Inspection Managed Account Sales Specialist

Inspection Managed Account (IMA)

The Inspection Managed Account (IMA) role is how Grunau Fire within the DU Family of Companies, and our parent company, APi Group, grow our inspection business - fire sprinkler systems, fire alarm and monitoring, fire pumps, extinguishers, kitchen hood systems, special hazards, and more - one customer relationship at a time. It's a field-based position built around site surveys, target account development, and long-term customer partnerships. It's not a high-pressure, cold-call-driven sales seat, and it isn't designed to be one.

We're looking for someone who is organized, curious, and comfortable with technology, and who wants to build a durable book of business over several years rather than chase short-term wins. Prior fire and life safety experience is helpful but not required. We will teach you the technical side. What we can't teach is the work ethic, attention to detail, and a genuine interest in solving customer problems.

If that describes how you work, the rest of this posting walks through what the role looks like, how you'll be developed, and how you'll be paid.

One thing worth understanding up front: our work is largely code-driven and compliance-based. Fire and life safety inspections aren't an emotional or discretionary purchase. They are mandated, recurring, and essential to keeping buildings and people safe. That makes this role meaningfully different from sales positions tied to economic cycles or discretionary spending.

What You'll Actually Do

The IMA role is the front end of how Grunau Fire within the DU Family of Companies (and our parent, APi Group) grows our inspection business. You won't be cold-pitching strangers all day. You'll be:

• Surveying customer sites in detail - Walking facilities, identifying every fire and life safety system and device, capturing counts, taking photos, and cataloging equipment so our inspectors and administrators can deliver flawlessly.
• Owning your CRM - Entering customer data, opportunities, and site information in real time using the Microsoft Dynamics mobile app. The most successful people in this role treat CRM as a tool that makes their day easier, not a task they dread.
• Building a target account list and showing up monthly - You'll develop ~10 strategic accounts with input from your branch leader and your Corporate Inspection Sales Leader (CISL), then visit each one in person every month to build the relationship over time. This is a long game, not a sprint.
• Writing and delivering professional proposals in person - Following up consistently until the agreement is signed - ideally as multi-year inspection agreements.
• Hitting clear, measurable goals - Annual new inspection sales, full contract value (multi-year), and three new monitoring accounts per month.
• Joining and getting active in an industry association (BOMA, IFMA, NAIOP, ASHE, or a local equivalent) aligned to the vertical market that works best for your branch.

Your First 90 Days - What You Can Expect From Us

We don't throw new IMAs in the deep end. Your first 30 days are structured:

• Weeks 12: Ride along with our inspectors on every type of system we service wet/dry sprinkler, fire alarm, extinguishers, kitchen hood, fire pump, special hazards. You're not expected to sell. You're expected to learn, ask questions, take pictures, and start practicing site surveys.
• Week 3: Internal interviews with everyone in the branch. That's inspectors, project managers, administrators, service teams. This helps you understand how the whole operation works and who you'll be partnering with.
• Week 4: More ride-alongs to close any gaps, then you "test out" by completing solo site surveys reviewed by inspectors and your department leader.
• Day 30: Formal onboarding in Minneapolis at APi Headquarters with other IMAs from across the country. This covers program fundamentals, the "why" behind every requirement, and the tools that make successful IMAs successful.
• Day 60: You'll present a living business plan to your CISL and branch leadership covering your target accounts, vertical market strategy, and SMART growth strategies.
• Months 2-6: You'll be working the plan - making monthly visits to your target accounts, completing site surveys, writing proposals, building your CRM pipeline, and meeting with your CISL each month for a business review covering performance, forecast, target accounts, and any support you need. This is when the role really starts to take shape.
• Six months in: You'll attend a refresher at the APi Group learning center in Minnesota with IMA peers from sister operating companies across North America. It's a chance to share what's working and steal ideas from people doing the same job in different markets.
• You'll have monthly business reviews with your CISL for as long as you're in the role, plus weekly check-ins during your first 30 to 60 days. The typical ramp-up to full ROI is 10 to 18 months, and we treat it that way.

Compensation - How It Actually Works

Your base salary is $70,000. That's your foundation, and it's yours regardless of where your pipeline stands in any given month.

The incentive side is where the role gets interesting and where it's different from most sales jobs. Incentive is earned as inspections are performed and invoiced, not when a contract is signed.

• Sign a one-year agreement ? earn incentive when that inspection is completed.
• Sign a three- or five-year agreement ? earn incentive every year, as each scheduled inspection is performed over the life of the contract.
• Build a book of multi-year accounts ? your incentive income compounds every year those customers' inspections come due, without you having to resell them.

In practical terms, year one will look mostly like base salary while your book of business is being built. By years two and three, as multi-year agreements you've sold are being performed, your total compensation grows meaningfully. The plan is intentionally designed so that building the right way, with quality customers, multi-year agreements, organized CRM data, it pays you more over time, not just more right now.

To keep the plan fair, performance thresholds are waived for your first two years on the program, so you're not penalized for being new.

We don't want someone chasing signatures. We want someone who cares whether the inspection actually gets done right.

Ownership - You Can Own a Piece of What You're Building

Two programs back this up:

• Employee Stock Purchase Plan (ESPP) - Buy APi Group stock (NYSE: APG) at a discount through payroll deduction after six months on the job.
• Profit Sharing - Once you've been with us a year, the company contributes APG stock to your retirement account each spring, tied to how the business performs. You don't pay anything in. It's funded by us.

Together, ESPP and Profit Sharing turn a long-tenured career into a genuine ownership position. For someone who wants to build something, not just clock in, that alignment matters.

Who We Think Will Thrive

• You're naturally organized. You time-block your week, you finish what you start, and you keep your own systems clean.
• You're a learner. You ask "how does that work?" and "why?" without ego. NFPA codes, panel types, riser rooms, etc. You want to understand them, not just sell around them.
• You're tech-savvy. CRM, mobile apps, Power BI, LinkedIn Sales Navigator, and Microsoft 365 are tools, not obstacles. You'll use talk-to-text in your vehicle to update notes the same hour you finish a meeting.
• You're a relationship-builder, not a closer. You'd rather earn ten loyal multi-year partners than win twenty one-off contracts.
• You want to build something. The IMAs who exceed their goals and win milestone awards aren't the loudest in the room. They're the most consistent.
• You manage your own time and hold yourself accountable. This

Grunau Fire Protection