Fire Sales Manager, Western New England

About the role

Johnson Controls is a global leader in thermal management, mission-critical building systems, and decarbonization. We help customers improve energy efficiency, reduce emissions, and operate with precision and resilience. We are seeking a Fire Safety Sales Manager to drive life-safety outcomes across our fire alarm, fire sprinkler, and fire suppression portfolios in Western Massachusetts, Rhode Island, and Connecticut.

Location: Western New England region (Western Massachusetts, Rhode Island, and Connecticut) with regional travel as needed.

Responsibilities

• Lead the local sales strategy and execution for the fire life-safety portfolio (fire alarm, fire sprinkler, fire suppression) in Western Massachusetts, Rhode Island, and Connecticut, driving bookings growth and expanding recurring service revenues.
• Build, mentor, and manage a capable district/branch sales team to meet or exceed customer and revenue targets for all life-safety lines.
• Develop and implement territorial business plans aligned with enterprise programs; prioritize high-potential opportunities, pricing strategies, and contract terms to win new business while protecting existing revenue.
• Grow wallet share with existing customers by expanding service contracts, maintenance programs, and life-safety upgrades; focus on recurring revenue streams alongside project-based work.
• Own local market development: establish and nurture executive-level relationships with building owners, facility managers, developers, and end-users across Western Massachusetts, Rhode Island, and Connecticut; leverage local networks to accelerate growth.
• Lead collaboration with Area Sales Manager and national accounts to secure large-scale opportunities and standardize best practices across the region.
• Drive delivery-aligned sales activities, including scoping, pricing, and risk assessment, ensuring projects are aligned with safety, quality, and timeline objectives.
• Champion life-safety evangelism: communicate the value of integrated fire alarm, sprinkler, and suppression solutions and how they support overall building safety and compliance.
• Ensure compliance with all applicable codes and standards (NFPA, local jurisdictions) and Johnson Controls’ Zero Harm safety policy.
• Coach and mentor: conduct regular ride-alongs, customer visits, and executive engagements to reinforce capabilities, negotiate effectively, and close deals.
• Collaborate with marketing, pricing, and service teams to refine campaigns, promotions, and service offerings tailored to the Western Massachusetts, Rhode Island, and Connecticut market.
• Forecast rigorously, set performance standards, and reallocate resources as needed to optimize regional results.

Requirements

• College degree in Business or a related field, or equivalent experience.
• Five or more years of experience in the Fire Safety industry, with a track record in B2B sales and field management.
• Demonstrated ability to manage a high-volume sales team and drive bookings growth and recurring service revenues.
• Strong solution-oriented selling skills, with the ability to design and present life-safety solutions that meet customer needs and timelines.
• Excellent communication, negotiation, and relationship-building skills; proven ability to influence at multiple organizational levels.
• Comfort with project management, cross-functional collaboration, and leading teams through organizational change.
• Knowledge of or experience with NFPA codes, life-safety standards, and regional regulatory requirements (including MA, RI, CT specifics).

Preferred Qualifications

• BA degree or additional marketing/business credentials.
• Five or more years in a formal leadership role (district/branch level) within a life-safety or related domain.
• Experience with enterprise accounts or national accounts in the fire life-safety space.
• Proficiency with CRM and sales analytics tools; ability to translate data into action.

Benefits

• Competitive salary, paid vacation/holidays/sick time.
• Comprehensive benefits package (401(k), medical, dental, vision) starting day one.
• Extensive product and on-the-job training, with strong support resources.
• A collaborative, safety-focused culture aligned to our Zero Harm policy.
• Opportunities for growth and advancement within a national leader in life-safety and building systems.

Pay

Hiring salary range: $106,000–165,000 (determined by education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data). This role offers a competitive bonus plan based on individual, group, and corporate performance.