National Account Business Development- Fire

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

What you will do

We are seeking a high impact 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 non JCI users into long term 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 non JCI customers to developing value based 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 quota driven environment.

• Apply strategic territory planning to prioritize high value 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 self motivated , results driven , 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 quota carrying sales role focused on net new 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.

Salary Range: HIRING SALARY RANGE: $60,000-91,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. 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