Florida Fire/EMS Product Representative & Business Development Leader

About the role

Applied Information, Inc. is a nationwide leader in Intelligent Transportation Systems (ITS), connected vehicle technology, and smart city solutions. Our Glance® platform and AI-enabled transportation hardware are deployed in thousands of communities to improve safety, efficiency, and mobility. We design and manufacture advanced electronic systems used in traffic intersections, emergency vehicle preemption, connected school zones, transit operations, and V2X infrastructure.

Responsibilities

• Sales Execution & Strategy
• Contribute to the design and execution of a scalable Fire & EMS sales operation blending direct engagement and distribution.
• Develop territory business plans with goals, timelines, and performance metrics.
• Regularly analyze coverage gaps and create strategies to increase market penetration.
• Apply structured sales methodologies provided by Applied Information.
• Business Development & Prospecting
• Take a highly proactive approach to business development, actively prospect, make calls, schedule meetings, and engage customers face-to-face to drive growth.
• Proactively make weekly outbound calls to schedule appointments for yourself and distributors.
• Expand adoption of preemption, priority control, CV2X, and related safety solutions across municipalities.
• Open new doors and accelerate customer adoption through consultative selling, strategic relationship building, and effective problem-solving.
• Territory & Field Engagement
• Serve as the primary Applied Information Fire/EMS representative within your assigned region - Southeast.
• Travel up to 50% to:
• Meet with departments, chiefs, and command staff.
• Support local distributors.
• Conduct demos, trainings, and operational evaluations.
• Represent Applied Information confidently in front of:
• Frontline firefighters and company officers.
• Chef officers and executive fire leadership.
• City/County officials and decision makers.
• Partnerships & Relationship Management
• Build and maintain strong relationships with:
• Fire Chiefs and executive staff.
• City and county technology, transportation, and public safety leaders.
• Distributors, channel partners, and integrators.
• Represent Applied Information at regional and national Fire/EMS conferences, expos, and training events.
• Work cross-agency with Fire, Police, EMS, DOT, and Traffic Engineering professionals.
• Training & Presentations
• Deliver classroom-style instruction, breakout sessions, and large-audience presentations.
• Conduct multi-agency training programs involving operational and technical personnel.
• Provide technology education related to 911CAD, communications systems, MDTs, and connected vehicle tools.
• Cross-Functional Impact
• Collaborate with Product, Engineering, and Marketing teams to align field insights with product development.
• Support pilots, proofs of concept, and innovative deployments within customer agencies.
• Serve as a subject matter expert for emergency vehicle preemption, priority control, and connected vehicle operations.
• Team Collaboration & Leadership
• Work closely with other Fire/EMS Product Representatives nationwide.
• Support teammates in other regions as needed, including occasional work across time zones.
• As the Fire/EMS program scales, assist in mentoring or helping onboard additional representatives.

Requirements

• Must reside in and primarily serve the territory of Florida.
• Must have served in a career (full-time, paid) Fire Department.
• Achieved rank of Fire Captain or Battalion Chief through progressive promotion.
• Significant frontline and supervisory operational Fire/EMS experience.
• Demonstrated expertise with fire service technology (CAD, MDTs, GIS, Data/Analytics, preemption, comms systems, etc.).
• Make daily outreach calls/emails, conduct agency meetings, and drive Glance EVP demos and sales through distributor partnerships.
• Must have ability and willingness to travel up to 50% within the territory and occasionally nationwide.
• Comfortable with public speaking, delivering presentations, and engaging executive leadership.
• Able to work effectively from a home office with high self-motivation and minimal supervision.
• Willing to collaborate as part of a national Fire/EMS team.
• High energy, mission-driven, and able to thrive in a demanding, fast-paced environment.

Preferred Requirements

• 15+ years in the fire service, with substantial operations time as Captain, BC, or higher.
• Experience with: Fire/EMS technology or public safety software, 911CAD and reporting systems, GIS and Data/Analytics, radio/communications technology, apparatus or equipment sales/service, traffic preemption or connected vehicle systems.
• Participation in departmental Technology, R&D, or Innovation committees.
• Experience evaluating, piloting, and driving adoption of new technologies.
• Proven experience delivering training at regional or national fire conferences.
• Strong relationship-building skills with Public Safety decision makers, City/County officials and distributors.