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Job Summary:

The Business Development Manager – Fire ISP is the subject matter expert and leading resource supporting targeted regional market growth, fire fighter engagement and education, and strategic fire department acquisition within the developing fire ISP services market. This role focuses on providing fire PPE decontamination, inspection and repair insight and expertise, combined with an understanding of fire department applications and requirements, decontamination equipment, techniques, efficacy and applicable regulatory standards and statutory requirement to help fire departments make educated decisions on ISP service practices and selection. He/she will maintain industry leading awareness of market trends and competitive dynamics to support sustainable growth within Lakeland’s regional ISP network, including recommendations and support in identifying and developing new greenfield sites or target acquisitions.

Key Responsibilities:

- In conjunction with the President and marketing department, develop and execute market awareness and educational initiatives in targeted strategic geographic regions to drive ISP revenue and margin performance that aligns with company goals.

- Develop and accelerate market penetration with defined services and related products in target geographies as strategically defined through direct fire department and agency networking and interaction.

- Track ISP network performance and coordinate with site leadership to ensure regional marketing and sales outreach and support is provided for each site location to prosper and achieve annual objectives.

- Track new customer business development leads generated through marketing outreach or regional events in the CRM opportunities pipeline to collaborate with the aligned regional site(s) to help convert prospects into new customers.

- Collaborate with the President, marketing and product management in ensuring that regional sites are equipped with the appropriate resources, sales tools and pricing strategies for sustained revenue growth.

- Support market research and analyze industry trends and competitive landscape to identify customer needs, product/service gaps and market opportunities for strategic business development.

- Act as subject matter expert to support Product Management and Marketing teams in their efforts to drive successful new service or product launches and market adoption.

- Support voice of customer integration into company ISP services offerings and performance metrics to help ensure service and support provided is maintained as best in class.

- Provide factual industry expertise presentations to strategically aligned end users and industry audiences to enhance market awareness on standards, best practices and future trends.

- Monitor industry service(s) market pricing and margin position, and related customer satisfaction performance to maintain strategic market positioning to maximize offering value.

- Provide strategic end user training on industry standards and best practices for optimal performance and protection through ISP integration.

- Represent the company at industry summits, conferences, and trade shows to promote services and gather market intelligence.

- Network within appropriate industry associations and sit on applicable standards committees to support the best interests of the company.

- Review, prepare, track, and process contracts, agreements, permits, and related documentation with state and local agencies.

- Monitor changing regulations, licensing requirements, and compliance standards to ensure all contracts and filings remain current and accurate.

- Serve as the primary point of contact for agency communications regarding approvals, renewals, updates, and compliance matters.

- Maintain organized records of contracts, deadlines, renewals, and agency correspondence.

- Identify process improvements to streamline contract management and agency processing procedures.

- Ensure all documentation meets company standards and regulatory requirements before submission.

- Track project timelines and follow up proactively to prevent delays in approvals or processing.

- Other duties as assigned

Minimum Qualifications:

• Minimum of 5 years of experience in business development, sales, fire service operations, PPE services, industrial safety, or related industry experience.
• Working knowledge of fire service PPE inspection, cleaning, repair, and applicable NFPA standards, including NFPA 1850 or related standards governing turnout gear care and maintenance.
• Experience developing customer relationships and driving revenue growth within municipal, industrial, or fire service markets.
• Strong presentation, communication, and relationship-building skills with the ability to engage fire department leadership, municipal agencies, and industry stakeholders.
• Experience managing CRM pipelines, tracking opportunities, and supporting strategic sales initiatives.
• Ability to analyze market trends, customer needs, and competitive activity to identify growth opportunities.
• Strong organizational and project management skills with the ability to manage contracts, documentation, deadlines, and regulatory requirements.
• Proficiency in Microsoft Office Suite and CRM software platforms.
• Ability to travel extensively within assigned regions, including overnight travel for customer visits, trade shows, conferences, and training events.
• Valid driver’s license with acceptable driving record.

Preferred Qualifications:

• Bachelor’s degree in Business, Fire Science, Occupational Safety, Emergency Management, Marketing, or related field, or equivalent combination of education and experience.
• Direct experience in the fire service industry, including firefighter, fire officer, fire equipment sales, ISP operations, or fire PPE program management experience.
• Knowledge of fire department procurement processes, municipal contracting, and government agency requirements.
• Experience with PPE decontamination technologies, inspection processes, repair programs, and verified ISP operations.
• Existing relationships within the fire service community, including departments, associations, standards committees, and industry organizations.
• Experience supporting mergers, acquisitions, greenfield expansion projects, or multi-site operational growth initiatives.
• Familiarity with applicable OSHA, NFPA, and state regulatory compliance requirements related to fire PPE and contamination reduction.
• Previous experience presenting at industry conferences, conducting training programs, or participating in standards committees or trade associations.
• Demonstrated ability to influence strategic initiatives and collaborate cross-functionally with marketing, operations, product management, and executive leadership.
• MBA or advanced degree in Business, Fire Administration, Occupational Safety, or related field.
• Certified firefighter, fire instructor, safety professional, or related industry certification preferred.