Role Summary

The Director of Sales & Marketing at Total Fire Protection is responsible for leading and scaling the Company’s sales strategy, revenue execution, and team performance. Reporting to the Vice President of Sales and Marketing, this role translates Total Fire Protection’s growth objectives into actionable sales and marketing plans, drives high-performing sales teams, strengthens customer relationships, and drives consistent service revenue results.

This position blends strategic planning with hands-on leadership to expand Total Fire Protection’s market presence, accelerate revenue growth, and deliver a best-in-class customer experience.

Key Responsibilities

Sales Strategy & Revenue Growth

• Develop and execute Total Fire Protection’s sales and marketing strategy aligned with Company growth objectives in partnership with the Vice President of Sales and Marketing.
• Own sales forecasting, revenue planning, and pipeline management across all markets served by the Company.
• Track, analyze, and report sales performance against goals, identifying opportunities for growth and optimization.
• Partner closely with the Vice President of Operations and extended Operations team to align sales initiatives with broader business priorities (cross-functionally).
• Drive new customer acquisition while expanding and deepening relationships with existing customers.

Team Leadership & Development

• Lead, coach, and develop a high-performing sales organization.
• Establish clear performance expectations, sales targets, and accountability measures.
• Support the onboarding and retention top sales talent aligned with Total Fire Protection’s culture and values.
• Collaborate on the design and implementation training programs for new hires and ongoing development for existing team members.
• Facilitate sales meetings, one-on-one coaching sessions, and ongoing performance reviews.

Customer, Partner & Market Engagement

• Build and maintain strong, long-term relationships with key customers, partners, and industry influencers.
• Support the sales team in complex negotiations, strategic accounts, and high-impact deal closures.
• Represent Total Fire Protection at networking events, trade shows, and client meetings.
• Ensure customer and market insights inform service positioning, pricing, and sales strategy.

Marketing Partnership

Operational Excellence & Process Improvement

• Establish and manage sales territories, quotas, and performance metrics.
• Oversee CRM utilization and reporting, ensuring strong data integrity and forecasting accuracy.
• Identify and implement sales process improvements, tools, and best practices.
• Prepare and present regular sales reports, performance dashboards, and pipeline updates to senior leadership.

Qualifications & Experience

Required

• Bachelor’s degree in Business Administration or a related field.
• 10+ years of progressive services sales leadership experience with a proven record of meeting or exceeding revenue targets (inspection, service repairs and related trade services)
• B2B sales experience in trade/facilities services industry with a strong understanding of operations
• 3+ years of experience leading, coaching, and managing a diverse sales team focused on both account management and outside sales initiatives*
• Demonstrated success building and executing scalable sales strategies.
• Strong business acumen with the ability to convert strategy into operational execution.
• Experience using CRM platforms.
• Excellent communication, presentation, and stakeholder management skills.
• Ability to thrive in a fast-paced, results-driven environment.

Highly Preferred

• Experience in a B2B, consultative, or solution-oriented sales environment.
• Fire Life and Safety industry direct experience strongly preferred.
• Exposure to multi-market or multi-location sales operations.
• Experience partnering with senior leaders on revenue growth initiatives.

Leadership Competencies

• Strategic, execution-focused leader
• Strong people manager and coach
• Data-driven and results-oriented
• Collaborative, influence-based leadership style
• Customer-centric and market-aware

Success Measures

• Achievement or exceedance of quarterly and annual revenue targets
• Healthy, predictable sales pipeline and accurate forecasting
• High-performing, engaged, and retained sales team
• Sustained customer growth and long-term client relationships