Job Description for Regional Service Sales Manager

Are you interested in working for the nation’s leading fire protection company and beginning a rewarding and satisfying career that helps save the lives of thousands each year? Do you want to be a part of a growing and expanding team of industry experts? If so, exploring career opportunities with Summit Fire & Security may be right for you!

Summit Fire & Security, a subsidiary of SFP Holding, Inc. (Summit Companies), is a full-service provider for fire detection, suppression, and security with a full suite of capabilities that includes design, installation, testing, inspections, and maintenance. We serve customer across many verticals on a local, regional, and national scale. We’re proud of our well-deserved reputation for quality work that’s completed by our talented and experienced installation workforce. Summit Fire & Security is a dynamic organization with endless growth opportunities spanning over 70 locations in more than 20 states.

Our company is consistently recognized for service excellence in the fire protection industry. Summit Fire & Security supports trade skills and workforce development by hosting Recognized Apprenticeships and on-the-job training (OJT) programs for new career-seekers. Many members of our leadership chair NFPA code compliance committees, serve on regional safety boards, and support technical education in local schools. Summit Fire & Security supports employees in their professional development by offering continued development, training, and education by encouraging NICET and other career-advancing certifications. We continually strive to be the Employer of Choice for highly motivated team members who want to succeed in a high-growth environment. We encourage initiative, independence, diversity, and personal career growth.

Demonstrating the combination of experience, knowledge, and customer service is the key to our performance and helps us achieve our goal of providing the highest quality fire protection services possible to protect lives and property.

Job Summary: Responsible for providing sales support, sales management, and sales leadership of both the FLS Sales Executive (inspection sales) and the Sales Representatives (service sales) within assigned territory. Provide all aspects of training including onboarding process of new sales representatives, coaching, mentoring to satisfy sales development and goal achievement.

Essential Duties and Responsibilities include the following. Other tasks may be assigned as needed.

Provide sales management to include mentoring, coaching, and overall sales development of assigned sales representatives.

• Review and monitor sales and proposal activity on salesforce (weekly)
• Review Days to Inspection report found on salesforce (weekly)
• Monitor quantity and quality of proposals to ensure representative is meeting key performance indicators that lead to success (weekly)
• Perform regular field visits with representative in territory on sales appointments, prospecting calls, surveys, and presentation/closing opportunities (monthly)
• Review weekly/monthly sales performance versus assigned sales goal
• If sales representative is inadequate in meeting goal expectations, identify reasons and implement solution

Provide sales training to all sales representatives within assigned region by utilizing the Summit Fire & Security Sales Playbook

• Work closely and communicate often with branch management ensuring new sales representative is on schedule and receiving all necessary resources and support

Perform weekly/bi-weekly conference calls with sales teams.

• Review of weekly activity and sales results (individual and as a region)
• Review of target account progress
• Manage all assigned new contract opportunities towards conversions

Communicate on a regular basis with branch management on progress made during the Summit Fire & Security onboarding process

• Notify management of strengths, challenges, and any reasons for concern and immediate areas of concern
• Complete summary report, submit to management and follow up with conversation.
• Share report with Service Sales Director on conclusion of branch visit including conversations and plan of action

Provide sales support and leadership by clearly identifying strategic targeted accounts

• Work towards 2-3 target accounts and manage through the sales process (prospecting, qualifying, surveying, presentation and closing)
• Work closely with representative in creating a SWOT type analysis, and create overall sales strategy to secure initial appointment
• Work in unison with other sales leaders within the company such as Director of National Accounts, Director of Healthcare Sales in learning, identifying other potential target accounts

Communicate with and assist Service Sales Director on all requested reporting needs, projects, and information to include

• Any changes made to existing salesforce
• Potential implementation of a Performance Improvement Plan (PIP)
• Weekly activity reports including progress on any target accounts
• Sales hiring needs
• Regular updates on prospective sales representatives including phone interviews
• Attend, participate on all required RSM conference calls, RSM meetings including annual sales kick-off meeting.
• Inform of any industry/code changes and/or market trends for the sake of information and sales related opportunities

Ensure sales representatives are compliant with all company policies and procedures.

Participate in the Regional Sales Manager Bonus program that rewards achievement of the overall team sales results

QUALIFICATION REQUIREMENTS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and duty, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE:

BA, BS, sales management experience (minimum of 5 years); or equivalent combination of education and experience. Familiarity with fire protection industry including inspection sales and service is a plus along with having managed a team of salespeople across a region.

COMPUTER SKILLS:

Strong working knowledge of excel, word, power point, and salesforce.

LANGUAGE SKILLS:

Ability to read, write and communicate clearly by way of email. Ability to present information and respond to questions from managers, customers, AHJs (Authorities Having Jurisdiction) and the general public.

Good interpersonal skills are required to market Summit Fire & Security and develop sound customer relationships.

Good presentation skills are required in presenting at trade show events, sales meetings, and on high-level customer presentations.

MATH SKILLS:

Basic math skills are required to develop sound service estimates and use a spreadsheet program such as excel

Benefits

Summit Fire & Security offers extensive training opportunities, career advancement, competitive pay, bonus opportunities, along with an industry leading and affordable benefits package for eligible employees. Our benefits package includes:

• Paid Vacation and Holidays
• Medical Insurance
• Dental Insurance
• Vision Insurance
• 401(k) Plan with Company Match
• Flexible Spending Accounts
• Long-Term Disability – Employer Paid
• Short-Term Disability – Employer Paid
• Additional Voluntary Ancillary Benefits such as Accident and Hospital Indemnity
• Life Insurance for Team Members and Dependents
• Employee Assistance Program
• Employee Referral Program

Our Core Values

PIPE

• We are PASSIONATE about life safety
• We have INTEGRITY (Do the right thing)
• We work in PARTNERSHIP with our customers and community
• We constantly strive for OPERATIONAL EXCELLENCE (Do things right)

Summit Fire & Security participates in E-Verify & in alignment with our commitment to safety, we promote a drug-free workplace. Summit Fire & Security is an equal-opportunity employer committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, gender identity, sexual orientation, age, status as a protected veteran, among other things, or status as a qualified individual with a disability.