Fire Sales Manager

Job Description

About Us

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Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

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For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

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What you will do:

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• Own sales plan achievement for the assigned geographic area and drive consistent progress against revenue and booking goals.
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• Lead day-to-day activity for an experienced district or branch sales team in a high-volume, transaction-driven environment.
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• Develop sales strategies with the Area Sales Manager, including contract negotiation and pricing approach for new and existing business.
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• Monitor sales performance, refine tactics as needed, and reallocate resources to improve results.
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• Contribute to marketing, customer retention, advertising, pricing, and distribution strategies for the district or branch.
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• Coach and train the sales team on product and service knowledge, marketing campaigns, sales promotions, sales techniques, procedures, and standards.
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• Build, hire, develop, and align a strong team focused on growth and customer success.
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• Lead sales activity for the local fire alarm, security, fire sprinkler, and fire suppression portfolio.
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• Grow and retain the recurring revenue base and related service revenue through disciplined coaching and mentoring.
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• Collaborate with area and national sales leaders to support standard methodologies and expand the national account customer base.
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• Develop business plans for the territory, including business development strategy, staffing, market assignments, strategic customer development, and industry relations.
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• Direct sales forecasting activities and set performance standards aligned with assigned objectives.
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• Conduct regular ride-along sessions with team members and key clients to strengthen relationships, sharpen selling skills, and support closing new business.
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• Ensure company policies and procedures are administered and communicated consistently.
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How You Will Do It

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• You will own outcomes with accountability, safety, and integrity by setting clear expectations, following through on commitments, and reinforcing disciplined execution across the team.
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• You will stay close to the work and focus on what matters most to customers by spending time in the field, understanding account needs, and removing obstacles that slow sales progress.
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• You will improve every day through candid coaching and practical problem-solving by reviewing performance regularly, sharpening plans, and turning feedback into action.
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• You will win as one team by collaborating across sales, delivery, marketing, and national account partners to create a consistent customer experience.
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• Use ride-alongs, customer visits, and team coaching sessions to build capability, strengthen accountability, and help sales representatives close more effectively.
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• Translate sales data and market insight into clear action plans, then adjust staffing, coverage, and priorities as business needs change.
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Qualifications

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• College degree in Business, or equivalent experience.
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• Five or more years of experience in the Fire Safety industry.
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• Minimum of 5 years of sales experience, including 3 years of field sales management experience in a business-to-business environment, or successful management of another sales channel.
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• Demonstrated comfort managing a high-volume, transaction-based sales team.
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• Experience leading and working in teams, with project management capability and success selling at all customer levels.
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• Ability to create and develop solutions that meet customer needs while supporting business objectives.
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• Business acumen and the ability to apply it in a fast-moving sales environment.
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• Excellent communication and team-building skills with a strong understanding of inter-departmental relationships.
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• Proven time management, prioritization, and delivery against deadlines.
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• Experience managing a team through transition or significant organizational change.
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Nice to Have

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• BA degree or background in marketing.
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• Five or more years in a leadership role.
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