Heating, Refrigeration and Air Conditioning Institute of Canada (HRAI) a not-for-profit national trade association that represents and advocates for member companies in the Heating, Ventilation, Air Conditioning and Refrigeration industry (HVACR). Our members include wholesalers, manufacturers, contractors, and other professionals with an interest in this industry and improving its impact on the environment. We’ve been around for more than 50 years and believe it or not, still growing!
We are looking for a results-driven Sales Representative to help grow revenue across education and training programs, membership recruitment, tradeshow exhibit sales, and sponsorship initiatives. This client-facing role is focused on prospecting, closing sales, expanding regional presence beyond Ontario, and supporting the organization’s overall growth strategy.
This posting is for an existing vacancy.
The salary range for this role is $50,000-$60,000 annually. This role also offers a competitive bonus structure of up to 30% of annual base salary, with the potential to earn total annual compensation between approximately $65,000 and $78,000.
Major Responsibilities:
1. Education & Training Sales
- Execute training sales initiatives through outbound outreach, email campaigns, social media engagement, and database marketing.
- Identify and pursue new prospects from various sources to generate and close sales for education and certification programs.
- Build relationships with contractors, distributors, manufacturers, and industry stakeholders to promote HRAI’s training offerings.
- Maintain and update relevant sections of the HRAI IMIS database, including contact records, lead tracking, and sales activity reporting.
- Maintain a thorough understanding of HRAI’s education programs, certifications, and service offerings to confidently position value propositions.
- Participate in trade shows, industry events, and networking opportunities to promote training programs.
2. Membership Sales & Growth
- Grow HRAI’s membership base across all three divisions by recruiting new members.
- Identify and target prospective members across Canada, with a strategic focus on expanding HRAI’s presence outside Ontario.
- Conduct outreach via phone, email, virtual meetings, and in-person visits to educate prospects on the benefits of HRAI membership.
- Deliver tailored presentations that align membership value with the prospect’s business goals.
- Develop and maintain a strong membership sales pipeline to meet and exceed growth targets.
- Support membership retention efforts through last mile sales.
3. Tradeshow Exhibit & Event Sales
- Working in collaboration with the Events Team, prospect and secure exhibit space sales for HRAI’s trade shows and signature events.
- Actively seek new sales opportunities through outbound calls, emails, networking, and social media outreach.
- Qualify leads and maintain a robust sales pipeline to achieve event revenue targets.
- Prepare and deliver compelling proposals and presentations that clearly communicate the value of participating in HRAI events.
- Recommend tailored exhibit and sponsorship packages aligned with client marketing objectives.
- Address client inquiries, negotiate terms, and close sales in a timely and professional manner.
4. Sponsorship Sales (Corporate & Event)
- Drive sponsorship revenue growth across HRAI programs, events, and initiatives.
- Develop and execute strategies to grow annual sponsorship revenue with a goal of significantly increasing current levels over the next three years.
- Identify, approach, and secure new corporate sponsors while expanding existing sponsor relationships.
- Create customized sponsorship packages that align with sponsor marketing and business objectives.
- Collaborate with internal teams to ensure sponsor deliverables are executed effectively.
- Track sponsorship commitments, renewals, and reporting metrics.
Skills & Experience Required
- Proven ability to meet or exceed revenue targets.
- Strong presentation, negotiation, and closing skills.
- Proficiency in CRM/database management systems.
- Excellent communication and relationship-building skills.
- Strong prospecting and lead generation capabilities.
- Strategic thinking combined with strong tactical execution.
- Customer-focused and relationship-oriented approach.
- Highly organized with strong follow-up discipline.
- Ability to collaborate effectively as part of a team.
- 3–5+ years of experience in sales, business development, sponsorship sales, or membership-based organizations.
- Experience in sales preferred.
- Association or tradeshow sales experience considered an asset.
- Experience with CRM or database management systems (experience with IMIS considered an asset).
Why Join Us?
- Hybrid Model: Work 4 days in-office near Toronto Pearson Airport, with remote
Fridays to recharge.
- Vacation & Benefits: Start with 3 weeks of vacation, comprehensive benefits, and Health Care Spending Account (HCSA) top-up.
- Retirement Ready: Employer RRSP contributions after 1 year.
- Impactful Work: Be part of a tight-knit, purpose-driven team working on big climate and energy issues that affect every Canadian.
Please note that AI-assisted tools may be used to support the preliminary screening of applications. All applicant assessments and hiring decisions involve human oversight.
HRAI is an equal opportunity employer. We are committed to inclusive, barrier-free recruitment and selection processes and work environments. If contacted for an employment opportunity, please advise Human Resources if you require accommodation in accordance with HRAI values and all applicable legislation.
We thank all applicants for their interest; only those selected for an interview will be contacted. Hiring is subject to successful completion of a background verification and integrity check.
