Territory Sales Manager - Guelph - Commercial Roofing & Building Envelope Solutions

Job DescriptionJob Description: 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 earningsSenior 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 1976Employee 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 1–2Full benefits packageLaptop providedTax-advantaged income program offsetting vehicle and field expensesPresident's Club trip awards, employee recognition, gifts, and rewardsCompany social eventsProtected 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 TERRITORYHead 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 areaWorking 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 REQUIREMENTS4–12 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 mandatoryEnd-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 frameworkValid driver's licence and access to a personal vehicle requiredPhysically 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 SKILLSMicrosoft Excel — IntermediateMicrosoft PowerPoint — IntermediateMicrosoft Word — IntermediateGoogle Drive/Docs — IntermediateCRM software (HubSpot) — experience with any CRM is an assetZoomInfo or similar prospecting tools — an assetAutoCAD training provided by the company THE PRODUCT / SERVICE / SOLUTION You will sell a complete portfolio of commercial roofing and building envelope products and services, including: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, in a range of chemistries including the industry's first polyurethane-modified 40-year membraneMetal roof systems, edge metal, trim, and accessories — engineered for structural, architectural, and extreme-weather applications (wind speeds up to 200 mph)Wall panel systems and rainscreen systems (through an affiliated subsidiary), including architectural panels, custom colours and finishesCoatings and mastics — reflective, restorative, and maintenance coatings for roofs and walls, including low-odour and zero-VOC optionsSealants and accessories for joints, cracks, windows, doors, and roof penetrationsAir barriers, vapour barriers, and underlaymentsPlaza deck, parking structure, and flooring systems, including liquid waterproofing membranesVegetative (green) roof systemsSurfacing options — ENERGY STAR and Cool Roof Rating Council rated productsDesign assistance services — structural evaluations, forensic engineering, graphic renderings, signed and sealed manufacturer shop drawings, wind uplift and snow retention calculations, ROI and life-cycle cost analysesPreventive maintenance and asset management programs — comprehensive roof asset assessments, laboratory core-sample testing, leak response, and warranty tracking30- and 40-year warranties — the longest and most robust in the commercial building industry, with the manufacturer holding full liability PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S) You will sell directly to end users who own or manage buildings with significant roofing and building envelope assets. The ideal customer owns multiple buildings and thinks about their facilities as long-term assets rather than as short-term capital expenses.Government institutions — municipal, provincial, and federal (city halls, courthouses, museums, libraries, police and fire stations, military bases)K–12 public school boards and university campusesHospital systems and healthcare facilitiesManufacturing facilities and industrial complexesAirports and water treatment plantsPrivately owned commercial buildings and portfoliosArchitects and engineering firms — particularly smaller boutique firms that rely on the manufacturer's design team as an extension of their own practicePrimary decision-makers: Facilities Directors, Directors of Maintenance, Heads of Capital Projects, Building Owners, CFOs, Plant Managers, School SuperintendentsCompany size: mid-market to enterprise (100 to 1,000+ employees) SALES CYCLE / ORDER VALUE / ACCOUNT SIZESales 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 monthsApproximately 90% of business comes from retrofit and re-roofing projects; approximately 10% comes from new constructionAverage order size for a rep with 5+ years in territory: approximately $100,000 per orderTarget account portfolio by Year 5: 30–60 active accounts generating close to $2 million in annual revenueTypically 4 stakeholders influence the final purchasing decision on the client sideApproximately 2 sales calls or site visits from initial interest to first order COMPETITIVE ADVANTAGESProtected territories — all business originating in your territory earns you commission, even when projects are referred in from corporate accounts or national programsProtected 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 stakeLongest warranties in the commercial building industry — 30 and 40 years, with the manufacturer holding full liabilityFull-service turnkey delivery — in-house engineering, design, project management, and asset management, with an authorized contractor network trained to the manufacturer's standardsDeveloper of the first 40-year roof membrane and the first modified bitumen roof system manufactured in North AmericaFirst company in the U.S. commercial roofing industry to receive ISO 9002 certificationProprietary 12-step project management process covering needs analysis, building inspection, analytical testing, solution design, contractor selection, installation monitoring, and long-term warranty supportResidual 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:Developing new markets and accounts across the territory through cold outreach, on-site prospecting, and networkingManaging the financial aspects of each project — pricing, profitability, and termsBuilding deep technical and product knowledge in roofing and building envelope systemsLeading projects from first site visit through close-out, including coordinating with authorized contractorsMaintaining consistent prospecting and selling activity through disciplined self-managementKeeping accurate records in the CRM, updating pipeline activity, and completing administrative reportingDeveloping and growing key accounts over multi-year cyclesExecuting localized marketing efforts — trade shows, association events, and client education sessionsCoordinating product distribution and logistics for territory projectsProviding ongoing customer service and technical support to established accountsMentoring newer reps and sharing territory knowledge within the regional team over timeCollaborating with regional leadership, engineering, and inside support teams to deliver on client commitments LEADS100% 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 & TRAININGStructured onboarding: a 12-day intensive classroom training program at head office during your first weeks with the companyFull 5-year training track that culminates in senior rep designationA dedicated trainer visits your territory approximately 17 times per year to coach you in the field, review your pipeline, and help you refine your approachComplete product and technical training provided — no prior industry knowledge requiredJob shadowing and joint sales calls with experienced territory repsOngoing mentoring from your Regional Manager and the broader regional teamExternal courses, certifications, and off-site supplier toursIn-house engineering, design, and technical support available to every rep on every projectCRM training and sales-methodology coachingYou will be actively selling within 1–2 weeks of completing the initial classroom training WHY YOU SHOULD APPLYProven, 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. #IND1