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Sales Manager - Fire Sprinkler

Sales Manager – Fire Sprinkler

Valparaiso, IN

Position Overview
The Sales Manager is responsible for leading and developing a team of Sales Engineers (Estimators) who pursue new project opportunities and build relationships with general contractors and owner-direct customers for fire sprinkler projects. This role oversees the bid pipeline, ensures estimate and proposal accuracy, drives capture rates and margin performance, and ensures a smooth handoff of sold projects to operations. The Sales Manager plays a critical role in shaping bidding strategy, mentoring estimating staff, and supporting the overall growth of the fire protection contract sales function.

Team Leadership & Development

Lead, mentor, and develop a team of 2-4 Sales Engineers, providing coaching on estimating practices, customer engagement, and proposal quality
Set individual and team performance goals tied to bid volume, capture rates, margin targets, and customer relationship growth
Conduct regular one-on-ones, performance reviews, and skills development planning
Foster a collaborative team environment that works effectively across departments
Bid Strategy & Pipeline Management
Establish bidding priorities across the team based on capture rates, margin opportunities, customer relationships, and operational capacity
Review the bid pipeline regularly to ensure resources are focused on the highest-value opportunities
Monitor win/loss data and adjust strategy to improve hit rates and profitability
Approve bid/no-bid decisions and provide guidance on pricing strategy for complex or high-value projects

Estimate & Proposal Oversight

Review estimates prepared by Sales Engineers for accuracy, code compliance, and economic competitiveness
Ensure quotes properly account for project specifications, special equipment and materials, subcontractor needs, and rental pricing
Lead bid reviews with the department head and ensure team members are prepared with organized, complete documentation
Verify proposals match bid document requirements and are clear, concise, complete, and free of grammatical errors or contradictions
Ensure job award paperwork is completed accurately and on time, and that turnover meetings with operations are well-prepared
Confirm that scope of work, conditions, expectations, opportunities, and payment terms are clearly defined at handoff
Support operations with pricing questions, change order strategy, and conflict resolution on sold projects

Customer Relationships

Maintain and grow direct relationships with key general contractors and project owners
Support Sales Engineers in customer-facing meetings, negotiations, and conflict resolution
Identify new market opportunities and target accounts to expand the customer base

Required Qualifications

5-7 years of progressive experience in estimating, sales engineering, or contract sales within the fire protection industry
Demonstrated experience preparing and reviewing fire protection estimates and proposals
Prior leadership experience or evidence of readiness to lead a team (formal or informal)
Working knowledge of fire protection codes, materials, equipment, and subcontractor markets
Strong written and verbal communication skills, including the ability to produce clear, error-free proposals
Proven ability to manage multiple priorities, meet bid deadlines, and solve problems under pressure
Ability to work effectively with a wide range of personalities, both internally and with customers
Bachelor's degree in construction management, engineering, business, or related field
NICET certification or equivalent fire protection industry credentials

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