Fire Sales Manager

Fire Sales Manager

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

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As Fire Sales Manager, you will lead bookings growth across your assigned district or branch territory by expanding existing customer relationships, winning new business, and growing recurring service bookings and revenues. You will partner closely with sales and delivery teams to strengthen installation and service performance across fire alarm, security, fire sprinkler, and fire suppression businesses while supporting organizational goals.

• Own sales plan achievement for the assigned geographic area and drive performance against bookings and revenue objectives.
• Lead the day-to-day activities of a high-volume district or branch sales team to meet or exceed customer and sales goals.
• Partner with Area Sales Managers to develop sales strategies, negotiate contracts, and implement pricing approaches that support new and existing business.
• Review sales performance regularly and adjust coaching, coverage, and resource allocation to improve results.
• Contribute to marketing, customer retention, advertising, pricing, and distribution strategies for the district or branch.
• Lead sales activity across the assigned area for fire alarm, security, fire sprinkler, and fire suppression businesses.
• Grow and retain recurring revenue and associated service revenues through hands‑on coaching, mentoring, and training of sales teams.
• Build, hire, develop, and align a strong team focused on customer success and growth.
• Collaborate with area and national sales leaders to share best practices and support national account growth.
• Develop business plans that cover market coverage, staffing, strategic customer development, sales assignments, and industry relationships.
• Direct sales forecasting and set performance standards in alignment with assigned objectives.
• Conduct ride‑along sessions with team members to coach, support key client meetings, and help strengthen selling, negotiating, and closing skills.
• Ensure company policies and procedures are understood and followed consistently.

• Own outcomes with accountability, safety, and integrity by setting clear expectations, tracking performance closely, and supporting disciplined execution in the field.
• Stay close to the work and remove obstacles for customers through regular ride‑alongs, customer meetings, and hands‑on support for sales representatives.
• Use candid feedback and continuous improvement to coach the team, refine sales strategies, and strengthen results over time.
• Win as one team by partnering across sales, delivery, operations, and branch leadership to deliver a consistent customer experience.
• Balance strategic planning with daily execution so the team can respond quickly to changing customer and market needs.
• Build trust with internal and external stakeholders by communicating clearly, following through on commitments, and reinforcing customer‑focused behaviors.
• Use performance reviews, forecasting, and pipeline visibility to guide resource decisions and strengthen growth plans.

• College degree in Business or equivalent experience.
• Five or more years of experience in the Fire Safety industry.
• 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 comfort managing a high‑volume, transaction‑based sales team.
• Experience leading and working in teams, with strong project…