Territory Outside Sales Representative Gaskets, Insulation & Sealing Products

As a Territory Outside Sales Representative, you will own and grow a defined Ontario territory running east of Highway 10 through to Kingston. You will sell fabricated gaskets, thermal insulation, heat-management materials, sheet gasketing, packing, O-rings, and joint seals to OEM manufacturers, MRO distributors, and commercial kitchen, hearth, and HVAC accounts. You will inherit a small portfolio of existing accounts from Day 1 while simultaneously hunting for new logos across the territory. You will report directly to the Director of Business Development and work in a hybrid arrangement — 2 days per week at the Mississauga office, with the remaining time field-based across the territory. Base salary ranges from $85,000, plus uncapped commissions along with other benefits.

COMPENSATION & BENEFITS

• Base salary: $85,000
• Year 1 OTE: $110,000–$125,000 CAD
• Top performer benchmark: $200,000 CAD (on a $4M book)
• Commission: Residual, uncapped, paid monthly on all client purchases year over year.
• Annual personal performance bonus
• $750 CAD/month vehicle allowance & mileage reimbursement, with a 407 transponder provided
• Company-paid health benefits
• Laptop provided
• Cell phone provided
• Expense account
• Employee recognition, gifts, and rewards program
• Half-day off on your birthday

THE COMPANY & CULTURE

For over 45 years, our client has manufactured and distributed gaskets, insulation, and sealing products from its Mississauga facility. It serves OEM and industrial customers across Canada and the US in hearth, commercial kitchen, HVAC, and MRO markets. Customers stay an average of 15 years, thanks to the company's technical expertise, short lead times, and close partnerships with engineering teams. The culture lives its mission: Built on Trust, Driven by Quality.

OFFICE LOCATION & SALES TERRITORY

• Head office: Mississauga, ON
• Work arrangement: Hybrid —2 days per week in the Mississauga office. Monday attendance is encouraged given the weekly sales meeting. This is not a fully remote role.
• Sales territory: East of Highway 10 (Mississauga) through to Kingston, Ontario
• Field/client visit expectations: Regular in-person customer visits across the territory are a core requirement of this role — you are expected to be the visible face of the company with assigned and prospective accounts.
• Working hours: Monday–Friday, 40 hours/week.
• Overnight travel: 10–25% — up to 5 overnight days per month, primarily for trade shows (e.g., HVAC convention, typically 3-day trips) and customer visits to Kingston and surrounding areas.
• Ideal candidate location: Mississauga or the GTA East corridor to enable 2 days/week in office and proximity to the territory. Candidates located in Peterborough, Oshawa, or similar eastern GTA locations will be considered for strong fits.

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• You have 3–10 years of B2B outside field sales experience;
• Your experience is in field-based, hunter-oriented sales — you have personally prospected, built pipeline, and closed new accounts, not just managed an inherited book.
• Industry experience in gaskets, sealing products, insulation, heat management, or closely related industrial or technical products is highly preferred. Transferable backgrounds from HVAC, commercial kitchen equipment, MRO/industrial distribution, metal fabrication, plumbing distribution, bearings, OEM channel sales, or refractory product sales are considered.
• You are comfortable selling at the engineering and design level — you can have a technical conversation with R&D and engineering teams to get a product specced in at the drawing stage, not just sell on price to purchasing.
• You have experience navigating multi-stakeholder sales cycles involving purchasing departments, VP/Director-level leadership, and C-Suite or ownership.
• You hold a valid Ontario driver's licence and have access to a reliable personal vehicle for regular customer visits across the territory.
• You are willing and able to travel overnight up to 5 days per month for trade shows and customer visits.

TECHNICAL SKILLS

• Microsoft Office (Excel, Word, PowerPoint): Basic to Intermediate proficiency required
• Google Drive / Google Docs: Basic proficiency required
• SAP (CRM and ERP): Basic proficiency is an asset — full training provided
• Online demo/video conferencing tools: Basic proficiency required

THE PRODUCT / SERVICE / SOLUTION

• Fabricated gaskets and sealing products — custom and standard, manufactured in-house at the Mississauga facility
• Thermal insulation and heat-management materials — serving hearth, commercial kitchen, HVAC, and industrial applications
• Sheet gasketing, packing, O-rings, and joint seals — distributed and manufactured lines
• Products serve OEM manufacturers (hearth/fireplace, commercial kitchen, HVAC), MRO and industrial distribution, plumbing distribution, metal fabrication, and refractory markets
• Emerging verticals include nuclear, defence, and EV applications

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• Customer types: OEM manufacturers, MRO distributors, commercial kitchen equipment manufacturers and distributors, hearth and fireplace equipment manufacturers, HVAC manufacturers and distributors, metal fabrication companies, plumbing distributors, refractory product companies
• Industry verticals: Hearth/fireplace, commercial kitchen equipment, HVAC, MRO/industrial distribution, metal fabrication, plumbing distribution, refractory; emerging verticals include nuclear, defence, and EV
• Geographic location of customers: Ontario (east of Hwy 10 to Kingston as primary territory); Eastern Canada and assigned accounts as applicable
• Decision-maker titles: Controller/Accounting, Purchasing Department, Executive the hiring manager/Owner (C-Suite), VP/Director-level Senior the hiring manager, and Engineering/R&D/Design teams (for specification-level selling)

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• Average sales cycle: 9–12 months for ideal/targeted accounts
• Typical touches to first order: Approximately 8–10 sales calls or visits after initial interest is expressed
• Typical order size: Approximately $10,000 CAD
• Target account revenue to our client: Approximately $250,000 CAD annually from accounts with total revenues of $50M or more
• Decision-making unit: Typically 3 people involved in influencing the purchase — Purchasing Department, VP/Director-level senior manager, and C-Suite/Owner. Engineering and design teams are key influencers at the specification stage.

COMPETITIVE ADVANTAGES

• 40+ years of product knowledge and vertical integration in hearth, commercial kitchen, and HVAC — customers trust the technical depth, not just the catalogue
• High inventory levels at the Mississauga facility mean short lead times
• Once a product is specced in at the engineering and drawing level, switching costs are high — the average customer retention is approximately 15 years
• Competitive pricing with premium product options available
• Uncapped residual commission paid monthly

TYPICAL DAY & DUTIES

Year 1 Activity Split:

• New business development: 50%
• Account management: 25%
• Administration (quoting, CRM, reporting): 25%

What your day looks like: You spend most of your time in the field — driving the territory east of Highway 10 toward Kingston, conducting in-person visits with existing accounts and prospective new customers. Being physically present in front of customers is the core expectation of this role.

LEADS

Lead source mix (Year 1):

• 50% warm leads supplied by the company
• 25% company-provided prospect lists
• 25% self-generated outreach — cold prospecting, networking, and territory development.

OVERNIGHT TRAVEL

• Moderate — approximately 10–25% of working time, up to 5 overnight days per month. Travel is primarily for trade shows (such as the annual HVAC convention, typically a 3-day trip) and customer visits to Kingston and surrounding areas within the territory. You should be available and willing to travel as accounts and events require.

SUPPORT & TRAINING

• Onboarding begins with a plant tour and hands-on product knowledge training covering materials, the cutting and fabrication process, and the company's full capabilities.
• You will walk through the complete sales-order process from quote request through to delivery and invoice.
• You will shadow the Director of Sales on your first sales calls and sit in across departments to understand how the business operates end to end. The rep is expected to start actively selling within 1–2 weeks of hire.
• Technical and product training takes approximately 1 week. Sales process orientation runs approximately 2–3 weeks and is largely self-directed with ongoing support from the team.
• From Day 1, you are part of the weekly Monday morning sales meeting and have a standing individual one-on-one with the Director of Sales.