Wholesale Sales Representative – First Aid, Safety & Emergency Preparedness
Company: 72HOURS / BMG Industries Inc.
Location: Burnaby, British Columbia
Job Type: Full-time
Compensation: $40,000–$45,000 base salary plus uncapped commission
Expected First-Year Earnings: $60,000–$90,000 based on performance
About 72HOURS
72HOURS / BMG Industries Inc. is a growing Canadian manufacturer, importer and distributor of first aid, safety and emergency preparedness products.
Our product categories include:
- Workplace, vehicle, home and travel first aid kits
- BZK antiseptic wipes, alcohol pads and related first aid consumables
- Gauze, bandages, cold packs and emergency blankets
- Medical and non-medical disposable gloves
- Emergency preparedness kits, radios, water and survival supplies
- Mountain House freeze-dried food
- Long-term emergency food and ration products
We currently sell through wholesale, retail, ecommerce and institutional channels across Canada.
We are hiring a driven Wholesale Sales Representative to help aggressively grow our private-sector wholesale business.
The Opportunity
This is a business-development and account-growth position.
Your primary responsibility will be to identify, contact and open new wholesale accounts, then develop those accounts into repeat customers.
You will not simply respond to incoming inquiries or process orders. You will be expected to prospect, contact decision-makers, present relevant products, follow up consistently and close business.
Our product portfolio allows the right salesperson to sell into several connected industries.
For example:
- Safety distributors may purchase first aid kits, BZK wipes, alcohol pads, gloves and related consumables.
- Outdoor retailers may purchase Mountain House food, emergency kits, radios, water and survival products.
- Construction and transportation companies may purchase workplace kits, vehicle kits, gloves, blankets and safety supplies.
- Pharmacies and medical-supply dealers may purchase first aid kits and medical consumables.
- Food and outdoor distributors may purchase Mountain House and emergency-food products.
The successful candidate must be able to understand each customer’s business and recommend the right product assortment.
Target Customers
This role will focus on developing private-sector accounts such as:
- First aid and medical-supply dealers
- Safety and industrial distributors
- Pharmacies
- Outdoor and sporting-goods retailers
- Camping and emergency-preparedness stores
- Construction companies
- Transportation and trucking companies
- Manufacturing companies
- Corporate workplace-safety buyers
- Food distributors
- Regional retailers
- Ecommerce resellers
- Independent wholesalers and dealers
Government contracts, public-sector tenders and major strategic accounts are managed directly by company leadership and are not part of this role unless specifically assigned.
Responsibilities
- Prospect and open new wholesale accounts across Canada.
- Build targeted prospect lists by industry, territory and customer type.
- Identify purchasing managers, owners, distributors and other decision-makers.
- Conduct consistent outbound calls, emails and follow-ups.
- Present products and recommend assortments based on customer needs.
- Prepare quotations, pricing proposals and product recommendations.
- Send samples, catalogues and sales materials.
- Follow up on quotes and opportunities until a decision is reached.
- Reactivate approved inactive wholesale accounts.
- Grow new customers into consistent repeat purchasers.
- Cross-sell additional product categories into existing assigned accounts.
- Maintain accurate customer notes, opportunity stages and follow-up dates.
- Coordinate with purchasing, warehouse and management regarding inventory and customer requirements.
- Attend trade shows, customer meetings and industry events when required.
- Bring larger or more complex opportunities to management for support.
Qualifications
- Previous B2B sales, wholesale sales or business-development experience.
- Experience selling first aid, medical supplies, safety products, PPE, industrial products, outdoor products, food products or consumer goods is strongly preferred.
- Existing relationships with distributors, retailers, dealers or corporate buyers are a major advantage.
- Demonstrated ability to open new accounts rather than only manage existing customers.
- Comfortable cold-calling and contacting new prospects.
- Strong follow-up and organizational skills.
- Able to manage multiple opportunities without losing track of next steps.
- Professional written and verbal communication.
- Self-motivated, competitive and accountable.
- Able to work independently while coordinating with an internal team.
- Experience using a CRM, ERP or sales-management system is an asset.
Compensation
This position includes:
- Base salary of $40,000–$45,000 per year
- Uncapped commission
- Expected first-year earnings of $60,000–$90,000 based on performance
- Six-figure earning potential for exceptional performers
The standard commission structure is:
- 4% of net collected product sales from approved new accounts personally originated by the salesperson
- 2% of net collected product sales from approved reactivated accounts
- 1% of net collected product sales from existing accounts specifically assigned to the salesperson
Commission is calculated after discounts, returns and credits.
Taxes and separately charged freight are excluded from commission calculations.
Commission is paid only after customer payment has been received.
Special discounts, free shipping or pricing outside approved company guidelines require management approval to qualify for full commission.
Account Ownership
Commission applies only to accounts that:
- The salesperson personally identifies or originates
- Are approved and assigned to the salesperson
- Are properly recorded in the company’s sales system
- Were not already active customers or active company prospects
- Generate collected revenue under approved pricing
Standard commission does not automatically apply to:
- Government or public-sector sales
- Tenders, bids or standing offers
- National strategic accounts managed by leadership
- Existing company relationships
- Accounts already being pursued by the company
- Company-generated inbound opportunities
- Accounts introduced by another employee, supplier or partner
Management may approve a separate bonus when the salesperson materially assists with an excluded or strategic account.
Performance Expectations
Performance will be evaluated based on:
- Consistent outbound prospecting
- Qualified buyer conversations
- Quotes and samples sent
- New accounts opened
- Net collected sales
- Repeat-order rate
- Growth of assigned accounts
- Reactivation of inactive accounts
- Pipeline quality
- Follow-up discipline
- Accuracy of customer and opportunity records
Opening an account is not enough. The goal is to build customers that reorder and grow over time.
First 90 Days
During the first 90 days, the successful candidate will be expected to:
- Learn the company’s major product categories and customer segments.
- Build a qualified list of target accounts.
- Begin daily outbound prospecting.
- Establish conversations with relevant buyers.
- Generate quotes, sample requests and qualified opportunities.
- Maintain accurate follow-up records.
- Begin opening initial wholesale accounts.
- Demonstrate the ability to build a credible sales pipeline.
How to Apply
Please submit your résumé along with a brief response addressing the following:
- Which industries and customer types have you sold to?
- What experience do you have opening new B2B accounts?
- Do you have relationships in the first aid, safety, medical, industrial, outdoor, food-distribution or retail industries?
- Describe one new account you personally developed and the results you generated.
- Identify ten Canadian wholesale accounts you would target for 72HOURS and explain which products you would present to each one.
Generic applications that do not demonstrate relevant research or business-development experience may not be considered.
Pay: $40,000.00-$45,000.00 per year
Benefits:
Work Location: In person
