Fire/EMS Product Representative & Business Development Leader

Job Description: Fire/EMS Product Representative & Business Development Leader

Territories & Locations: Florida • Texas • New England
Company: Applied Information, Inc.

About Applied Information

Applied Information, Inc. is a nationwide leader in Intelligent Transportation Systems (ITS), connected vehicle technology, and smart city solutions. Our Glance® platform and AI-enabled transportation hardware are deployed in thousands of communities to improve safety, efficiency, and mobility.
We design and manufacture advanced electronic systems used in traffic intersections, emergency vehicle preemption, connected school zones, transit operations, and V2X infrastructure.

We are expanding our Fire & EMS team with mission-driven leaders who are passionate about improving emergency response and public safety outcomes.

Position Summary

Applied Information is seeking highly experienced Fire/EMS professionals to serve as Fire/EMS Product Representatives within defined territories (Florida, Texas, or New England), while simultaneously contributing to the broader Fire & EMS Business Development strategy.

This role blends territory management, technology advocacy, sales execution, and strategic business development. Ideal candidates bring deep operational Fire/EMS experience, strong credibility with fire service leadership, and the drive to grow adoption of life-saving technology such as traffic signal preemption and connected vehicle solutions.

This role is both strategic and hands-on. You’ll spend time in the field with fire departments, distributors, city officials, and partner agencies — while also informing product direction, shaping go-to-market strategy, and supporting a rapidly growing nationwide Fire/EMS program.

Key Responsibilities

Territory & Field Engagement

  • Serve as the primary Applied Information Fire/EMS representative within your assigned region (Florida, Texas, or New England).
  • Travel regularly to:
    • Meet with departments, chiefs, and command staff
    • Support local distributors
    • Conduct demos, trainings, and operational evaluations
  • Represent Applied Information confidently in front of:
    • Frontline firefighters and company officers
    • Chief officers and executive fire leadership
    • City/County officials and decision makers

Business Development & Prospecting

  • Aggressively identify and pursue new opportunities — “pick up the phone, get in the car, and go.”
  • Proactively make outbound calls to schedule appointments for yourself and distributors.
  • Expand adoption of preemption, priority control, V2X, and related safety solutions across municipalities.
  • Open new doors and remove barriers to adoption through consultative, relationship-driven engagement.

Sales Execution & Strategy

  • Contribute to the design and execution of a scalable Fire & EMS sales operation blending direct engagement and distribution.
  • Develop territory business plans with goals, timelines, and performance metrics.
  • Analyze coverage gaps and create strategies to increase market penetration.
  • Apply structured sales methodologies (e.g., consultative or Sandler approaches).

Partnerships & Relationship Management

  • Build and maintain strong relationships with:
    • Fire Chiefs and executive staff
    • City and county technology, transportation, and public safety leaders
    • Distributors, channel partners, and integrators
  • Represent Applied Information at regional and national Fire/EMS conferences, expos, and training events.
  • Work cross-agency with Fire, Police, EMS, DOT, and Traffic Engineering professionals.

Training & Presentations

  • Deliver classroom-style instruction, breakout sessions, and large-audience presentations.
  • Conduct multi-agency training programs involving operational and technical personnel.
  • Provide technology education related to CAD, communications systems, MDTs, and connected vehicle tools.

Cross-Functional Impact

  • Collaborate with Product, Engineering, and Marketing teams to align field insights with product development.
  • Support pilots, proofs of concept, and innovative deployments within customer agencies.
  • Serve as a subject matter expert for emergency vehicle preemption, priority control, and connected vehicle operations.

Team Collaboration & Leadership

  • Work closely with other Fire/EMS Product Representatives nationwide.
  • Support teammates in other regions as needed, including occasional work across time zones.
  • As the Fire/EMS program scales, assist in mentoring or helping onboard additional representatives.

Minimum Requirements

  • Must reside in and primarily serve the territory (FL, TX, or New England).
  • Must have served in a career (full-time, paid) Fire Department.
  • Achieved rank of Fire Captain or Battalion Chief through progressive promotion.
  • Significant frontline and supervisory operational Fire/EMS experience.
  • Demonstrated comfort with fire service technology (CAD, MDTs, preemption, comms systems, etc.).
  • Ability and willingness to travel extensively within the territory and occasionally nationwide.
  • Comfortable with public speaking, delivering presentations, and engaging executive leadership.
  • Able to work effectively from a home office with high self-motivation and minimal supervision.
  • Willing to collaborate as part of a national Fire/EMS team.

Preferred Requirements

  • 15+ years in the fire service, with substantial time as Lieutenant, Captain, BC, or higher.
  • Experience with:
    • Fire/EMS technology or public safety software
    • 911 CAD and reporting systems
    • Radio/communications technology
    • Apparatus or equipment sales/service
    • Public sector sales or vendor/consultant roles
    • Traffic preemption or connected vehicle systems
  • Participation in departmental Technology, R&D, or Innovation committees.
  • Experience evaluating, piloting, and driving adoption of new technologies.
  • Proven experience delivering training at regional or national fire conferences.
  • Strong relationship-building skills with chiefs, city/county leaders, and distributors.
  • Prior remote work experience with measurable performance in a self-directed role.

Qualifications & Cultural Fit

  • 5+ years in Fire/EMS, municipal technology, transportation safety, or related public safety fields.
  • Demonstrated success in business development or public-sector sales.
  • Strong prospecting discipline — urgency, resilience, competitiveness.
  • Ability to operate under open-ended mandates and develop structured business plans.
  • Skilled at navigating procurement and multi-stakeholder public-sector purchasing.
  • High energy, mission-driven, and able to thrive in a demanding, fast-paced environment.
  • Exhibits Applied Information’s cultural traits:
    Accountability • Proactivity • Collaboration • Strategic thinking • “Talk → Action → Results.”

A Note to Candidates

We understand that exceptional candidates may not meet every listed qualification. If you have the drive, resilience, operational credibility, and passion for improving emergency response through technology, we strongly encourage you to apply. We value potential and mindset as much as direct experience.

 

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