As a Territory Sales Manager, you will sell commercial roofing and building envelope solutions to facilities directors, building owners, government institutions, industrial plant managers, and university campuses across New Brunswick. 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 territory rebuild position reporting to a Regional Manager.Guaranteed income of $70,000 – $90,000 CAD in Year 1 and 2.
COMPENSATION & BENEFITS
- $70,000 – $90,000 CAD guaranteed income (Year 1 and 2)
- Year 3+ OTE: $250,000+ CAD as reps ramp into significant commission earnings
- Senior rep average in Canada (5+ years): $380,000 CAD
- Over 36 reps in Canada earn $500,000+ per year. Multiple reps earn over $1 million annually. 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 performance bonuses during Years 1–2
- Full health benefits package
- President’s Club trip awards, employee recognition, gifts, rewards, and 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, 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. Leadership is made up of former territory sales reps who 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.
OFFICE LOCATION & SALES TERRITORY
- Head Office: United States. Canadian head office: Toronto, Ontario.
- Work arrangement: Field-based / work-from-home ( must be located in New Brunswick) . No local office. Majority of time is spent in the field; administrative work is done from the home office.
- Sales territory: New Brunswick — primarily the Fredericton–Moncton–Saint John corridor. This is a road warrior territory requiring significant daily driving between cities.
- 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.
- 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
- 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 and NOT preferred. Full product, technical, and design training is provided. Backgrounds from facilities services, medical devices, heavy equipment, industrial solutions, manufacturing solutions, technical sales, and similar B2B fields are all strongly relevant.
- Experience selling to large industrial operations, government institutions, or both is a significant advantage for this territory
- Bachelor’s degree preferred
- 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
- Must live in New Brunswick — relocation is not supported for this role
- Must be legally authorized to work in Canada without employer sponsorship. Must be able to travel to the United States for training.
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; full training provided
- ZoomInfo or similar prospecting tools — an asset
- AutoCAD — not required; full training provided
THE PRODUCT / SERVICE / SOLUTION
- Roof systems — repair, restoration, replacement, and new construction (flat, low-slope, and steep-slope)
- Roof membrane systems — hot-applied, cold-applied, torch-applied, and self-adhered, including the industry’s first polyurethane-modified 40-year membrane
- Metal roof systems, edge metal, trim, and accessories — engineered for extreme weather (wind speeds up to 200 mph)
- Wall panel systems and rainscreen systems
- Coatings, mastics, sealants, and accessories for roofs, walls, and building envelope
- Air barriers, vapour barriers, and underlayments
- Plaza deck, parking structure, and flooring systems
- Vegetative (green) roof systems
- Design assistance services — engineering, structural evaluations, shop drawings, wind uplift and snow retention calculations
- Preventive maintenance and asset management programs
- 30- and 40-year warranties — the longest in the industry, with the manufacturer holding full liability
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
- Large industrial operations — particularly Irving and affiliated companies (oil, paper, forestry, retail)
- Federal and provincial government institutions — Fredericton is the provincial capital with heavy government presence
- Universities and post-secondary institutions — University of New Brunswick and others
- Hospital systems and healthcare facilities
- Manufacturing facilities and industrial complexes
- Municipal buildings — city halls, courthouses, libraries, police/fire stations
- Architects and engineering firms — particularly smaller boutique firms
- Primary decision-makers: Facilities Directors, Plant Managers, Building Owners, Directors of Maintenance, Heads of Capital Projects, CFOs, School Superintendents
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
- Sales cycle: 1–12 months depending on project scope
- Approximately 90% of business is retrofit/re-roofing; 10% is new construction
- Average order size for a 5+ year rep: 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
- Approximately 2 sales calls or site visits from initial interest to first order
COMPETITIVE ADVANTAGES
- Protected territories — all business in your territory earns you commission, even from referrals
- Protected commission structure — unchanged since 1976, uncapped, paid on the product sale
- Fully employee-owned since 2004
- Longest warranties in the industry — 30 and 40 years, manufacturer holds full liability
- Full-service turnkey delivery with proprietary 12-step project management process
- Developer of the first 40-year roof membrane and first modified bitumen roof system in North America
- First in the U.S. commercial roofing industry to receive ISO 9002 certification
- Residual account ownership — clients are yours for life, no sunset clause
TYPICAL DAY & DUTIES
75% New Business Development | 25% Administrative Duties
On a typical day, you will be driving between Fredericton, Moncton, and Saint John meeting with facilities directors, conducting on-site roof inspections, presenting lifecycle cost analyses, managing project timelines, coordinating with contractors, and building relationships with architects. When not in the field, you will be working from your home office preparing quotes, completing design work, managing your pipeline in HubSpot, and cold calling to fill your calendar.
LEADS
- 100% self-prospected. No warm leads, lists, or existing accounts are provided.
- You will build your pipeline entirely from scratch.
- Some national accounts (e.g., large companies with NB operations) may transition to your territory over time, but the first 1–2 years are pure hunting.
OVERNIGHT TRAVEL
Less than 5%. 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 but does require significant daily driving.
SUPPORT & TRAINING
- Structured onboarding: 12-day intensive classroom training program at head office
- Full 5-year training track to senior rep designation
- A dedicated trainer visits your territory approximately 17 times per year
- Complete product and technical training — no prior industry knowledge required
- Job shadowing and joint sales calls with experienced reps
- Ongoing mentoring from your Regional Manager
- External courses, certifications, and off-site supplier tours
- In-house engineering, design, and technical support on every project
- Actively selling within 1–2 weeks of completing initial training
WHY YOU SHOULD APPLY
- Proven, life-changing earnings potential — senior rep average $380K, top performers $500K–$1.5M+
- Become an owner from day one through the ESOP
- Protected territory for life with a commission structure unchanged since 1976
- Build a true entrepreneurial business within a 131-year-old, $1.6B company
- World-class training — trainer visits 17 times per year, 5-year development path
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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