Sr . US ISP Business Development Manager

RXinsider LTD.; Riverside (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Lakeland is seeking a Senior Business Development Manager – Fire ISP to lead national and regional growth across North America. You will drive market expansion, establish executive relationships with fire departments, distributors, and municipalities, and guide strategy with marketing, operations, and product teams.

As the senior subject matter expert, you will advise on NFPA standards, PPE lifecycle management, and fire safety practices while helping Lakeland scale its Fire ISP network through

Qualifications

• Bachelor's degree in Business, Fire Science, Occupational Safety, Emergency Management, Marketing, or related field, or equivalent experience.
• Minimum 8-10 years of progressive experience in business development, strategic sales, or fire service related industries.
• Strong presentation, negotiation, and executive communication skills.
• Experience developing executive-level customer relationships within municipal, government, industrial, or fire service markets.
• Experience utilizing CRM platforms to manage pipelines, forecasts, and customer opportunities.

Responsibilities

• Develop and execute national and regional business development strategies to drive revenue growth and market expansion.
• Build and maintain executive-level relationships with fire departments, municipalities, government agencies, distributors, and strategic partners.
• Provide market intelligence to influence product strategy, pricing, acquisitions, and future investments.
• Lead cross-functional collaboration with Marketing, Operations, Product Management, and Finance.
• Travel to customers and conferences as needed (approx. 50-70%).

Skills

Presentation skills

Negotiation

Executive communication

CRM proficiency

Education

Bachelor's degree or higher

Tools

CRM platforms

Job description

Senior Business Development Manager – Fire ISPPosition Summary

The Senior Business Development Manager – Fire ISP serves as a strategic commercial leader responsible for accelerating the growth of Lakeland's Fire Independent Service Provider (ISP) network across North America. This role develops and executes business development strategies that expand market share, increase revenue, strengthen strategic partnerships, and position Lakeland as the industry leader in fire PPE inspection, decontamination, repair, and lifecycle management services.

As the company's senior subject matter expert in Fire ISP services, this individual partners closely with executive leadership, marketing, operations, product management, and regional ISP leaders to identify market opportunities, drive customer acquisition, evaluate expansion opportunities, and influence long-term business strategy. The Senior Business Development Manager provides technical expertise on fire PPE care, contamination reduction, applicable NFPA standards, and industry best practices while serving as a trusted advisor to fire departments, municipalities, distributors, and industry organizations.

This role requires a highly collaborative leader who combines strategic thinking, business development expertise, operational understanding, and strong industry relationships to support sustainable growth across Lakeland's expanding Fire ISP network.

Strategic Business Development

• Develop and execute national and regional business development strategies that drive sustainable revenue growth and market expansion.
  
• Identify emerging market opportunities, geographic expansion priorities, and strategic growth initiatives for Lakeland's Fire ISP network.
  
• Build and maintain executive-level relationships with fire departments, municipalities, government agencies, distributors, and strategic partners.
  
• Develop long-term customer acquisition strategies that increase market penetration across targeted regions.
  
• Collaborate with executive leadership to establish annual business development objectives, growth targets, and market expansion plans.
  

Market Leadership

• Serve as Lakeland's senior subject matter expert on Fire ISP services, PPE decontamination, inspection, repair, contamination reduction, and firefighter safety.
  
• Monitor industry trends, customer needs, competitive activity, and regulatory developments to identify business opportunities and strategic risks.
  
• Provide market intelligence and recommendations that influence product strategy, service offerings, pricing, acquisitions, and future investments.
  
• Evaluate emerging technologies and industry innovations that enhance Lakeland's competitive position.
  

Revenue Growth & Customer Development

• Develop high-value customer relationships that generate long-term revenue growth across Lakeland's ISP network.
  
• Support regional ISP locations in developing sales strategies, business plans, and customer engagement initiatives.
  
• Partner with Marketing to execute educational campaigns, awareness programs, digital initiatives, and lead generation efforts.
  
• Manage and analyze CRM opportunity pipelines to maximize conversion of qualified prospects into new business.
  
• Support strategic pricing initiatives and commercial programs that improve revenue, profitability, and customer retention.
  

Industry Engagement

• Represent Lakeland at national conferences, trade shows, industry events, and firefighter education programs.
  
• Deliver technical presentations regarding NFPA standards, contamination reduction, firefighter safety, and PPE lifecycle management.
  
• Build strong relationships with industry associations, standards committees, municipalities, and regulatory agencies.
  
• Participate in industry organizations and standards committees to influence future best practices while strengthening Lakeland's market presence.
  

Strategic Expansion

• Support strategic acquisitions, greenfield development, and expansion opportunities for the Fire ISP network.
  
• Evaluate market opportunities, customer density, competitive positioning, and financial viability for new locations.
  
• Partner with Operations during integration of acquired businesses and startup of new facilities.
  
• Provide commercial due diligence and market insight supporting mergers and acquisitions.
  

Contracts & Regulatory Compliance

• Lead customer contract negotiations and maintain strategic commercial agreements.
  
• Coordinate permits, licensing, municipal approvals, and agency documentation supporting ISP operations.
  
• Monitor regulatory changes affecting Fire ISP operations and ensure compliance with applicable requirements.
  
• Develop process improvements that enhance contract administration, regulatory compliance, and operational efficiency.
  

Cross-Functional Leadership

• Partner with Product Management, Marketing, Operations, Finance, and Executive Leadership to support company initiatives.
  
• Serve as the Voice of the Customer by communicating customer feedback, market trends, and service opportunities.
  
• Support successful launch and adoption of new products, services, and commercial programs.
  
• Mentor regional business development efforts and share best practices across the ISP network.
  
• Perform other duties as assigned.
  

Minimum Qualifications

• Bachelor's degree in Business, Fire Science, Occupational Safety, Emergency Management, Marketing, or related field, or equivalent experience.
  
• Minimum 8-10 years of progressive experience in business development, strategic sales, fire service operations, industrial safety, PPE services, or related industries.
  
• Demonstrated success driving significant revenue growth and expanding market share.
  
• Strong working knowledge of NFPA 1850 (or successor standards), fire PPE inspection, cleaning, repair, and contamination reduction practices.
  
• Experience developing executive-level customer relationships within municipal, government, industrial, or fire service markets.
  
• Experience leading strategic business development initiatives across multiple geographic regions.
  
• Strong presentation, negotiation, and executive communication skills.
  
• Experience utilizing CRM platforms to manage pipelines, forecasts, and customer opportunities.
  
• Ability to analyze market trends, competitive intelligence, and financial data to support strategic decision-making.
  
• Willingness to travel approximately 50-70%.
  
• Valid driver's license.