POSITION OVERVIEW

We are seeking an experienced Sales Manager to drive growth in the integrated security industry. This role requires a proven ability to sell security solutions, with a focus on generating Recurring Monthly Revenue (RMR) and Service Maintenance Agreements (SMAs) while also building strong relationships with security consultants, property managers, and key industry clients.
The Sales Manager will be responsible for developing and executing a structured sales strategy, expanding market share, and leading a high-performing sales team. This role requires a proactive leader who can drive immediate revenue growth while implementing a scalable long-term sales strategy.
Reporting to the VP of Sales and Marketing, the Sales Manager will oversee a small team of sales professionals, balancing strategic leadership with hands-on sales execution.

REQUIREMENTS

• Extensive knowledge of mechanical and electronic security solutions, including access control systems, surveillance technologies (CCTV and video management systems), intrusion alarm systems, intercom and communication systems, key systems and master keying solutions, as well as doors, frames, and security hardware.
• Strong understanding of industry regulations, compliance standards, and security best practices to ensure effective and legally compliant security solutions.
• Proven ability to develop, implement, and optimize sales plans that drive revenue growth and market expansion.
• Expertise in structuring deals, negotiating contracts, and securing high-value agreements that maximize profitability.
• Ability to analyze sales metrics, track KPIs, and leverage data-driven insights to improve sales strategies and forecasting.
• Proven leadership in mentoring and developing high-performing sales teams.
• Exceptional ability to simplify complex security concepts and communicate them effectively to both technical and non-technical stakeholders.
• Proven ability to adapt sales strategies based on market conditions, customer needs, and competitive landscapes.
• Track record of balancing high-level strategic planning with hands-on sales execution and team leadership to drive revenue growth.
• Strong analytical and decision-making skills in high-pressure sales environments.
• 5+ years of sales management experience in the integrated security industry.
• Experience leading and scaling a sales team to drive business success.
• Valid driver’s license and willingness to travel as needed for client meetings and industry events.
• Ability to pass security background checks as required for working in the security industry.

Develop and Execute Sales Strategy

• Analyze current gaps, market trends, customer needs, and competitive insights to develop a structured, scalable, sales strategy to drive revenue growth.
• Establish clear sales goals, KPIs, and performance metrics to measure success.
• Align the newly developed strategy with company objectives to increase recurring revenue and expand market share.
• Work closely with marketing to develop lead generation strategies, sales campaigns, and brand positioning.

Business Development

• Identify and pursue new business opportunities to expand revenue streams.
• Develop strategies to enter new markets, industries, or customer segments.
• Establish new partnerships with security consultants, integrators, and property management firms to expand market presence.
• Collaborate with the executive team to explore new service offerings, revenue models (e.g., subscription-based security solutions), and expansion opportunities.
• Represent the company at industry events, networking forums, and trade shows to generate new business leads.

Client and Key Partner Relationship Building

• Manage and grow existing key accounts by maintaining strong relationships with clients and partners.
• Strengthen partnerships with security consultants and integrators to ensure your products remain the preferred choice in security system designs.
• Work closely with property management firms to ensure they renew and expand their security contracts with us.
• Negotiate pricing, contracts, and service agreements to secure high-value deals and maximize profitability.
• Ensure high client retention through excellent service, contract renewals, and upselling opportunities.
• Act as the primary point of contact for major accounts, addressing concerns and ensuring long-term satisfaction.

Sales Operations

• Oversee the full sales cycle, from lead generation to deal closure, ensuring a high conversion rate.
• Optimize the sales process by implementing best practices, tracking pipeline data, and streamlining workflows.
• Provide detailed sales reports, forecasts, and performance analytics to senior leadership.
• Improve contract negotiation processes, pricing models, and service agreements.

Sales Team Leadership

• Lead, mentor, and motivate the sales team to achieve revenue goals.
• Provide ongoing coaching, training, and professional development to enhance the team’s product knowledge and sales techniques, and market insights.
• Set clear performance expectations, establish KPIs, and conduct regular performance reviews.
• Foster a high-performance sales culture by promoting accountability, collaboration, and customer-centric selling.
• Recruit, onboard, and expand the sales team as the business grows.