Segment Sales Manager

About the role

Reporting to the National Sales Director, the Segment Sales Manager will develop and grow complex, multi-site national accounts where fall protection needs span multiple facilities, regions, stakeholders, and buying centers. The role converts isolated project opportunities into broader account strategies across corporate real estate, facility management, industrial operations, distribution, manufacturing, and other enterprise environments with recurring safety infrastructure needs. Strong candidates will come with an existing network, enabling immediate pipeline creation.

Responsibilities

• Build and execute account plans for complex, multi-site organizations with recurring fall protection needs.
• Pursue enterprise opportunities across corporate real estate, facilities management, industrial operations, manufacturing, distribution, and logistics.
• Map corporate, regional, and site-level buying centers, including decision makers, influencers, procurement, safety, maintenance, and operations.
• Develop executive and field-level relationships that turn individual projects into repeatable national-account programs.
• Re-engage dormant or underdeveloped accounts with clear recovery plans and conversion strategies.
• Coordinate with estimating, engineering, operations, and branch teams on scope, pricing, delivery, and customer expectations.
• Maintain disciplined CRM activity, account plans, forecasts, pipeline visibility, and next steps.
• Use account history, quote activity, win/loss data, and market signals to prioritize high-return opportunities.
• Represent DFP as a consultative safety partner focused on risk, compliance, maintenance priorities, and capital planning.

Required Qualifications

• 5+ years of experience in engineered solutions sales.
• Formal training in sales, communications, negotiation, or a related commercial discipline.
• Working knowledge of OSHA and Cal/OSHA fall protection regulations.
• Working proficiency with construction specifications and drawing sets.
• Proven success managing complex B2B sales cycles with multiple stakeholders and extended decision timelines.
• Ability to travel as needed to develop accounts, visit customer sites, and support national opportunities.

Preferred Qualifications

• Experience with engineered fall protection systems, services, codes/standards, applications, or customer buying processes.
• Experience selling to national facilities management, corporate real estate, property services, or enterprise facility-owner networks.
• Relationships in multi-site industrial, manufacturing, logistics, distribution, retail, food processing, utilities, or other high-compliance environments.
• Success growing national or strategic accounts across corporate, regional procurement, safety, maintenance, engineering, and site operations.
• Background in safety, industrial services, engineered systems, construction services, facility maintenance, capital equipment, or material handling.
• Ability to turn scattered project demand into account plans, preferred-vendor relationships, recurring programs, or enterprise agreements.
• Strong commercial judgment on revenue potential, margin quality, conversion probability, geography, and operational fit.
• Comfort working with technical experts and explaining engineered or compliance-driven solutions to non-technical stakeholders.
• Proficiency with Salesforce, HubSpot, Microsoft 365, and related tools for account strategy, pipeline, forecasting, and reporting.
• Bachelor's degree in business, sales, marketing, engineering, safety, construction management, or a related field preferred.

Pre-Employment Requirements

• Valid Driver's License & Evidence of Ability to Insure
• Criminal Justice Background Check (state and federal)
• Drug Test (5-panel)
• E-Verify eligibility verification

Physical Requirements

• Ability to lift and move up to 50 pounds as needed.
• Ability to stand, walk, and bend for extended periods in warehouse settings.
• Ability to sit at a computer workstation or desk for prolonged periods, up to 8 hours per day.
• Ability to read, count, and write accurately to complete documentation required for the position.
• Ability to use hands and fingers to operate a keyboard, phone, and office equipment.
• Ability to climb a fixed ladder to access a rooftop; ability to access other interior at-height environments with appropriate PPE; ability to perform site assessments outdoors in inclement conditions.

Schedule

Standard days and hours of work are Monday through Friday, 8:00 AM to 5:00 PM with a 1-hour lunch as scheduled with management. This position may require hours beyond the standard working hours listed above to satisfy job duties and department demand.

Benefits

• Benefit eligibility begins on the first of the month following the completion of 30 days of employment.
• Medical, Dental, and Vision.
• Company-sponsored life insurance policy available even if waiving other coverages.
• 401(k) contribution eligibility is the start of the first pay period following the completion of 30 days of employment through John Hancock; employer match is 5% at enrollment.