About the role
Special Hazards Sales Manager Location: Westford, MA – Hybrid Department: Sales & Business Development Reports To: Peter Particelli Base Salary: $120,000–$130,000 + Commission Target Commission: $40,000–$50,000+ annually Territory: Massachusetts, Southern New Hampshire, Rhode Island & Eastern Connecticut
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About Fire Equipment Inc. (FEI) Fire Equipment Inc. (FEI) is a trusted leader in fire protection services across New England. With almost 100 years of experience, FEI provides complete fire and life safety solutions—from system design and installation to inspection, testing, service, and maintenance. As a third-generation, family-owned company, FEI is built on a customer-first culture, ensuring our team has the tools, training, and support they need to succeed. Our employees take pride in carrying out our mission: to deliver total life safety solutions that protect lives, valuable assets, and property.
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Position Summary The Special Hazards Sales Manager is responsible for developing and driving new installation sales for FEI’s Special Hazards division throughout Massachusetts, Southern New Hampshire, Rhode Island, and Eastern Connecticut. This is a specialized technical sales position focused on clean agent, foam, and CO₂ fire suppression systems. The Sales Manager will develop new business through direct prospecting and lead generation while also managing internally generated opportunities. The position will sell directly to end users as well as develop relationships with sprinkler contractors and other industry partners. The ideal candidate has an established background in the special hazards/fire suppression industry, understands clean agent systems and manufacturers such as Kidde-Fenwal, Fike, and ANSUL, and has demonstrated success developing and closing new business. This individual will manage the sales process from initial prospecting and site visits through estimating, proposal development, and contract award. Once an opportunity is secured, they will partner closely with FEI’s in-house Engineering and Project Management teams to ensure a successful transition from sales through project execution.
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Key Responsibilities Business Development & Sales Execution * Develop new business opportunities for Special Hazards system installations throughout the assigned New England territory. * Prospect and generate new leads through cold outreach, networking, industry relationships, referrals, and other business development activities. * Manage and convert internally generated leads into qualified sales opportunities. * Build relationships with end users, sprinkler contractors, general contractors, and other industry partners. * Develop a strong pipeline of new installation opportunities to support an annual sales goals * Conduct customer meetings and site visits to evaluate project requirements and identify appropriate fire suppression solutions. * Prepare estimates, proposals, and presentations for prospective customers. * Manage opportunities throughout the entire sales cycle from initial lead generation through contract award. * Negotiate pricing and project scope while maintaining company profitability objectives. * Maintain accurate sales activity, pipeline information, forecasting, and customer information within Salesforce or the company CRM. * Consistently meet or exceed established sales and revenue goals.
Special Hazards Systems & Technical Sales * Sell new installation projects involving clean agent, foam, and CO₂ fire suppression systems. * Apply working knowledge of special hazards systems to understand customer applications and recommend appropriate solutions. * Demonstrate familiarity with major special hazards manufacturers and systems, including Kidde-Fenwal, Fike, and ANSUL. * Evaluate customer sites and gather the information necessary to develop accurate project scopes and estimates. * Work with FEI’s in-house Engineering team on system design and technical requirements. * Partner with Project Management following contract award to ensure a smooth transition from sales to project execution. * Maintain current knowledge of FEI’s Special Hazards capabilities, products, applications, and target markets.
This position is specifically focused on Special Hazards systems and is not a Kitchen Suppression or gas-station suppression sales role. Territory & Client Relationship Management * Manage a territory encompassing Massachusetts, Southern New Hampshire, Rhode Island, and Eastern Connecticut. * Develop long-term relationships with existing and prospective customers throughout the territory. * Identify opportunities to expand FEI’s Special Hazards presence within new and existing accounts. * Conduct regular customer and job-site visits throughout the assigned territory. * Serve as a trusted resource to customers throughout the sales and estimating process. * Collaborate with Engineering, Project Management, Operations, and other internal teams to ensure customer expectations are clearly communicated and met. * Represent FEI professionally at customer meetings, industry events, networking opportunities, and trade shows as needed.
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Qualifications * Minimum high school diploma or equivalent required. * 3–5 years of relevant industry experience preferred. * Minimum of 2 years of direct fire protection/special hazards industry experience required. * Previous B2B sales or business development experience required. * Demonstrated knowledge of clean agent fire suppression systems required. * Experience with Kidde-Fenwal, Fike, ANSUL, or comparable special hazards systems strongly preferred. * Experience selling clean agent, foam, CO₂, or other special hazards fire suppression systems strongly preferred. * Proven experience generating leads and developing new business rather than relying solely on inbound opportunities. * Ability to perform site visits, understand customer requirements, and develop estimates and proposals. * Experience selling to end users, sprinkler contractors, or other fire protection/construction industry customers preferred. * Demonstrated ability to manage a sales pipeline and work toward established revenue targets. * Strong communication, negotiation, presentation, and relationship-building skills. * Proficiency with Microsoft Office required. * Experience with Salesforce or another CRM preferred. * Strong organizational skills with the ability to manage multiple opportunities and projects simultaneously. * Valid driver’s license and ability to travel throughout the assigned territory.
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Benefits * Monthly vehicle stipend. * PTO * Comprehensive medical, dental, and vision insurance. * 401(k) plan with company match. * Paid holidays and sick time. * Ongoing technical training and professional development. * Hybrid work environment. * Relocation assistance available for qualified candidates. * Career advancement opportunities within a growing fire and life safety organization.
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Why Join FEI? At Fire Equipment Inc., you’ll have the opportunity to help grow a specialized and highly technical segment of our business while being supported by experienced Engineering, Project Management, Operations, and leadership teams. This is an opportunity for an experienced Special Hazards professional to take ownership of a significant New England territory, develop new customer relationships, and directly impact the growth of FEI’s Special Hazards division. We invest in our people through training, collaboration, and professional development—and provide our sales professionals with the resources and internal technical expertise they need to successfully develop and execute complex fire protection projects. Work Location: Hybrid – Westford, MA, with travel throughout Massachusetts, Southern New Hampshire, Rhode Island, and Eastern Connecticut. Fire Equipment Inc. is committed to creating a diverse environment and is proud to be an equal opportunity employer. EOE disability/veteran.