Description

ROLE OVERVIEW

We are looking for a Regional Sales Manager, who will join a strong sales team that values collaboration, communication and transparency. The Regional Sales Manager (RSM) will lead, coach, and develop a high-performing field sales team of Account Executives (AEs) across East Michigan (Kalamazoo/Grand Rapids), Toledo, OH, West Michigan (Troy/Detroit), Alpena, MI.This leader is responsible for driving new business growth, accelerating sales performance, developing talent, and ensuring flawless execution in the pursuit of new commercial customers.The ideal candidate is a strong operator, a hands-on coach, and an inspiring leader with expertise in B2B sales excellence. This role requires significant time in the field with AEs, strategic partnership with Operations and Marketing, and a relentless commitment to customer experience.

Travel Requirement:
6070% travel across your designated territories East Michigan (Kalamazoo/Grand Rapids), Toledo, OH, West Michigan (Troy/Detroit), Alpena, MI. (branch visits, ride-alongs, customer meetings, jobsite walkthroughs, and regional activities).

COMPANY PERKS

• Uncapped commission plans
• Education & Certification reimbursement program
• Referral bonuses starting at $1,000 per referral
• Comprehensive medical plan options, including dental and vision
• 401K plan with company match
• Generous paid time off, paid holidays, and paid parental leave
• Management opportunities
• Company giveaways
• Opportunities for community service and charity involvement
• Work at a mission-driven company, focused on people
• Continued growth and expansion into new markets and products and services

WHAT YOU WILL BE DOING

• Drive sales, gross margin, and profitability growth
• Responsible for area sales and profit plans to budget through successful leadership, organizational plans, customer service, and outstanding execution of all sales processes
• Know and manage the business by effectively using financial reports, assessing results, and developing specific actions directly related to business development and growth
• Assist with the integration of acquired businesses within region
• Know our top customers by interacting with them, observing purchasing habits, associate and customer experience
• Responsible to ensure that all associates are current and up to date with fire and life safety knowledge, use, and related product applications through a commitment to formalized training and development within prescribed timelines and standards
• Accountable to ensure that trends of underperformance are formally addressed, with clear and documented performance improvement plans

Key Responsibilities

Sales Leadership & Team Development

• Lead and develop a multi-state team of Account Executives (AEs) focused on new business acquisition.
• Conduct ongoing field ride-alongs, coaching sessions, and performance evaluations.
• Foster a positive, winning culture centered on accountability, teamwork, and continuous improvement.
• Implement sales processes, tools, and best practices to maximize productivity, prospecting activity, and close rates.

Sales Execution & Growth

• Achieve and exceed monthly, quarterly, and annual new business booking targets.
• Collaborate with Marketing to drive pipeline development, lead flow, and demand generation efforts.
• Support AEs in prospecting, cold outreach, quoting new customers, and executing high-impact presentations.
• Ensure accurate and timely use of CRM (HubSpot) for forecasting, reporting, and activity management.

Cross-Functional Partnership

• Collaborate closely with Operations and Service teams to ensure smooth onboarding of new customers and alignment on customer expectations.
• Participate in branch meetings, QBRs, operational reviews, and strategic planning sessions.
• Strengthen relationships with AHJs, contractors, facility managers, and key industry partners to support new business opportunities.

Territory Management

• Develop territory growth strategies based on new business potential, competitive landscape, and market segmentation.
• Analyze performance trends and adjust plans proactively.
• Support hiring, onboarding, and training of new AEs across the region.

Qualifications

• 5+ years of B2B sales experience, preferably in fire protection, life safety, building services, industrial services, or related industries.
• 2+ years of leadership experience managing a field sales team.
• Proven track record of exceeding new business quotas and developing high-performing reps.
• Strong understanding of sales process, prospecting, pipeline creation, and forecasting.
• Excellent communication, coaching, and presentation skills.
• Willingness and ability to travel 6070% across designated territories
• Valid driver's license.

IDEAL QUALITIES

• Business to Business fire and life safety industry experience driving revenue and helping build strong GTM strategies
• Demonstrated track record of uncovering opportunities and advancing prospect opportunities to close by following a prescribed selling campaign process
• Strong orientation to delivering winning outcomes and possessing an emotional engine that is contagiously felt throughout the organization
• Proficiency in identifying high value prospects, running a disciplined sales campaign and converting prospects into CertaSite customers

Who are we?

CertaSite is a fast-growing fire protection and life safety company. Fire and life safety is our passion. It's all we think about. We leverage our hard-earned expertise to give people peace of mind, confidence, and more time to pursue their core businesses. Since 2018, we have grown from four to 18 markets while serving more than 30,000 customers throughout the Midwest.

As we grow and expand into new markets, we are building a team that loves what they do and has fun doing it. If you are looking to be challenged every day, for an opportunity to make a meaningful impact, and to grow with a mission- and people-driven company focused on the customer, we hope you will consider this amazing opportunity.

Our Mission: To provide a meaningful impact to as many lives as possible.

Our Vision: To be the most dependable and simplified life safety solution on the planet.

Our Values:

• Passionate We are on a relentless pursuit to be great, not just good enough. And we have fun doing it.
• Impactful Our work makes a real difference in the world. We literally save lives, but that's just the beginning.
• Innovative We believe there is always a better way. We don't stop until we find it.
• Genuine We do what we say, and we mean it. We are authentic and dependable.

WORKING CONDITIONS & PHYSICAL REQUIREMENTS: controlled climate, office environment, travel as needed; expected around 50% of the time, visit customer locations and may have meetings in field settings, required to sit for long periods of time, eight hours or more per day and being frequently required to use monitor, keyboard, and phone

Equal Employment Opportunity/M/F/disability/protected veteran status

Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

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