Fire Service Sales Representative – National Accounts (Whitespace Growth Focus) 

What you will do 

We are seeking a highimpact Fire Service Sales Representative with a strong track record of identifying and capturing new whitespace National Accounts opportunities. This role is essential to accelerating Johnson Controls’ strategic growth by expanding our presence in untapped markets and converting nonJCI users into longterm customers. 

You will promote and sell Preventative Maintenance Agreements and related services across fire alarm, suppression, sprinkler, communication, and inspection systems. Deep knowledge of fire and life safety services is required to penetrate new accounts and position Johnson Controls as the partner of choice. 

How you will do it 

• Own the full whitespace sales cycle, from identifying nonJCI customers to developing valuebased solutions, crafting proposals, negotiating terms, and closing deals. 

• Target and secure net-new National Accounts by uncovering unmet needs, competitive gaps, and conversion opportunities across multiple vertical markets. 

• Exceed financial and activity metrics that support aggressive whitespace growth objectives. 

• Leverage extensive knowledge of fire systems and service offerings to create compelling solution strategies tailored to new prospects. 

• Demonstrate proven success in acquiring and converting new customers in a quotadriven environment. 

• Apply strategic territory planning to prioritize highvalue whitespace opportunities. 

• Build and strengthen internal and external relationships to accelerate business development efforts. 

• Adopt new tools, technologies, and methodologies that enhance sales efficiency and performance. 

• Maintain a disciplined and growth-focused pipeline aligned with National Accounts goals. 

• Prepare financial justifications, develop proposals, deliver presentations, and follow up to ensure successful close. 

• Travel up to 25% to engage prospects and drive new business acquisition. 

What we look for 

Required 

• Exceptional presentation and communication skills with the ability to captivate both individual and group audiences. 

• Demonstrated success selling service agreements or intangible solutions, ideally within fire and life safety. 

• Strong familiarity with structured sales methodologies and disciplined pipeline management. 

• Highly selfmotivated, resultsdriven, and energized by winning new business. 

• Strong organizational skills, attention to detail, and the ability to influence decisions and close sales. 

• Engaging, credible, and personable character with the ability to build strong trust quickly. 

• Minimum of two years of successful experience in a quotacarrying sales role focused on netnew customer acquisition. 

Preferred 

• Bachelor’s degree in Marketing, Business, Engineering, or equivalent experience. 

• 2–3 years of progressive sales responsibility. 

• Strong understanding of the fire and life safety industry. 

• Experience using Salesforce.com for pipeline and account management. 

• Technical aptitude and high attention to detail in solution development.