Fire Construction Sales Manager

What You Will Do

The Fire Sales Manager leads the strategy, alignment, and development of new construction and retrofit fire projects for the assigned markets for Fire Alarm. Your role builds long‑term relationships with Electrical Contractors, Consulting Engineers, select Owners, and General Contractors to drive the sales of Johnson Controls International (JCI) offerings on new construction and retrofit projects.

This position is responsible for driving the activity and results for the sellers within your assignment comprising of Account reps and Account Executives. The Fire Sales Manager is skilled at strategic selling in the construction space, understands the key influencers and the construction purchasing process, and develops the selling skills of their sellers. The Fire Sales Manager is responsible for understanding market potential, key construction projects, representing JCI in construction industry events, and engaging above the branch support resources to best position to win.

The Fire Sales Manager will apply JCI Sales Management Disciplines to develop sales people and recruit/hire new talent. Coaching is required to provide development of sellers through observed and unobserved calls, and to create meaningful development goals for your team that help them close gaps and prepare for future leadership roles. Knowledge of Fire, Security, and low voltage systems and the construction process is essential to bundle other offerings through differentiation.

Peer collaboration is also a key responsibility, driving collaboration between selling teams that share the market assignment and with HVAC, Fire, Installation, and Service Managers to influence owners and improve success.

• Responsible for sales plan achievement of assigned geographic area
• Manage the day‑to‑day high volume activities of a sales team ensuring JCI meets or exceeds customer and sales goal expectations.
• Partner with Area Sales Manager to develop sales strategies, negotiate contracts and execute pricing strategy to develop new business and maintain existing business.
• Review and monitor sales performance, and refine sales strategies as required ensuring employees successfully meet assigned goals and objectives.
• Reallocate resources to improve overall results as needed.
• Contribute to the development of marketing, customer retention, advertising, pricing, and distribution strategies for the district or branch.
• Ensure the sales team receives coaching and training on the technical aspects of the organization’s products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
• Create and drive local sales strategy in alignment with enterprise programs and strategies.
• Build, hire, develop and align a high‑performing team.
• Focus on high level customer (internal and external) networking and drive growth through collaboration and customer success.
• Lead all sales activities for the area’s geographic boundary for the fire alarm, security, and support fire sprinkler and fire suppression businesses.
• Collaborate with other area and nationally based sales leaders to leverage best practices and achieve company objectives in growing the national account customer base.
• Develop business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer development and industry relations.
• Direct sales forecasting activities and set performance standards in alignment with assigned objectives.
• Conduct regular “ride along” sessions with employees to coach, mentor, and meet with key clients to assist sales representatives with building and strengthening relationships, skills and negotiating and closing new business.
• Responsible for administering, communicating and complying with all company policies and procedures, whether formally or informally communicated.

• University Degree in business or associated discipline (marketing or engineering preferred).
• Five (5) plus years professional sales experience in a related field (Fire protection, Security or related/adjacent…