Head of Inbound Sales Strategy

Encore Fire Protection•Needham, MA

4d•$175,000 - $275,000•Hybrid

About The Position

Encore Fire Protection is seeking a Head of Inbound Sales Strategy to own the strategy, process, and performance cadence for converting identified deficiencies into booked repair and service revenue. This role is crucial for managing the flow of opportunities from field identification to booked revenue, ensuring efficiency across locations and a decentralized field organization of approximately 75 team members. This is a builder, operator, and accountability leader role, focused on creating a disciplined, measurable, and repeatable engine for inbound service sales, rather than direct sales management. The position sits at the intersection of Service Operations, Sales, and Revenue Operations.

Requirements

Experience leading or influencing a high-volume, process-driven sales, service, operations, inside sales, call center, or multi-site business operation
Experience driving performance across a large, decentralized workforce of approximately 75+ team members without direct day-to-day management responsibility
A strong operating mindset with the ability to build structure, enforce process, and drive accountability across a distributed organization
Demonstrated ability to manage through KPIs, scorecards, dashboards, business reviews, and performance cadences
Experience improving conversation, pipeline movement, quote activity, follow-up discipline, or sales process execution
Strong executive communication skills, with the ability to present performance clearly
Comfortable working between Sales and Operations, especially in environments where revenue performance depends on strong cross-functional execution

Nice To Haves

Experience leading inside sales, inbound sales, call center sales, service sales, field service ops, or another high-volume environment
Experience building or improving a sales operating model from the center across multiple locations or regions
Background in a route-based/field service-based industry related to but not limited to Fire Protection, Life Safety, Facility Management, HVAC, Plumbing, Electrical
Experience partnering with operational leaders to drive revenue performance without directly managing every contributor involved
Ability to be direct, practical, and highly accountable while still building trust across departments
Comfort stepping into an environment that may not be fully built yet and bringing order, clarity, and discipline

Responsibilities

Hit the repair services revenue target – every month, across every location
Set clear revenue targets for each location and each team member
Monitor bookings weekly and step in quickly when a location falls behind
Ensure every technician in the field knows how to spot a repair opportunity and turn it into a booked job
Work closely with field supervisors to remove anything blocking repair sales from closing
Own the repair sales process playbook and keep it current
Train all 75+ team members on how to follow the process correctly
Conduct regular field audits to check that the process is correct
Identify gaps or inconsistencies across locations and fix them quickly
Make sure every repair opportunity is logged in to the system so nothing falls through the cracks
Reduce what it costs to sell and deliver a repair job without sacrificing quality or customer experience
Track the cost of sale per repair job and set a goal to reduce it over time
Identify where time and money are being wasted in the quoting and sales process
Streamline how quotes are built and sent so technicians spend less time on admin
Work with operations to reduce rework, callbacks, and failed first-time completions
Lead structured performance conversations at every level – with individual team members, with regional groups, and with senior executives
Run one-on-one and team-level performance reviews on a regular cadence
Hold each team member accountable to their individual targets
Recognize what is working and coach what is not
Prepare and present repair services performance reports to senior leadership
Summarize what is going well, what is behind, and what the plan is to course-correct
Present data clearly and honestly – no surprises
Make business reviews a tool for improving performance, not just reporting on it
Provide accurate and reliable forecasts of repair services revenue so the business can plan accordingly
Submit a weekly forecast of expected repair bookings and completions
Build the forecast from real data – pipeline, quote activity, conversion rates – not guesswork
Flag risks to the forecast early and explain what is being done to address them
Improve forecast accuracy over time by tracking actuals against predictions and learning from the gaps