipeline of potential commercial major accounts.
• Serve as the primary driver of new client acquisition, presenting security solutions to decision‑makers and influencers.
• Generate quotes, proposals, and contracts following company guidelines.
• Negotiate pricing and contract terms with key stakeholders, ensuring mutually beneficial agreements.
• Educate prospects on alarm systems, video surveillance, access control, fire detection, and other security solutions.
• Follow up on leads, proposals, and past clients to maximize sales opportunities.
• Conduct on‑site consultations to assess customer security needs and recommend appropriate solutions.
• Collaborate with internal teams (operations, service, product, etc.) to ensure seamless implementation and support for client needs.
• Maintain detailed records of customer interactions, sales activity, pipeline development, and forecasts within CRM systems.
• Develop and execute account plans that support client objectives while maximizing revenue potential.
• Provide market and customer feedback to leadership for continuous improvement of products and services.
• Attend all sales meetings, training, and company events.
• Actively build and maintain a strong professional network to generate leads and stay informed on industry trends.
• Prepare necessary paperwork to ensure proper and professional job installations.
• Must be able to gain access to commercial or residential buildings to assess customer needs and requirements.
• Must be able to drive a reliable vehicle for transportation to and from prospect and customer locations throughout the company territory.
• Must be punctual and adhere to attendance standards.
• Adhere to all company policies and procedures.
• Other duties as assigned by management.

• High School Diploma or equivalent is required.
• Bachelor’s Degree in Business Administration, Professional Sales, Marketing, or a related field is preferred.
• Minimum of 5+ years of business‑to‑business, commercial sales, or other related sales experience is required.
• Experience in solutions-based selling is required.
• Demonstrated track record of personally achieving $1 million+ in sales revenue.
• Alarm industry experience is highly preferred.

• Strong communication, negotiation, and presentation abilities.
• Ability to initiate contact with potential clients through cold calling.
• Excellent organization, time management, and attention to detail.
• Ability to build and manage a pipeline of clients while maintaining relationships.
• Analytical problem‑solving to assess client needs and recommend solutions.
• Self‑motivated, enthusiastic, and results‑driven.
• Professional appearance and demeanor.
• Proficiency in Microsoft Office and CRM tools.
• Ability to travel within the company territory for prospecting, consultations, and client meetings.
• Strong understanding of hunting sales strategies, with emphasis on customer lifetime value.
• Ability to…