Fire Life Safety Sales Executive

Summit Companies•Hanover, MD

1d•Hybrid

About The Position

The purpose of the Fire Life Safety Sales Executive position is to prospect and develop new customers. Customer development includes upselling and multi-line development of services, providing and negotiating pricing for inspection contracts. ISRs will work closely with the Regional Sales Manager, Service Manager and Service Operations Staff to ensure customer satisfaction. This position is a key part of our Service Department Team. Essential job duties include pro-actively engaging in sales calls to new prospective customers to build the Inspection and Service business by adding new customers, such as through “door to door” cold calling, completing call blocks, creating vertical target lists, and developing a sales plan to achieve assigned goals. The role also involves pro-actively engaging with current customers to expand service offerings (upsell) and remaining informed of conversion opportunities from construction installation customers to service customers. The executive is expected to create and maintain a sufficient pipeline of activity to meet sales plans, manage all sales activity within Salesforce or other tracking systems by recording customer and prospect information, and follow up on pending proposals in a timely manner. Understanding company pricing for inspection sales using Excel or estimating tools, and having knowledge of contractual terms and conditions of ITM agreements is important. The position requires representing the organization at industry meetings, customer visits, and entertainment events, which may occur outside normal business hours. Staying abreast of market opportunities, local fire code changes, assisting the Service Manager with customer re-signs, and advancing industry technical knowledge through training and field personnel ride-alongs are also key aspects. The Sales Executive will work directly with the Branch Manager, Regional Sales Manager, and Service Manager to assess customer relationships and profitability.

Requirements

High School Diploma or GED.
3-5 years sales or fire protection industry experience.
2 years operating a computer, Microsoft Office.
Ability to effectively read, write and communicate in English with employees, customers and board or directors.
Valid driver’s license with acceptable driving record.
Reliable transportation.
Ability to comply with SFS’s Drug and Alcohol policy and Background screening requirements, which may also include customer specific requirements based on contractual agreement.
Frequent travel, up to 50%.

Nice To Haves

Associate’s or Bachelor’s in Business or related.
2 years reading electronic blueprints.
Experience with SalesForce.

Responsibilities

Pro-actively engage in making sales calls to new prospective customers to build the Inspection and Service business by adding new customers to existing portfolio.
Engage in “door to door” cold calling.
Complete call blocks.
Create vertical target list for territory assigned.
Create a sales plan to achieve assigned sales goals.
Pro-actively engage in making sales calls to current customers to build the Inspection and Service business by expanding our service offering to existing customers (upsell).
Remain informed of all conversion opportunities by turning construction installation customers into service customers.
Create and maintain a sufficient pipeline of activity that will ensure meeting sales plan/goals assigned.
Manage responsibly all sales activity within assigned salesforce account, or other sales tracking system, by recording both customer and prospect information with sufficient detail.
Monitor days that a proposal remains outstanding.
Follow up on all pending proposals in a timely manner to explain scope, answer questions, and convey the importance of the proposal with the intended goal to accelerate the award of the sale or further advance the opportunity through the sales cycle.
Understand company pricing approach to inspection sales using excel or company provided estimating tools.
Understand contractual terms and conditions of ITM agreement.
Represent the organization at industry meetings such as Building Owners Management Association (BOMA), customer visits, and customer entertainment which may occur outside normal business hours.
Remain abreast of potential market opportunities through sales calls, networking and other market related information including changes and/or updates to local fire code requirements.
Assist Service Manager and service department with potential re-signs of existing customers whenever necessary.
Continue to advance industry technical knowledge through internal training, ride along with field personnel and reviewing technical material.
Work directly with the Branch Manager, Regional Sales Manager, and Service Manager to assess customer relationships and profitability.
Other duties may be assigned.