Sales Manager - Fire Sprinkler

Sales Manager - Fire Sprinkler

Valparaiso, IN

Position Overview
The Sales Manager is responsible for leading and developing a team of Sales Engineers (Estimators) who pursue new project opportunities and build relationships with general contractors and owner-direct customers for fire sprinkler projects. This role oversees the bid pipeline, ensures estimate and proposal accuracy, drives capture rates and margin performance, and ensures a smooth handoff of sold projects to operations. The Sales Manager plays a critical role in shaping bidding strategy, mentoring estimating staff, and supporting the overall growth of the fire protection contract sales function.

Team Leadership & Development

• Lead, mentor, and develop a team of 2-4 Sales Engineers, providing coaching on estimating practices, customer engagement, and proposal quality
• Set individual and team performance goals tied to bid volume, capture rates, margin targets, and customer relationship growth
• Conduct regular one-on-ones, performance reviews, and skills development planning
• Foster a collaborative team environment that works effectively across departments
• Bid Strategy & Pipeline Management
• Establish bidding priorities across the team based on capture rates, margin opportunities, customer relationships, and operational capacity
• Review the bid pipeline regularly to ensure resources are focused on the highest-value opportunities
• Monitor win/loss data and adjust strategy to improve hit rates and profitability
• Approve bid/no-bid decisions and provide guidance on pricing strategy for complex or high-value projects

Estimate & Proposal Oversight

• Review estimates prepared by Sales Engineers for accuracy, code compliance, and economic competitiveness
• Ensure quotes properly account for project specifications, special equipment and materials, subcontractor needs, and rental pricing
• Lead bid reviews with the department head and ensure team members are prepared with organized, complete documentation
• Verify proposals match bid document requirements and are clear, concise, complete, and free of grammatical errors or contradictions
• Ensure job award paperwork is completed accurately and on time, and that turnover meetings with operations are well-prepared
• Confirm that scope of work, conditions, expectations, opportunities, and payment terms are clearly defined at handoff
• Support operations with pricing questions, change order strategy, and conflict resolution on sold projects

Customer Relationships

• Maintain and grow direct relationships with key general contractors and project owners
• Support Sales Engineers in customer-facing meetings, negotiations, and conflict resolution
• Identify new market opportunities and target accounts to expand the customer base

Required Qualifications

• 5-7 years of progressive experience in estimating, sales engineering, or contract sales within the fire protection industry
• Demonstrated experience preparing and reviewing fire protection estimates and proposals
• Prior leadership experience or evidence of readiness to lead a team (formal or informal)
• Working knowledge of fire protection codes, materials, equipment, and subcontractor markets
• Strong written and verbal communication skills, including the ability to produce clear, error-free proposals
• Proven ability to manage multiple priorities, meet bid deadlines, and solve problems under pressure
• Ability to work effectively with a wide range of personalities, both internally and with customers
• Bachelor's degree in construction management, engineering, business, or related field
• NICET certification or equivalent fire protection industry credentials