Outside Sales for Inspections

Davis-Ulmer Fire Protection; City of Rochester (NY); Hybrid; USD 68,000 - 72,000; Full time

Job summary

Davis-Ulmer Sprinkler Co in Rochester, NY seeks an Outside Sales for Inspections to build a durable book of business through site surveys, strategic account development, and long-term customer partnerships. The role emphasizes organized workflow, CRM use, and relationship-building across the healthcare vertical.

Base salary ranges from $68,000 to $72,000 with performance incentives. This full-time, field-based position includes branch support and opportunities for multi-year contracts and growth

Qualifications

• Must be organized, curious and comfortable with technology.
• Experience in fire and life safety is helpful but not required.
• Strong work ethic and attention to detail are essential.

Responsibilities

• Survey customer sites to identify fire and life safety systems and capture counts.
• Enter customer data, opportunities, and site information in real time using the Microsoft Dynamics mobile app.
• Develop ~10 strategic accounts and visit each one monthly to build long-term relationships.
• Write and deliver professional proposals in person and follow up until signed, ideally multi-year agreements.
• Aim for annual new inspection sales, full contract value and three new monitoring accounts per month.
• Engage with industry associations (BOMA, IFMA, NAIOP, ASHE) relevant to Healthcare vertical.

Skills

Organizational skills

Tech-savvy

Relationship-building

Education

Bachelor's degree in business/marketing/construction management

Tools

CRM (Microsoft Dynamics)

Microsoft 365

Job description

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Outside Sales for Inspections - Build a Book of Business That Actually Matters

Davis-Ulmer, a member of the DU Family of Companies | Rochester, NY

Base salary: $68,000 to $72,000 + performance incentive (paid as performed, see below)

Our top-performing IMAs have earned over $100,000 in total compensation.

Full-time | Field-based with branch support

About this opportunity

The Inspection Managed Account (IMA) role is how Davis-Ulmer within the DU Family of Companies, and our parent company, APi Group, grow our inspection business - fire sprinkler systems, fire alarm and monitoring, fire pumps, extinguishers, kitchen hood systems, special hazards, and more - one customer relationship at a time. It's a field-based position built around site surveys, target account development, and long-term customer partnerships. It's not a high-pressure, cold-call-driven sales seat, and it isn't designed to be one.

We’re looking for someone who is organized, curious, and comfortable with technology, and who wants to build a durable book of business over several years rather than chase short-term wins. Prior fire and life safety experience is helpful but not required. We will teach you the technical side. What we can’t teach is the work ethic, attention to detail, and a genuine interest in solving customer problems.

If that describes how you work, the rest of this posting walks through what the role looks like, how you’ll be developed, and how you’ll be paid.

One thing worth understanding up front: our work is largely code-driven and compliance-based. Fire and life safety inspections aren't an emotional or discretionary purchase. They are mandated, recurring, and essential to keeping buildings and people safe. That makes this role meaningfully different from sales positions tied to economic cycles or discretionary spending.

What you'll actually do

The IMA role is the front end of how Davis-Ulmer within the DU Family of Companies (and our parent, APi Group) grows our inspection business. You won't be cold-pitching strangers all day. You'll be:

• Surveying customer sites in detail - Walking facilities, identifying every fire and life safety system and device, capturing counts, taking photos, and cataloging equipment so our inspectors and administrators can deliver flawlessly.
• Owning your CRM - Entering customer data, opportunities, and site information in real time using the Microsoft Dynamics mobile app. The most successful people in this role treat CRM as a tool that makes their day easier, not a task they dread.
• Building a target account list and showing up monthly - You'll develop ~10 strategic accounts with input from your branch leader and your Corporate Inspection Sales Leader (CISL), then visit each one in person every month to build the relationship over time. This is a long game, not a sprint.
• Writing and delivering professional proposals in person - Following up consistently until the agreement is signed - ideally as multi-year inspection agreements.
• Hitting clear, measurable goals - Annual new inspection sales, full contract value (multi-year), and three new monitoring accounts per month.
• Joining and getting active in an industry association (BOMA, IFMA, NAIOP, ASHE, or a local equivalent) aligned to the vertical market that works best for your branch. For this role we are particularly focused on the Healthcare vertical market.

Compensation - how it actually works

Your base salary is $68,000 to $72,000. That's your foundation, and it's yours regardless of where your pipeline stands in any given month.

The incentive side is where the role gets interesting and where it's different from most sales jobs. Incentive is earned as inspections are performed and invoiced, not when a contract is signed. That distinction matters:

• Sign a one-year agreement earn incentive when that inspection is completed.
• Sign a three- or five-year agreement earn incentive every year, as each scheduled inspection is performed over the life of the contract.
• Build a book of multi-year accounts earn incentive income compounds every year those customers' inspections come due, without you having to resell them.

In practical terms, year one will look mostly like base salary while your book of business is being built. By years two and three, as multi-year agreements you've sold are being performed, your total compensation grows meaningfully. The plan is intentionally designed so that building the right way, with quality customers, multi-year agreements, organized CRM data, it pays you more over time, not just more right now.

To keep the plan fair, performance thresholds are waived for your first two years on the program, so you're not penalized for being new.

We don't want someone chasing signatures. We want someone who cares whether the inspection actually gets done right.

Ownership - you can own a piece of what you're building

Two programs back this up:

• Employee Stock Purchase Plan (ESPP) - Buy APi Group stock (NYSE: APG) at a discount through payroll deduction after six months on the job.
• Profit Sharing - Once you've been with us a year, the company contributes APG stock to your retirement account each spring, tied to how the business performs. You don't pay anything in. It's funded by us.

Together, ESPP and Profit Sharing turn a long-tenured career into a genuine ownership position. For someone who wants to build something, not just clock in, that alignment matters.

Who we think will thrive

• You're naturally organized. You time-block your week, you finish what you start, and you keep your own systems clean.
• You're a learner. You ask "how does that work?" and "why?" without ego. NFPA codes, panel types, riser rooms, etc. You want to understand them, not just sell around them.
• You're tech-savvy. CRM, mobile apps, Power BI, LinkedIn Sales Navigator, and Microsoft 365 are tools, not obstacles.
• You're a relationship-builder, not a closer. You'd rather earn ten loyal multi-year partners than win twenty one-off contracts.
• You want to build something. The IMAs who exceed their goals and win milestone awards aren't the loudest in the room. They're the most consistent.
• You manage your own time and hold yourself accountable. This role rewards someone who can build a weekly rhythm, stay organized in the field, and keep moving without daily direction.

Helpful but not required

• Fire & life safety or related building-trades experience (we'll teach you the technical side; we can't teach the work ethic).
• Prior outside sales, business development, or customer-facing account management.
• Bachelor's degree in business, marketing, construction management, or similar.

Required

• Valid driver's license and willingness to be in the field daily across your territory.
• High school diploma or GED.
• Comfort with Microsoft 365 and a willingness to learn our CRM and reporting tools.

Why the DU Family of Companies and APi Group

• Compensation that rewards you for building, not just closing. Base salary plus a gross-profit-based incentive plan structured to keep your interests aligned with the long-term health of your book of business. Not one-time wins.
• Real career paths. IMAs in our program have moved into senior IMA, Corporate Inspection Sales Leader, Regional Inspection Sales Leader, Inspection Manager, and broader branch leadership roles. We invest in development because we expect you to grow with us.
• Ownership of your calendar. Within the framework of customer commitments and your monthly business reviews, you decide how to structure your week. This role works well for someone who wants more control over their day than a traditional 8-to-5 allows.
• A people-first culture, on purpose. APi Group's stated belief is that excellence is being both focused on people AND achieving great results, and that leadership is the foundation of excellence. It’s defined not by titles, but by purposeful behavior that positively influences ourselves, others, our businesses, and our communities. We mean it. Many of our teammates have been here for 15+ years.
• The strength of the family. Your branch is part of the Davis-Ulmer Family of Companies, which is part of APi Group, a publicly traded leader in fire, life safety, and specialty services with operations across the U.S. and beyond. You get the stability and resources of a major public company with the close-knit feel of a local branch.
• Comprehensive benefits: medical, dental, vision, 401(k), paid time off, ongoing professional development, and access to APi Group's learning center.

All offers of employment are expressly contingent upon the satisfactory completion, in accordance with Company policy, of a pre-employment drug screening and background check.

Equal Opportunity Employer, including disabled and veterans.

Equal Opportunity Employer, including disabled and veterans.