As an Account Manager, you will sell electronic wire and cable, CCTV and security products, home automation equipment, and audio/video accessories to security companies and electrical contractors across the Province of Ontario. You will be selling primarily to purchasing departments, lower management, and senior leadership, including VP and Director-level decision-makers. This role is a hybrid of account management and new business development — approximately 50–75% of your time in Year 1 will be managing and growing an existing and dormant book of accounts, with approximately 25% focused on new business development. You will be provided with 50–75% warm leads through the existing book; the remainder requires self-generated cold prospecting. This is an expansion hire reporting directly to the VP of Operations. The base salary is $70,000 - $80,000 CAD, plus commissions.
COMPENSATION & BENEFITS
- $70,000- $80,000 CAD base salary, plus commissions
- Uncapped residual commission — earned on all client purchases year over year; commissions paid quarterly
- Top performer (non-ownership) currently earns approximately $350,000 CAD per year
- No formal revenue quota — performance tracked by activity and retention KPIs
- Health benefits plan — partially company-paid
- Laptop, cell phone, and company credit card for business and travel expenses
- Mileage reimbursement at the government rate (approximately $0.65 per km) — personal vehicle required
- 2 weeks (10 working days) vacation to start
THE COMPANY & CULTURE
Our client was founded approximately 65 years ago and is a privately held, family-owned partnership. Headquartered in Woodbridge, Ontario, with a second office in Montreal serving Quebec and the Maritime Provinces, the company employs 45 people across both locations. They are one of North America’s largest and most established distributors of electronic wire, cable, and accessories, with strong positions in security and CCTV, home automation, audio/video, intercommunications, and telecommunications. The business operates across B2B, B2C, distribution, reseller, and e-commerce channels. The company is well-established and experiencing steady 5–10% annual revenue growth, actively expanding its sales team. The culture is open-door, sales- and customer-driven, and promotes work-life balance. Leadership has 20+ years of sales management experience. Average employee tenure is 15–20 years and company-wide turnover is less than 10% per year. Clients include JCI/TYCO, Guild Electric, and ADT Security.
OFFICE LOCATION & SALES TERRITORY
- Head Office: Woodbridge, Ontario
- Work arrangement: Hybrid field-based — 3 to 4 days per week in the field, 1 to 2 days per week in the Woodbridge office (more frequent in-office time during initial training period)
- Sales territory: Province of Ontario — heavy focus on the GTA and surrounding cities, with regular travel across the rest of the province including occasional trips to northern Ontario
- Candidate must reside within a reasonable commute of the Woodbridge head office; GTA is ideal
- Overnight travel: Approximately 2 to 3 nights per month
- Hours: Monday to Friday, full-time days; willingness to put in the hours beyond standard 8–5 is expected
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
- 2–7 years of outside (field) B2B sales experience required; prior road-based selling experience is essential — this should not be a candidate’s first field role
- Experience selling to purchasing managers, electrical contractors, security integrators, or installer-channel buyers is a strong asset but not required
- Industry experience in electronic wire and cable, security/CCTV, home automation, A/V, or electrical products distribution is preferred but not required — transferable technical sales experience is acceptable
- Experience managing and growing existing accounts while simultaneously developing new business
- Experience calling on multiple decision-maker types including purchasing departments, lower management, and VP/Director-level senior leadership
- Valid Ontario driver’s licence and access to a reliable personal vehicle — mandatory
- Must live within a reasonable commute of Woodbridge (L4L) — mandatory
- Minimum education: high school diploma; post-secondary diploma preferred but not required
- Comfortable working independently and managing your own pipeline with minimal day-to-day oversight
- CRM-literate; Goldmine experience is an asset but not required
TECHNICAL SKILLS
- CRM software — Intermediate (Goldmine experience is an asset; any CRM acceptable)
- Microsoft Word — Intermediate
- Microsoft PowerPoint — Basic
- Online demo platforms (Zoom, Teams) — Basic
- Dropbox, Slack, Google Drive — Basic
THE PRODUCT / SERVICE / SOLUTION
- Electronic wire and cable — broad catalog of in-stock items available for same-day shipping
- CCTV and security products
- Home automation equipment
- Intercommunications and telecommunications products
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
- Primary verticals: security companies, electrical contractors and integrators
- Secondary verticals: home automation installers, A/V integrators, telecom and intercom installers
- Client mix spans small businesses (1–10 employees), small-to-medium businesses (20–100 employees), and larger organizations (100–1,000 employees)
- Geographic focus: Province of Ontario, with primary concentration in the GTA and surrounding cities
- Decision-makers: purchasing departments, lower management, and VP/Director-level senior leadership in both single and multi-decision-maker buying processes
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
- Average order value: $1,000 – $5,000
- Average annual revenue per client account: $25,000 – $50,000
- Average sales cycle: 1 – 2 months
- Residual commission model — reps earn on all client purchases year over year, rewarding account retention and repeat relationships
COMPETITIVE ADVANTAGES
- Extensive in-stock inventory out of Toronto and Montreal — 95%+ of catalogued items immediately available
- Same-day shipping on orders placed before 3:00 PM ET; next-day delivery across Ontario and Quebec
- 65 years of established reputation and deep customer loyalty
- Competitive pricing driven by significant purchasing power
- Strong, experienced sales team with 15–20 year average tenure
- Broad product catalog spanning wire and cable, security, home automation, and A/V
TYPICAL DAY & DUTIES
- 50–75% Account Management (managing and growing existing and dormant accounts)
- 25% New Business Development (prospecting, cold calling, and opening new accounts)
- Up to 25% Administrative Duties and customer service support
On a typical day you will be driving the province visiting clients in person, managing and growing your book of existing and dormant accounts, making outbound cold calls to self-generated prospect lists, preparing custom quotations, logging all activity in the CRM, and collaborating with the Woodbridge office team on planning and administration. You will attend trade shows and vendor training events periodically and will occasionally stay overnight while traveling the province.
LEADS
- 50–75% of leads come from the existing and dormant book of accounts provided to you from Day 1
- 25–50% of leads are self-generated through cold prospecting — the rep builds their own target lists; there is no dedicated SDR or inbound lead-generation team
- The company’s dedicated marketing team supports bulk email, social media, and lead-generation activity
OVERNIGHT TRAVEL
- Approximately 10–15% overnight travel — typically 2 to 3 nights per month
- Travel is for regular client visits across Ontario including northern Ontario, trade shows, and vendor training events
- Candidate must be comfortable spending 3 to 4 days per week in the car across the province
SUPPORT & TRAINING
- 2 to 3 months of technical and product training — full training on the entire product catalog is provided; industry experience is not required
- 1 to 2 months of sales training before selling independently
- Total ramp time: approximately 4 to 5 months before the rep runs their own territory independently
- Training is conducted in-office at the Woodbridge head office, with the VP of Operations determining when the rep is ready to sell independently
- Ongoing coaching and weekly interaction directly with the VP of Operations, who has 20+ years of sales management experience
WHY YOU SHOULD APPLY
- Inherit an existing book of accounts from Day 1 — you are not starting from zero
- Residual commission model with uncapped earning potential — your income compounds as your book of business grows; the current top performer earns approximately $350,000 CAD per year
- 65-year-old, financially stable company with steady 5–10% annual revenue growth — this is an expansion hire, not a replacement
- Average employee tenure of 15–20 years and less than 10% annual company-wide turnover — a long-term career opportunity, not a stepping stone
- Industry experience is not required — full product and technical training is provided; the company’s top performers joined without direct wire and cable background
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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