Outside Sales Inspections Job Rochester area,City of Rochester New York USA,Sales

Position: Outside Sales for Inspections
Location: City of Rochester

Post

Outside Sales for Inspections
- Build a Book of Business That Actually Matters

Davis-Ulmer, a member of the DU Family of Companies | Rochester, NY

Base salary: $68,000 to $72,000 + performance incentive (paid as performed, see below)

Our top-performing IMAs have earned over $100,000 in total compensation.

Full-time | Field-based with branch support

About this opportunity

The Inspection Managed Account (IMA) role is how Davis-Ulmer within the DU Family of Companies, and our parent company, APi Group, grow our inspection business - fire sprinkler systems, fire alarm and monitoring, fire pumps, extinguishers, kitchen hood systems, special hazards, and more - one customer relationship at a time. It's a field-based position built around site surveys, target account development, and long-term customer partnerships.

It's not a high-pressure, cold-call-driven sales seat, and it isn't designed to be one.

We’re looking for someone who is organized, curious, and comfortable with technology, and who wants to build a durable book of business over several years rather than chase short-term wins. Prior fire and life safety experience is helpful but not required. We will teach you the technical side. What we can’t teach is the work ethic, attention to detail, and a genuine interest in solving customer problems.

If that describes how you work, the rest of this posting walks through what the role looks like, how you’ll be developed, and how you’ll be paid.

One thing worth understanding up front: our work is largely code-driven and compliance-based. Fire and life safety inspections aren't an emotional or discretionary purchase. They are mandated, recurring, and essential to keeping buildings and people safe. That makes this role meaningfully different from sales positions tied to economic cycles or discretionary spending.

What you'll actually do

The IMA role is the front end of how Davis-Ulmer within the DU Family of Companies (and our parent, APi Group) grows our inspection business. You won't be cold-pitching strangers all day. You'll be:

Surveying customer sites in detail
- Walking facilities, identifying every fire and life safety system and device, capturing counts, taking photos, and cataloging equipment so our inspectors and administrators can deliver flawlessly.
Owning your CRM
- Entering customer data, opportunities, and site information in real time using the Microsoft Dynamics mobile app. The most successful people in this role treat CRM as a tool that makes their day easier, not a task they dread.
Building a target account list and showing up monthly
- You'll develop ~10 strategic accounts with input from your branch leader and your Corporate Inspection Sales Leader (CISL), then visit each one in person every month to build the relationship over time. This is a long game, not a sprint.
Writing and delivering professional proposals in person
- Following up consistently until the agreement is signed - ideally as multi-year inspection agreements.
Hitting clear, measurable goals
- Annual new inspection sales, full contract value (multi-year), and three new monitoring accounts per month.
Joining and getting active in an industry association (BOMA, IFMA, NAIOP, ASHE, or a local equivalent) aligned to the vertical market that works best for your branch. For this role we are particularly focused on the Healthcare vertical market.

Compensation - how it actually works

Your base salary is $68,000 to $72,000. That's your foundation, and it's yours regardless of where your pipeline stands in any given month.

The incentive side is where the role gets interesting and where it's different from most sales jobs. Incentive is earned as inspections are performed and invoiced, not when a contract is signed.…