Regional Sales Manager - Fire Protection

Regional Sales Manager - Fire Protection

About the Company

Guardian Fire Protection Services, LLC is a leading provider of fire protection, life safety, and security solutions, proudly serving the Mid‑Atlantic, Midwest, and Southeast regions for more than 45 years. Headquarters in Rockville, Maryland, Guardian operates 23 offices across 8 states and supports more than 90,000 customers across a wide range of industries. Guardian delivers comprehensive, end‑to‑end service across the fire, life safety and security industries. Our capabilities include fire sprinklers, fire alarms and monitoring, fire pumps, extinguishers, special hazards systems, marine fire protection, and integrated security solutions that include access control systems and CCTV. Our continued growth is fueled by deep technical expertise, trusted customer relationships, strong business performance, and a disciplined acquisition strategy that ensures consistent quality and service across all locations.

Our People & Culture

At Guardian and our affiliated companies, our people are the foundation of our success. We're committed to hiring and developing talented, passionate professionals who share our mission to protect lives and property. As we continue to grow, we offer meaningful career opportunities within a dynamic organization focusing on customer service, technical expertise, collaboration and long-term success.

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About the Opportunity

Guardian Fire Protection Services is seeking a results-driven and experienced Regional Sales Manager to serve as a player-coach, leading and expanding our multi-brand sales operations across Maryland, D.C., and Virginia. This high-impact leadership role oversees both inside and outside sales teams, with responsibility for accelerating revenue growth, improving conversion rates, and fostering a high-performance, accountability-driven sales culture. The RSM is expected to meet and exceed both individual and team sales targets. The Regional Sales Manager (RSM) is responsible for driving regional revenue growth, expanding market presence, and strengthening customer engagement. This role provides leadership, direction, and development for a regional sales team while actively contributing to strategic sales initiatives, complex deal execution, and the cultivation of long-term client relationships. The RSM plays a critical role in aligning sales strategies with operational capabilities, regulatory requirements, and evolving market conditions.

The ideal candidate will demonstrate a consistent track record of exceeding sales objectives, a strong ability to coach and develop sales professionals at all levels, and the strategic insight necessary to drive performance across a diverse portfolio of fire inspection, security systems, and project-based fire protection services.

Job Duties

Sales Leadership & Team Development

• Lead, mentor, and manage inside and outside sales team of 5-10 members across assigned region(s)
• Set clear performance expectations and hold team members accountable to activity metrics and revenue targets
• Conduct regular pipeline reviews, ride-alongs, and call coaching sessions to develop sales skills
• Drive consistent growth across three core service lines:

1. Fire Inspection Sales (recurring inspection and service agreements)
2. Security System Sales (access control, CCTV, intrusion, and monitoring)
3. Project-Based Sales (fire sprinkler, fire alarm, and kitchen suppression system installation)

• Own regional revenue targets and manage performance to monthly, quarterly, and annual goals
• Meet and exceed personal quota targets for large key account expansion within the region
• Manage key customer relationships within region focusing on full share of wallet
• Develop and refine pricing strategies in partnership with operations and senior leadership
• Enforce consistent use of Salesforce and HubSpot for pipeline tracking, forecasting, and reporting
• Deliver regular forecasts and performance reporting to senior leadership
• Identify and pursue new market opportunities across commercial, industrial, and Multi-family residential segments
• Collaborate with marketing on lead generation, campaign alignment, and inbound lead handling
• Support the expansion of cross-sell and upsell programs across the Guardian family of brands

Personal Sales Targets & Account Management

• Carry and exceed personal sales quota focused on key accounts and share of wallet expansion
• Build and maintain strong, long-term relationships with key decision-makers, including building owners, property managers, contractors, facility managers
• Serve as a senior-level point of contact for strategic and high-risk accounts
• Ensure customer needs are accurately translated into service and installation solutions
• Address customer escalations proactively and partner with operations to resolve issues quickly and effectively
• Promote customer retention, renewals, upselling, and cross-selling of fire protection services
• Champion a customer-first mindset across the regional sales team

Qualifications

Required

• 5–7 years of sales management experience, preferably in a service-based or trades industry
• Demonstrated track record of consistent sales outperformance, quota attainment, team growth, or market expansion
• Experience managing both inside sales (phone/email-based) and outside sales (field-based) teams
• Proficiency with CRM platforms (Salesforce, HubSpot, or similar)
• Excellent coaching, communication, and leadership skills
• Ability to travel across the assigned region as needed

Preferred

• Previous field sales experience in fire protection, life safety, security, or a related industry
• Familiarity with fire inspection services, NFPA codes, or related technical knowledge
• Experience selling project-based or construction services
• Background managing multi-branch or multi-brand sales teams

Compensation

• This is a salaried position - salary is negotiable depending on candidate experience
• Quarterly bonus opportunities
• Monthly commissions

Benefits

• 401K with a company match
• Medical, Dental and Vision Insurance
• Company paid Short Term Disability
• Company paid Long Term Disability
• Company paid Life and AD&D insurance
• Pre-tax accounts for health and dependent care
• Aflac
• Vacation and Personal time
• Paid holidays
• Tuition Reimbursement

Guardian Fire Protection Services, LLC. is an Equal Employment Opportunity (EEO) employer and prohibits employment discrimination for employees and applicants based on his or her age, race, color, pregnancy, gender, gender identity, sexual orientation, national origin, religion, marital status, citizenship, or because he or she is an individual with a disability, protected veteran or other status protected by federal, state, and local laws.

Job Type: Full-time

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