Fire/Security Account Manager

About the role

The Regional Fire & Security Account Manager is responsible for driving sales growth and managing day-to-day business development activities for South Dakota, with primary responsibility for selling Commercial Fire Alarm, Access Control, Video Surveillance, and related critical communications solutions. This role serves to provide and consult with customers and internal teams on system design, applicable codes and standards, product selection, and solution development. The Account Manager will develop trusted customer relationships and translate client requirements into technically sound, compliant, and commercially viable solutions. Success in this role requires an ability to sell across multiple technology disciplines and vertical markets. The Account Manager will actively identify opportunities to cross-sell Fire Alarm, Access Control, Video Surveillance, and other Beacon offerings while leveraging internal subject matter experts to develop comprehensive solutions.

Responsibilities

• Develop and execute territory sales strategies designed to achieve revenue, gross margin, and growth objectives.
• Drive new business development through prospecting, relationship building, networking, referrals, and targeted account strategies.
• Identify opportunities to cross-sell and expand customer relationships across Fire Alarm, Access Control, Video Surveillance, and other critical communications technologies.
• Develop consultative relationships with owners, facility managers, general contractors, electrical contractors, engineers, consultants, and other key decision-makers.
• Work closely with Beacon's project management, engineering, operations, service, and other sales teams to develop solutions and successfully transition awarded opportunities.
• Collaborate with internal subject matter experts to pursue opportunities outside the Account Manager's core technical expertise.
• Understand customer requirements and translate them into solutions that address operational needs, regulatory requirements, budget considerations, and long-term objectives.
• Develop and maintain a healthy sales pipeline, ensuring opportunities are properly qualified, actively progressing, and aligned with Beacon's sales objectives.
• Participate in developing department budgets, revenue forecasts, and sales plans.
• Support marketing initiatives and campaigns designed to generate awareness, create demand, and accelerate sales opportunities.
• Maintain a strong understanding of Beacon's strategic initiatives, emerging technologies, vendor offerings, and market opportunities.
• Identify new solutions and technologies that can be prescribed to customers and incorporated into broader sales strategies.
• Monitor market conditions, competitive activity, customer needs, and industry trends to identify opportunities for growth.
• Assist in resolving customer-related issues and serve as an effective advocate for both the customer and Beacon.
• Maintain accurate CRM activity, opportunity information, forecasts, and account plans.
• Represent Beacon professionally in customer meetings, industry events, trade associations, and other business-development activities.

Qualifications

• Minimum 10 years of experience in low voltage system sales, construction, estimating and project budgeting.
• Minimum 5 years' experience in healthcare technology, security solutions, intercommunication systems and audio video solutions.
• Experience with security and healthcare technology sales within large IDN settings.
• Excellent interpersonal, customer service and communication skills.
• Experience using CRM to manage the sales process and forecast sales.
• Strong analytical skills to identify trends and sales patterns.
• Ability to design and implement a successful sales strategy.
• Ability to guide and mentor sales representatives.
• Must be proficient in Microsoft Office products.
• Must be self-motivated and punctual.
• Must be able to manage multiple tasks and have excellent follow-up skills both internally and externally.
• Bachelor's Degree, equivalent, or relevant experience.
• 5+ years of Sales experience.

Additional requirements

• Requires prolonged sitting, standing, some bending, stooping, and stretching.
• Requires manual dexterity and eye-hand coordination for data input.
• Must maintain a clear background check to satisfy customer client site badging requirements.
• Must be willing to submit to all vaccinations and screening tests required for customer entry badging protocol.
• Maintain a clear drug and alcohol screening protocol.
• Travel required – 75%.