Position Summary
The Senior Fire & Security Account Executive is responsible for generating profitable new business for CSC’s Fire & Security division — identifying opportunities, developing solutions, and closing sales across fire alarm and life safety systems, electronic security, and the recurring inspection, testing, monitoring, and service agreements that follow them.
This is a hunting role. The division is in an aggressive multi-year growth plan, and this position exists to build the pipeline that plan depends on. The Account Executive is expected to self-generate the majority of their opportunities through direct prospecting, relationships with general contractors, electrical contractors, consulting engineers, facility owners, and property managers, and disciplined pursuit of bid and negotiated work.
Success in this role is not measured by activity alone. The Account Executive sells work that creates a positive customer experience and always aligns with CSC’s core values — engaging every customer with integrity and honesty, providing individualized service and value rather than a standard price sheet, bringing innovation and adaptability to problems the customer has been told cannot be solved, and holding to our commitment to be the best at what we do. Our core purpose is to help people by creating custom, innovative solutions and developing long-lasting personal relationships; this role is where that purpose meets the market. The measure of this position is whether the customer is better off for having worked with CSC, and whether the relationship outlasts the project.
This position reports directly to the Director of Fire & Security, working in coordination with the Director of Business Development.
Key Responsibilities
1. Market Development & Prospecting
● Own a territory plan: identify, prioritize, and systematically pursue target accounts across healthcare, education, government, commercial, and industrial verticals.
● Self-generate the majority of pipeline through direct outreach, cold calling, jobsite and facility visits, referrals, and networking — not by waiting on inbound leads or bid lists.
● Build and maintain relationships with general contractors, electrical contractors, consulting engineers, architects, facility directors, and property management groups across the territory.
● Monitor plan rooms, bid services, permit activity, and construction reporting to identify projects early — before the specification is locked and while CSC can still influence it.
● Represent CSC at industry associations, trade events, and code and safety functions to build market presence for a division that is still establishing its name.
2. Solution Development & Proposal
● Conduct site surveys and needs assessments; understand the customer’s facility, operations, risk profile, code obligations, and budget cycle before proposing anything.
● Interpret plans, specifications, and bid documents to define an accurate scope of work; identify exclusions, alternates, and value-engineering opportunities.
● Develop estimates and proposals in coordination with estimating, design, and operations — ensuring pricing reflects real labor, material, and risk, and meets divisional margin targets.
● Present proposals directly to owners, contractors, and decision-making committees; defend scope and price on value rather than discounting to win.
● Advise customers on code-driven requirements (NFPA 72, NFPA 101, and applicable state and local codes) and on AHJ expectations, positioning CSC as the knowledgeable partner rather than a price quote.
3. Closing & Contract Execution
● Negotiate and close new business across new construction and bid-spec projects, retrofit and system replacement work, recurring inspection, testing and monitoring agreements, and service and maintenance contracts.
● Review contract terms, scope documents, and customer purchase orders; escalate unfavorable terms, unusual liability exposure, or payment risk before signature.
● Ensure every sold job is turned over to operations with complete, accurate documentation — scope, pricing assumptions, schedule commitments, customer contacts, and any verbal commitments made during the sale.
● Stay engaged after the sale: support the project team on scope questions, participate in customer meetings where the relationship warrants it, and help resolve issues before they become escalations.
4. Recurring Revenue Growth
● Attach inspection, testing, and monitoring agreements to installed work as a standard practice — treat recurring revenue as part of every project sale, not an afterthought.
● Sell takeover agreements on competitor-installed systems, including inspection and monitoring conversions.
● Protect and grow the existing recurring base: support renewals, address at-risk accounts, and identify upsell opportunities within the installed base.
● Track and report recurring revenue added, renewed, and lost as a distinct measure alongside project bookings.
5. Pipeline Discipline, Forecasting & Reporting
● Maintain accurate, current opportunity records in CRM — stage, value, probability, decision-maker, competition, and expected close date.
● Deliver a reliable weekly and monthly forecast to the Director of Fire & Security; be accountable for forecast accuracy, not just optimism.
● Maintain pipeline coverage sufficient to support quota, and report honestly when it is not.
● Provide market intelligence on competitor pricing and positioning, emerging code requirements, and vertical trends that should shape divisional strategy.
● Help define the sales process, tools, and proposal standards for a division that is building them for the first time.
Qualifications Required
● High school diploma or state-recognized GED.
● 5+ years of business-to-business sales experience in commercial fire alarm / life safety and/or electronic security systems, with demonstrated new-business generation.
● Documented record of consistently meeting or exceeding sales quota, with verifiable bookings history.
● Demonstrated ability to self-generate pipeline through prospecting — this role does not inherit a book of business.
● Working knowledge of fire alarm and security system technology and of NFPA 72 and NFPA 101 requirements sufficient to hold a credible technical conversation with owners, engineers, and AHJs.
● Ability to read and interpret construction drawings, specifications, and bid documents, and to develop accurate scopes of work from them.
● Understanding of project economics — cost, labor, margin, and how a discount at the table is paid for in the field.
● Able to pass a background check and to obtain site-specific credentials required by healthcare, education, government, and industrial clients.
Preferred
● Associate or Bachelor’s degree in Business, Marketing, Construction Management, Engineering, or a related field.
● 8+ years in the commercial fire alarm / life safety and security systems market.
● Established relationships with general contractors, electrical contractors, consulting engineers, and facility owners in the Kansas City, Springfield, or Manhattan markets.
● Experience selling recurring inspection, testing, monitoring, and service agreements, including competitor takeovers.
● Experience selling into occupied healthcare, higher education, or industrial environments.
● Experience as an early sales hire in a growing division or startup business unit, where the process did not yet exist.
● Prior technical or field background (installation, service, or design) that lends credibility with technical buyers.
Work Environment & Physical Requirements
● Field-based role operating out of the Lee’s Summit corporate office, with substantial time in the territory at customer facilities, jobsites, and contractor offices.
● Occasional travel to the Springfield, MO and Manhattan, KS satellite offices, and to industry events and manufacturer training.
● Regular presence on active construction sites and in mechanical and electrical spaces during surveys and jobwalks; must be able to wear required personal protective equipment.
● Must be able to climb ladders, navigate uneven or unfinished construction surfaces, and access ceiling and equipment spaces during site assessments.
● Occasional evening or early-morning commitments for customer events, association meetings, and proposal deadlines.
Pay: From $50,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee assistance program
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Referral program
- Retirement plan
- Vision insurance
Experience:
- Business to Business Fire: 5 years (Required)
- New Business Generation: 5 years (Required)
Work Location: In person
