EMS Sales Representative

EMS Sales Representative

The EMS Sales Representative is responsible for the full sales cycle of emergency vehicles and related products within an assigned territory. This includes prospecting fire departments, EMS agencies, municipalities, and other public safety organizations; managing long sales cycles common to municipal and cooperative purchasing; delivering professional product demonstrations; preparing proposals and pricing; and ensuring customer satisfaction from initial contact through delivery and post-sale support. The role requires strong relationship skills, deep product knowledge of ambulance chassis, modules, remounts, and specialty vehicles, and consistent use of the company CRM to drive forecast accuracy and territory growth.

Duties and Responsibilities

• Prospect, develop, and maintain relationships with key decision-makers at fire departments, EMS agencies, hospitals, municipalities, and other public safety organizations within the assigned territory.
• Identify new business opportunities, including new unit sales, remounts, chassis replacements, and specialty vehicles (UTVs, rescue, etc.).
• Conduct professional sales presentations and hands-on product demonstrations; schedule and manage stock and demo units within the territory.
• Prepare accurate proposals, pricing, and configurations; support customers through municipal bidding, RFP, and cooperative purchasing processes.
• Negotiate contracts and close sales while protecting company margins and adhering to approved pricing guidelines.
• Utilize the company CRM (Dynamics) daily for activity tracking, opportunity management, pipeline reporting, and forecast accuracy.
• Meet or exceed assigned unit, revenue, and gross profit goals.
• Maintain strong product knowledge of ambulance platforms, chassis options, module configurations, remount processes, and competitive offerings.
• Coordinate with internal teams (engineering, production, service, finance) to ensure smooth order processing, delivery, and customer satisfaction.
• Support customers with grant awareness and documentation (e.g., state and federal EMS vehicle funding programs) as appropriate.
• Attend required trade shows, regional meetings, and company training events.
• Track competitor activity and market trends; provide timely feedback to leadership on product, pricing, and service opportunities.
• Maintain compliance with all company policies, procedures, and safety requirements.
• Perform other duties as assigned by the Regional Manager or leadership.

Qualifications

• Excellent verbal and written communication skills with the ability to present effectively to fire chiefs, EMS directors, purchasing agents, and elected officials.
• Strong relationship-building and consultative selling skills suited to long municipal sales cycles.
• Proven ability to manage a territory independently, prioritize activities, and meet deadlines under pressure while maintaining a professional, customer-first attitude.
• Proficiency with CRM systems (Microsoft Dynamics preferred) and standard business software (Outlook, Excel, PowerPoint, Teams).
• Ability to learn complex product configurations and translate customer operational needs into vehicle solutions.
• Strong organizational, time-management, and follow-up skills.
• Willingness to travel extensively within the assigned territory (including overnight travel) and to attend regional and national events as required.
• Valid driver's license and clean driving record required.
• Residency must be within or immediately adjacent to the assigned territory.

Education and/or Experience

• Bachelor's degree in Business, Marketing, or related field preferred; or Associate's degree with relevant experience.
• Minimum of 2 years of successful B2B or outside sales experience preferred. Experience selling to municipal, fire, EMS, or public safety customers is highly desirable.
• High school diploma or GED required.

Certificates, Licenses, Registrations

Valid state driver's license required. No other certificates or licenses required at time of hire; company-provided product and sales training will be required. High School Diploma or GED is required.

Physical Demands

While performing the duties of this job, the employee is regularly required to sit, stand, walk, talk, and hear. The role frequently involves driving long distances, entering and exiting vehicles, and walking around demonstration units and customer facilities. The employee must occasionally lift and/or move up to 3040 pounds (product literature, demo equipment, etc.). Specific vision abilities required include close vision, distance vision, and the ability to adjust focus. The position requires the ability to work outdoors in varying weather conditions during demonstrations and customer visits.