Business Development, Industrial

Position Title: Business Development, Industrial
Location: Remote, National Travel Required
Reports To: Chief Commercial Officer

Position Summary

The B2B Industrial Sales Representative will generate revenue by selling fire protection services to industrial clients nationwide. This role is key to expanding market share and brand recognition for Capstone Fire & Safety Management while ensuring client satisfaction. You will manage the full sales cycle, from lead generation and qualification to contract closing, through consultative engagements that typically span weeks to months. Requires strong interpersonal and selling skills in a performance-driven environment focused on fire risk mitigation. Offers uncapped compensation that rewards top performers. Contracts are typically Master Services Agreements, promoting retention and recurring revenue.

** This is a Remote Position with national travel. Candidates should live near a major airport.

Essential Functions

• Prospect into B2B industrial markets (e.g., manufacturing plants, warehouses, data centers, energy sites, confined space rescue) across the US
• Generate, qualify, and convert leads using outbound sales calls, digital tools, trade shows, networking, and referrals in a consultative sales cycle
• Develop strategies to meet revenue targets for custom packages (based on facility size), promoting multi-year contracts and maintenance agreements
• Deliver presentations and proposals highlighting Capstone Industrial’s prevention and response services, including confined space rescue, regulatory compliance, dedicated crews, and recurring efficiencies
• Negotiate and close contracts with recurring payments for seamless renewals and support.
• Track leads and activities in CRM
• Review pipelines with leadership, aligning on amount, close date, deal dynamics, objections and responses, and path to close
• Monitor fire risks, industry trends (manufacturing/energy), competitors, and regulations to adapt tactics
• Build client relationships to drive referrals, renewals, and upsells through recurring agreements
• Represent the organization professionally and ethically, prioritizing clients and safety
• Exceed activity metrics, sales quotas, and client satisfaction standards

Qualifications

• Preferred: Bachelor’s degree in business, Marketing, Engineering, or related field; equivalent experience accepted
• 3+ years of B2B sales experience; background in industrial services, fire protection, safety, or insurance preferred
• Proven track record of achieving quotas in high-performance environments
• Strong communication, negotiation, and relationship-building skills; ability to explain technical services clearly to stakeholders

Core Competencies

• Results Orientation
• Client Focus
• Communication Proficiency
• Business Acumen
• Negotiation Skills
• Persuasion/Influence
• Problem Solving
• Organizational Skills
• Presentation Skills (including fire risk assessments and benefits)
• Team Collaboration

Work Conditions

• Full-time; Monday–Friday, 8:30 a.m.–5:00 p.m. Occasional evenings or weekends for client meetings or events
• Frequent US-wide travel to client sites and events, up to 60% including Capstone Fire & Safety office in Escondido, California
• Office and field-based role with standard equipment (computers, phones, CRM software). Includes visits to industrial sites for assessments

** The on-target earnings for this position are between $175,000-$200,000 per year.

Position Disclaimer

This position description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties required by their supervisor. This document provides an overview of the position currently available and is not an employment contract. RMF reserves the right to modify position responsibilities or position descriptions at any time. Employment with RMF is at-will and either party can terminate the employment relationship at any time with or without cause and with or without notice within the confines of federal and state law.

Rural Metro Fire provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.