Fire Sales Manager, Western New England

About Us

Johnson Controls is a global leader in thermal management, mission-critical building systems, and decarbonization. We help customers improve energy efficiency, reduce emissions, and operate with precision and resilience. We are seeking a Fire Safety Sales Manager to drive life-safety outcomes across our fire alarm, fire sprinkler, and fire suppression portfolios in Western Massachusetts, Rhode Island, and Connecticut. You’ll lead a high-performing, high-volume sales team and partner with delivery teams to ensure exceptional customer outcomes and recurring revenue growth.

Location: Western New England region (Western Massachusetts, Rhode Island, and Connecticut) with regional travel as needed

What you will do

• Lead the local sales strategy and execution for the fire life-safety portfolio (fire alarm, fire sprinkler, fire suppression) in Western Massachusetts, Rhode Island, and Connecticut, driving bookings growth and expanding recurring service revenues.

• Build, mentor, and manage a capable district/branch sales team to meet or exceed customer and revenue targets for all life-safety lines.

• Develop and implement territorial business plans aligned with enterprise programs; prioritize high-potential opportunities, pricing strategies, and contract terms to win new business while protecting existing revenue.

• Grow wallet share with existing customers by expanding service contracts, maintenance programs, and life-safety upgrades; focus on recurring revenue streams alongside project-based work.

• Own local market development: establish and nurture executive-level relationships with building owners, facility managers, developers, and end-users across Western Massachusetts, Rhode Island, and Connecticut; leverage local networks to accelerate growth.

• Lead collaboration with Area Sales Manager and national accounts to secure large-scale opportunities and standardize best practices across the region.

• Drive delivery-aligned sales activities, including scoping, pricing, and risk assessment, ensuring projects are aligned with safety, quality, and timeline objectives.

• Champion life-safety evangelism: communicate the value of integrated fire alarm, sprinkler, and suppression solutions and how they support overall building safety and compliance.

• Ensure compliance with all applicable codes and standards (NFPA, local jurisdictions) and Johnson Controls’ Zero Harm safety policy.

• Coach and mentor: conduct regular ride-alongs, customer visits, and executive engagements to reinforce capabilities, negotiate effectively, and close deals.

• Collaborate with marketing, pricing, and service teams to refine campaigns, promotions, and service offerings tailored to the Western Massachusetts, Rhode Island, and Connecticut market.

• Forecast rigorously, set performance standards, and reallocate resources as needed to optimize regional results.

What we look for

Required

• College degree in Business or a related field, or equivalent experience.

• Five or more years of experience in the Fire Safety industry, with a track record in B2B sales and field management.

• Demonstrated ability to manage a high-volume sales team and drive bookings growth and recurring service revenues.

• Strong solution-oriented selling skills, with the ability to design and present life-safety solutions that meet customer needs and timelines.

• Excellent communication, negotiation, and relationship-building skills; proven ability to influence at multiple organizational levels.

• Comfort with project management, cross-functional collaboration, and leading teams through organizational change.

• Knowledge of or experience with NFPA codes, life-safety standards, and regional regulatory requirements (including MA, RI, CT specifics).

Preferred

• BA degree or additional marketing/business credentials.

• Five or more years in a formal leadership role (district/branch level) within a life-safety or related domain.

• Experience with enterprise accounts or national accounts in the fire life-safety space.

• Proficiency with CRM and sales analytics tools; ability to translate data into action.

What you’ll get

• Competitive salary, paid vacation/holidays/sick time.

• Comprehensive benefits package (401(k), medical, dental, vision) starting day one.

• Extensive product and on-the-job training, with strong support resources.

• A collaborative, safety-focused culture aligned to our Zero Harm policy.

• Opportunities for growth and advancement within a national leader in life-safety and building systems.

HIRING SALARY RANGE: $106,000-165,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us