Account Manager, Business Development Epoxy Coatings & Polished Concrete

As an Account Manager, Business Development, you will sell installed epoxy floor coatings, polished concrete and concrete repair services to food and beverage plants, large industrial facilities and property managers across the Greater Toronto Area. You will sell primarily to plant managers, maintenance and operations managers, facility managers and property managers, with some work quoted through general contractors. This role is approximately 75% new business development in Year 1, with the balance in account management and administration. You will generate most of your own leads through prospecting, networking and referrals, and you will take over a set of existing accounts. Your territory is Mississauga and Toronto, east across the GTA to Durham Region. This is a newly created position reporting directly to the President. The base salary is $80,000, plus commissions.

COMPENSATION & BENEFITS

• $80,000 base salary, plus commissions
• Year 1 OTE: approximately $120,000
• Pay-for-performance commission plan
• Mileage reimbursement of up to approximately $1,500 per month
• Health benefits (50% company-paid)
• RSP matching
• Laptop, cell phone and expense account
• Flexible hours and work location after the first 3 months

THE COMPANY & CULTURE

Our client was founded approximately 26 years ago and is a privately owned, unionized contractor with 35 employees. Headquartered in Cambridge, Ontario, they install epoxy floor coatings, polished concrete, concrete repair, waterproofing and floor levelling using their own crews, and also operate concrete finishing and concrete forming divisions. They serve food and beverage plants, industrial facilities, property managers, national retail accounts and general contractors on large Ontario construction projects. The team describes its culture as collaborative, upbeat, driven and flexible, with an open, candid working style and no micromanagement. Clients include Costco, PetSmart, PCL and EllisDon.

OFFICE LOCATION & SALES TERRITORY

• Head Office: Cambridge, Ontario
• Work arrangement: Hybrid and field-based. Attendance is required at three 15-minute morning huddles per week (Monday, Wednesday, Friday) and a Tuesday afternoon sales meeting. More office time during the first 3 months; flexible after that.
• Sales territory: Greater Toronto Area — Mississauga and Toronto, east to Durham Region
• Client-facing: regular client meetings and site visits at plants, facilities and job sites across the territory
• Hours: Full time, Monday to Friday, daytime with flexible hours
• Overnight travel: Less than 25%

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• 5+ years of B2B outside sales experience; 10+ years preferred
• Experience selling epoxy coatings, polished concrete, concrete repair or other fluid-applied flooring and coatings systems is strongly preferred
• Experience selling installed solutions or contracting services, not product only
• Direct-to-end-client sales experience with food plants, industrial facilities and/or property managers is required; experience selling to general contractors is an asset
• Proven lead generation and new business development experience is required
• Experience managing opportunities from prospecting through site visits, proposals, follow-up, negotiation and close
• An established network of facility, plant and property management contacts in the GTA is an asset
• Post-secondary education preferred; equivalent experience accepted
• Valid driver's licence and own vehicle required
• Must live in the GTA

TECHNICAL SKILLS

• CRM software — required; Salesforce preferred
• Microsoft Word — Advanced
• Microsoft Excel — Advanced
• Microsoft PowerPoint — Advanced
• Social media for prospecting — Advanced

THE PRODUCT / SERVICE / SOLUTION

• Epoxy floor coatings for industrial, food-processing and commercial facilities
• Polished concrete floors
• Concrete repair and ongoing maintenance
• Waterproofing and floor levelling
• All work is installed by the company's own crews, including night and weekend work around client production schedules

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• Food and beverage processing plants
• Large industrial and manufacturing facilities
• Property management companies
• General contractors and national accounts (secondary focus)
• Customers are located across the GTA, with some province-wide and national accounts
• Primary decision-makers: plant managers, operations and maintenance managers, facility managers, property managers, and estimators and project managers at general contractors

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• Project values range from $10,000 to $250,000; the average project is approximately $30,000
• Top accounts spend approximately $100,000 per year; mid-tier accounts spend $50,000 – $100,000 per year through repeat repair and maintenance work
• Average sales cycle is approximately 120 days from lead or RFQ to close

COMPETITIVE ADVANTAGES

• 26 years installing concrete flooring and repair systems in Ontario
• Self-performs all work with its own unionized crews, giving direct control of quality and scheduling
• Works nights and weekends to avoid disrupting client production
• Track record on large Ontario construction projects and with national retail accounts
• Estimating and operations teams support every proposal

TYPICAL DAY & DUTIES

• 75% New Business Development
• 15% Account Management
• 10% Administrative Duties

On a typical day you will be prospecting plants and facilities by phone, email and in person, walking client floors to assess repair and coating needs, working with estimating to build proposals, following up on open quotes, managing existing accounts for repeat work, and logging all activity and forecasts in Salesforce.

LEADS

• Approximately 85% of your pipeline will be self-generated through prospecting, networking, referrals and your own industry relationships
• Approximately 15% will come from existing accounts handed over at the start of the role
• A business development representative prospects a list of food and beverage accounts for the company

OVERNIGHT TRAVEL

• Less than 25%
• Occasional overnight travel within Ontario for province-wide customers and national accounts

SUPPORT & TRAINING

• Onboarding with the President, estimating and operations teams
• Expected ramp of 6 to 8 weeks
• Ongoing support through three weekly team huddles and a weekly sales meeting
• Direct access to the President for coaching, pricing and value engineering on larger opportunities

WHY YOU SHOULD APPLY

• Rebuild a proven market: this division previously generated approximately $12 million per year, and direct end-user demand remains
• Repeat, maintenance-driven revenue — concrete floors in plants and facilities need ongoing repair
• Existing accounts handed over from day one, so you are not starting from zero
• Independent role reporting directly to the President, with no micromanagement and flexible hours
• Pay-for-performance compensation with commission on top of base

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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