Regional Commercial Leader, Fire Safety Systems (North America)

Job Description

Job Description

Regional Commercial Leader, Fire Safety Systems (North America)

Location & Coverage: North America portfolio (United States and Canada). This is a remote role based in the U.S., ideally with easy access to a major airport.

A week in the life

On Monday, you’re finalizing a 1–3 year market plan—target segments prioritized, growth levers mapped, and profitability goals set for the U.S. and Canada. Midweek, you’re in executive conversations with an OEM partner and a national distributor, shaping a joint commercial strategy while coaching your team through a complex bid and negotiation. By Friday, you’ve reviewed CRM forecasts, tuned pricing governance for margin protection, and captured market intelligence to influence our next product release. Throughout, you’re the senior, customer-facing point of contact, advancing revenue, market share, and the strength of our channel ecosystem.

Why this role matters

As the region’s senior sales leader, you own strategy and execution—new customer acquisition, enterprise account expansion, and the performance of a high-caliber team. Your leadership aligns regional go-to-market plans with global objectives while adapting to local market dynamics across industrial, commercial, marine, OEM, and special hazard applications.

Impact you will drive

• Strategic leadership: Build and execute the North America commercial strategy; deliver revenue, profitability, and share growth; define and resource near- and mid-term plans (1–3 years); pinpoint priority verticals and end users; align with executives on portfolio and operational readiness.
• Sales & business development: Win new logos through direct engagement and partnerships; serve as executive sponsor for strategic and national accounts; lead positioning and negotiations for complex opportunities; oversee proposals, pricing, value articulation, and contract terms; maintain a healthy pipeline with accurate forecasting; set growth plays across industrial, commercial, marine, OEM, and special hazard fire protection.
• Channel & distribution: Expand and optimize distributors and integrators; own territory design and partner performance; deepen relationships with distributors, system integrators, consultants, EPCs, and industry influencers; ensure brand, compliance, and coverage discipline; continuously improve channel effectiveness.
• Customer & market engagement: Cultivate long-term relationships; represent KiddeFenwal at industry events and trade shows; report competitive moves, pricing trends, customer voice, and emerging tech; translate insights into product and go-to-market direction; champion value-based, partnership-centric selling.
• Team leadership: Hire, coach, and develop a high-performing sales organization; set KPIs and accountability rhythms; model customer-first, collaborative execution; influence cross-functional partners in operations, engineering, finance, marketing, product, and customer service; support talent planning and capability building.
• Operational excellence: Drive disciplined CRM use and forecast accuracy; manage performance metrics and corrective actions; uphold contractual, legal, regulatory, and governance requirements; improve processes for commercial effectiveness; steward pricing governance, margin health, and risk mitigation.

What you bring

• 10+ years in progressive sales roles, including 5+ years leading commercial teams.
• Background in Fire Protection, Industrial Safety, Building Systems, OEM, or adjacent technical markets (preferred).
• Track record leading regional or national sales across North America.
• Depth in channel development and strategic account leadership.
• Success managing complex negotiations, commercial agreements, and large accounts.
• Comfort presenting technical and commercial value to distributors, end users, consultants, EPC firms, and executive stakeholders.
• Fluency in contractual frameworks, compliance, and commercial risk.
• Exceptional communication, presentation, and negotiation skills.
• Executive presence with strong influence in customer and leadership settings.
• High initiative, strategic acuity, business judgment, and decision-making.
• Proficiency with Microsoft Office and CRM platforms.
• Bachelor’s degree required; Master’s in Business, Engineering, or related field preferred.
• Ability to travel 40–50% throughout North America.

Core competencies

• Strategic thinking; commercial acumen; executive presence
• Negotiation and influence; market expansion leadership
• Channel strategy and partner management
• Customer-centric leadership; forecasting and pipeline rigor
• Cross-functional collaboration; team leadership and talent growth
• Business development strategy; results orientation

About KiddeFenwal

KiddeFenwal is a global innovator in industrial and commercial fire suppression systems and safety controls. Our trusted brands—Kidde Fire Systems and Kidde Fire Protection—deliver engineered suppression, detection, and control solutions for industrial, commercial, and marine environments. Fenwal Controls serves OEMs with advanced gas ignition, temperature control, and overheat detection technologies.

We are headquartered in Ashland, Massachusetts, with operations in the United States, the United Kingdom (KFI-UK), and India (KTI-India). Explore more about KiddeFenwal and our solutions.

Our purpose

We safeguard people, livelihoods, and iconic assets through innovation, trusted partnerships, and standout customer experiences. Integrity and safety guide everything we do as we deliver with speed, excellence, and a spirit of teamwork.

Tools of the trade

• Territory Sales
• Business-to-Business (B2B)
• Outside Sales