As a Territory Sales Manager, you will sell commercial roofing and building envelope solutions to building owners, facilities directors, school superintendents, plant managers, and institutional decision-makers across the Guelph, Ontario territory. You will represent a premium manufacturer whose roof systems carry 30- and 40-year warranties — the longest in the commercial building industry. This role is 75% new business development and 25% administrative work (quoting, design coordination, CRM, reporting). No existing accounts or warm leads are provided — you will build your territory from scratch. This is a newly created position reporting to a Regional Manager. Guaranteed income of $70,000 – $90,000 CAD in Year 1 and 2 as you build your book of business.
COMPENSATION & BENEFITS
- $70,000 – $90,000 CAD guaranteed in Year 1 and 2 as you build your book of business.
- Year 3+ OTE: $250,000+ CAD as reps break into significant commission earnings
- Senior rep average (5+ years): $380,000 CAD - 36 reps in Canada are currently earning $500,000+
- Top performers earn $500,000+. Multiple reps earn over $1 million. The top performer in Canada earned over $1.5 million last year.
- Uncapped commissions on product sales — commission structure has been unchanged since 1976
- Employee Stock Ownership Plan (ESOP) — the company is 100% employee-owned. Ownership stake grows each year and compounds; adds $30,000–$40,000+ per year in value in the early years.
- Quarterly bonuses in Years 1–2
- Full benefits package
- Laptop provided
- Tax-advantaged income program offsetting vehicle and field expenses
- President’s Club trip awards, employee recognition, gifts, and rewards
- Company social events
- Protected territory for life — all business in your territory earns you commission, with no sunset clause on client accounts
THE COMPANY & CULTURE
Our client is a 131-year-old, 100% employee-owned manufacturer of commercial roofing and building envelope solutions. They operate across the United States, Canada, and the United Kingdom with a network of more than 220 territory managers. The company generates over $1.6 billion in annual revenue across 32 affiliated businesses, employs approximately 2,200 people overall (about 160 in Canada), and has grown 15–25% per year. They manufacture nearly 100% of the commercial roofing products sold in North America under their own brand, hold 90+ patents and 400+ trademarks, and developed the industry’s first 40-year roof membrane.
The culture places the customer at the top of the organizational chart, the sales force directly below, and every corporate department below that — corporate exists to serve the sales team. Leadership is made up of former territory sales reps who carried the bag themselves and understand the role firsthand. They do not micromanage. The company has won a major employee-satisfaction award for over 30 consecutive years, turnover is under 10%, and average employee tenure is 10–15 years. Employees act like owners because they are owners.
OFFICE LOCATION & SALES TERRITORY
- Head Office: Cleveland, Ohio, USA. Canadian head office: Toronto, Ontario.
- Work arrangement: Field-based / work-from-home. No local brick-and-mortar office for this role. The majority of time is spent in the field meeting with clients and inspecting buildings; administrative work is done from the home office.
- Sales territory: Guelph, Ontario and surrounding area
- Working hours: Monday to Friday. Expect 60–70 hours per week during the first 1–2 years while building the territory. Workload tapers significantly once the territory matures and the role shifts toward project management and key account stewardship.
- Overnight travel: Minimal, less than 5%. 1–3 trips per year to head office for training during the first 3 years.
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
- 4–12 years of B2B outside sales experience with a proven track record of quota attainment, awards, and top-tier peer rankings (President’s Club, top 5%, or equivalent)
- Outside / field sales experience is mandatory
- End-user sales experience required — must have sold directly to the decision-maker who uses the product.
- Industry experience in roofing or building materials is NOT required. The company provides full product, technical, and design training. Backgrounds from facilities services, medical devices, heavy equipment, industrial solutions, manufacturing solutions, technical sales, chemical handling, uniform services, and forklift / material handling are all strongly relevant.
- Technical acumen — comfortable learning complex products, reading technical drawings, and understanding building science concepts. AutoCAD training is provided.
- Entrepreneurial mindset — the role is essentially running your own business within the company’s framework
- Valid driver’s licence and access to a personal vehicle required
- Physically able to climb ladders and carry up to 60 lbs of equipment; must not be afraid of heights (on-site roof inspections are a regular part of the job)
- Must live in or very near the Guelph, Ontario territory
TECHNICAL SKILLS
- Microsoft Excel — Intermediate
- Microsoft PowerPoint — Intermediate
- Microsoft Word — Intermediate
- Google Drive/Docs — Intermediate
- CRM software (HubSpot) — experience with any CRM is an asset
- ZoomInfo or similar prospecting tools — an asset
- AutoCAD training provided by the company
THE PRODUCT / SERVICE / SOLUTION
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
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Sales cycle varies by project type — smaller repairs and maintenance projects can close in 1–3 months; larger retrofit, restoration, and new construction projects typically run 3–12 months
- Approximately 90% of business comes from retrofit and re-roofing projects; approximately 10% comes from new construction
- Average order size for a rep with 5+ years in territory: approximately $100,000 per order
- Target account portfolio by Year 5: 30–60 active accounts generating close to $2 million in annual revenue
- Typically 4 stakeholders influence the final purchasing decision on the client side
- Approximately 2 sales calls or site visits from initial interest to first order
COMPETITIVE ADVANTAGES
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Protected territories — all business originating in your territory earns you commission, even when projects are referred in from corporate accounts or national programs
- Protected commission structure — unchanged since 1976, uncapped, and paid on the product sale (not on margin)
- Fully employee-owned since 2004 — every employee has a meaningful ownership stake
- Longest warranties in the commercial building industry — 30 and 40 years, with the manufacturer holding full liability
- Full-service turnkey delivery — in-house engineering, design, project management, and asset management, with an authorized contractor network trained to the manufacturer’s standards
- Developer of the first 40-year roof membrane and the first modified bitumen roof system manufactured in North America
- First company in the U.S. commercial roofing industry to receive ISO 9002 certification
- Proprietary 12-step project management process covering needs analysis, building inspection, analytical testing, solution design, contractor selection, installation monitoring, and long-term warranty support
- Residual account ownership — your clients are yours for life; there is no sunset clause on established accounts
TYPICAL DAY & DUTIES
75% New Business Development
25% Administrative Duties (quoting, design coordination, CRM, reporting)
In practical terms, the role covers twelve functional areas:
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Developing new markets and accounts across the territory through cold outreach, on-site prospecting, and networking
- Managing the financial aspects of each project — pricing, profitability, and terms
- Building deep technical and product knowledge in roofing and building envelope systems
- Leading projects from first site visit through close-out, including coordinating with authorized contractors
- Maintaining consistent prospecting and selling activity through disciplined self-management
- Keeping accurate records in the CRM, updating pipeline activity, and completing administrative reporting
- Developing and growing key accounts over multi-year cycles
- Executing localized marketing efforts — trade shows, association events, and client education sessions
- Coordinating product distribution and logistics for territory projects
- Providing ongoing customer service and technical support to established accounts
- Mentoring newer reps and sharing territory knowledge within the regional team over time
- Collaborating with regional leadership, engineering, and inside support teams to deliver on client commitments
LEADS
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100% self-prospected. No warm leads, company-supplied lists, or existing accounts are provided.
- You will build your pipeline entirely from scratch through cold calling, on-site prospecting, networking, referrals, and relationship-building with facilities directors, architects, and consulting engineers.
- Some larger national accounts may flow into the territory over time through the corporate account program, but the first 1–2 years are pure hunting.
OVERNIGHT TRAVEL
Less than 5%. Overnight travel is limited to 1–3 training trips per year to the U.S. head office during the first 3 years. Day-to-day territory coverage does not require overnight travel.
SUPPORT & TRAINING
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Structured onboarding: a 12-day intensive classroom training program at head office during your first weeks with the company
- Full 5-year training track that culminates in senior rep designation
- A dedicated trainer visits your territory approximately 17 times per year to coach you in the field, review your pipeline, and help you refine your approach
- Complete product and technical training provided — no prior industry knowledge required
- Job shadowing and joint sales calls with experienced territory reps
- Ongoing mentoring from your Regional Manager and the broader regional team
- External courses, certifications, and off-site supplier tours
- In-house engineering, design, and technical support available to every rep on every project
- CRM training and sales-methodology coaching
- You will be actively selling within 1–2 weeks of completing the initial classroom training
WHY YOU SHOULD APPLY
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Proven, life-changing earnings potential backed by real data — the senior rep average in Canada is $380K per year. Dozens of reps earn $500K+. Multiple reps earn over $1M. The top performer in Canada earned over $1.5M last year.
- Become an owner from day one. Every sales rep participates in the ESOP, which has consistently grown in value and adds a significant second income stream on top of commissions.
- Protected territory for life, with a commission structure that has been unchanged since 1976. Your clients are your clients — no reassignments, no sunset clauses, no moving the goalposts.
- Build a true entrepreneurial business within a 131-year-old, $1.6B company. As the territory grows, many senior reps build their own teams of assistants, project managers, and designers.
- World-class training and ongoing development — a dedicated trainer visits your territory 17 times per year, and a formal 5-year development path takes you from new hire to senior rep.
Equal Opportunity Employer
Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.
Not the Right Fit? We May Have Other Roles for You.
If this particular role isn’t the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive — and if we have another role that could be a great fit for your background, we will reach out to you directly.
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