Director of Sales

Overview

The Director of Sales is responsible for driving market and revenue growth across the subsidiary. This position aligns sales objectives with overall business strategy through active participation in strategic planning, sales strategy development and forecasting, sales resource planning, market analysis, and budgeting. The role includes oversight and utilization of Salesforce and Summit Quote to support data-driven decision-making, efficient estimating, and sales performance management.

• Manage the Sales Organization & Varied Sales Channels.
• Develop annual sales goals aligned with corporate objectives.
• Design and implement commission plans that motivate performance and align with profitability targets.
• Develop and manage the sales and marketing budget (trade shows, marketing spend, website development, etc.).
• Communicate and build strong relationships with key customers.
• Develop and implement key sales metrics and reports to drive growth and profitability.
• Regular communication and strategic planning with regional and branch leadership.
• Meet assigned targets for profitable sales volume, market share, and other key financial performance objectives.
• Oversee contract review and deal negotiation to ensure favorable terms.
• Lead sales training, talent development, and retention strategies.
• Manage performance of sales team members with accountability to clear KPIs.
• Recruit, select, and hire high-performing sales leaders.
• Demonstrate a solid understanding of business operations, financials, and support functions.
• Communicate with internal and external stakeholders in a professional manner.
• Champion and manage the use of Salesforce to drive pipeline visibility, forecasting accuracy, and customer relationship management.
• Champion and manage the Summit Quote platform (an estimating software), ensuring accurate estimating using current manufacturer pricing, maintenance of branch labor rates, and consistent proposal generation.
• Ensure consistent usage and data integrity within Salesforce and Summit Quote across the sales team.
• Other duties as assigned.

• Manage the Sales Organization & Varied Sales Channels.
• Develop annual sales goals aligned with corporate objectives.
• Design and implement commission plans that motivate performance and align with profitability targets.
• Develop and manage the sales and marketing budget (trade shows, marketing spend, website development, etc.).
• Communicate and build strong relationships with key customers.
• Develop and implement key sales metrics and reports to drive growth and profitability.
• Regular communication and strategic planning with regional and branch leadership.
• Meet assigned targets for profitable sales volume, market share, and other key financial performance objectives.
• Oversee contract review and deal negotiation to ensure favorable terms.
• Lead sales training, talent development, and retention strategies.
• Manage performance of sales team members with accountability to clear KPIs.
• Recruit, select, and hire high-performing sales leaders.
• Demonstrate a solid understanding of business operations, financials, and support functions.
• Communicate with internal and external stakeholders in a professional manner.
• Champion and manage the use of Salesforce to drive pipeline visibility, forecasting accuracy, and customer relationship management.
• Champion and manage the Summit Quote platform (an estimating software), ensuring accurate estimating using current manufacturer pricing, maintenance of branch labor rates, and consistent proposal generation.
• Ensure consistent usage and data integrity within Salesforce and Summit Quote across the sales team.
• Other duties as assigned.

Education, Training, Certifications

• BA, BS, MBA; or equivalent combination of education and experience, required.
• PE or NICET III or IV, preferred.

Experience, Knowledge, Skill Requirements

• 10+ years of senior-level management experience, preferably in the fire protection industry with both service and construction revenue streams.
• Proven ability to lead and motivate a diverse sales team.
• Demonstrated success in formulating sales strategies, goals, and performance standards.
• Familiarity with contract negotiation, legal compliance, and budgeting practices.
• Experience managing technical and supervisory personnel in fire protection.
• 5+ years of experience using Microsoft Office Suite.
• Working knowledge of Salesforce, including pipeline management, forecasting, reporting, and CRM best practices, preferred.
• Proficiency with Summit Quote or similar estimating tools; ability to manage pricing accuracy, labor rate updates, and proposal consistency.
• Deep understanding of sales across the fire protection spectrum:
  Sprinkler, Fire Alarm, Fire Extinguisher, Special Hazards, and Pre-Engineered Systems.

Communication Skills

• Must have the ability to effectively read, write and communicate in English with employees, customers and executive leadership.

Other Qualifications

• Valid driver’s license with acceptable driving record…