Outside Sales Representative – Residential & Small Business Security
Department
Sales
Reports To
Sales Manager / Director of Sales
Position Summary
The Outside Residential and Small Business Sales Representative is responsible for generating new business, running company-generated appointments, and expanding the company’s customer base by selling electronic security, life-safety, video, access control, smart home, and monitoring solutions. This role is field-based and requires a consultative sales approach with homeowners and small-to-medium-sized business customers. The representative is expected to assess customer needs, recommend appropriate solutions, close business, and maintain accurate activity in the company CRM.
Key Responsibilities
Business Development & Prospecting
· Identify and develop new sales opportunities through cloverleafing, referrals, networking, community events, partnerships, and self-generated activity.
· Build and maintain a consistent sales pipeline within the assigned territory.
· Establish relationships with realtors, builders, property managers, local businesses, and community organizations.
· Actively promote the company’s security, monitoring, and service offerings in the local market.
Company-Generated Leads & Internal Appointments
· Run appointments set by Inside Sales, Customer Care, marketing programs, and other internal lead sources.
· Maintain an up-to-date calendar with available appointment windows for Inside Sales scheduling.
· Communicate promptly with Inside Sales regarding appointment status, customer needs, reschedules, and follow-up actions.
· Treat company-generated leads with urgency and provide timely updates in the CRM.
· Handle customer care opportunities with the appropriate level of professionalism, technical awareness, and urgency.
Consultative Sales Process
· Conduct on-site or virtual needs assessments for residential and small business customers.
· Identify security risks, customer concerns, budget expectations, and decision-making criteria.
· Recommend appropriate solutions based on the customer’s property, lifestyle, business operations, and security needs.
· Present clear proposals covering system design, equipment, installation, monitoring, and service options.
· Address objections, explain value, and close sales in a professional manner.
Solution Design & Technical Knowledge
· Recommend intrusion detection, video surveillance, access control, smart home automation, environmental detection, fire/life-safety where applicable, and monitoring services.
· Create a customer Needs Analysis when required by company process.
· Use approved quoting tools and pricing standards to create accurate proposals.
· Maintain working knowledge of company products, monitoring options, contract terms, financing options, and recurring monthly revenue opportunities.
· Identify when a project requires additional review by operations, technical support, sales engineering, or management.
Sales Administration
· Prepare and deliver professional proposals, agreements, and required customer documentation.
· Accurately document calls, visits, notes, proposals, follow-up tasks, and sales status in the CRM.
· Maintain clean opportunity records, expected close dates, lead source information, and sold scope details.
· Coordinate with operations, installation, and customer care teams to support a smooth handoff after the sale.
· Follow company pricing, approval, contract, and documentation requirements.
Customer Relationship Management
· Serve as the primary customer contact during the sales process.
· Provide professional follow-up before and after installation to support customer satisfaction.
· Ask for referrals, reviews, and additional opportunities when appropriate.
· Help preserve existing customer relationships while identifying upgrade, add-on, and service opportunities.
Revenue & Performance Management
· Achieve assigned monthly and annual sales goals.
· Meet activity expectations for self-generated appointments, company-generated lead follow-up, proposals, closes, and CRM accuracy.
· Focus on both upfront system sales and recurring monthly revenue.
· Provide regular updates to management regarding pipeline, forecast, wins, losses, and market feedback.
Required Qualifications
· High school diploma or GED required.
· 2+ years of outside sales experience preferred, ideally in security, telecommunications, home services, technology, insurance, real estate, or another consultative sales environment.
· Demonstrated ability to prospect, build relationships, follow up, and close business.
· Valid driver’s license, reliable transportation, and ability to travel within assigned territory.
· Ability to pass background checks and obtain any required state licensing or registration.
· Professional communication skills and comfort working with homeowners, business owners, and internal teams.
Preferred Qualifications
· Experience selling monitored security systems or recurring monthly revenue services.
· Familiarity with intrusion alarms, CCTV/video surveillance, access control, smart home devices, and monitoring services.
· Experience using CRM and electronic quoting tools.
· Knowledge of contract-based sales, financing options, and customer upgrade programs.
Work Environment
· Primarily field-based with frequent local travel within an assigned territory.
· Work includes residential neighborhoods, small businesses, offices, retail locations, and light commercial environments.
· Evening and weekend availability may be required to accommodate customer schedules.
· Regular use of phone, email, CRM, and quoting tools is required.
Compensation Structure (Typical)
· Base salary plus commission with uncapped earning potential.
· Commission and incentives may be tied to system sales, type of sale generated, contract value, and recurring monthly revenue.
· Additional bonuses may be available for exceeding sales goals or achieving specific company initiatives.
· Monthly car allowance provided according to company policy.
· Benefits include health insurance, paid time off, and employee discounts.
Physical Requirements
· Ability to travel throughout the assigned territory.
· Ability to walk customer properties and conduct basic site assessments.
· Ability to occasionally lift up to 25 pounds.
· Ability to use a mobile phone, laptop, or tablet for sales and CRM activity.
Benefits:
- 401(k)
- 401(k) matching
- Employee discount
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Referral program
- Travel reimbursement
Work Location: On the road
