Inside Sales Executive HVAC / Building Products

As an Inside Sales Executive, you will sell PTACs, VTACs, and room air conditioning units to hotels, retirement homes, and multi-family residential buildings across the United States. You will be selling primarily to purchasing departments and senior leadership at hotel ownership groups. This role is 90% new business development and 10% account management in Year 1, shifting toward account management as your book of business develops in later years. Selling is primarily done by phone and email — this is an inside sales role with minimal on-site visits required. This role reports directly to the Director of Sales. The base salary is $70,000 CAD, plus commissions and bonuses.

COMPENSATION & BENEFITS

$70,000 CAD base salary, plus commissions and bonuses Year 1 OTE: $110,000 – $130,000 CAD Year 2 OTE: $120,000 – $140,000 CAD Uncapped commission 100% company-funded health benefits plan RRSP matching program Laptop provided 15 vacation days + 5 sick days + 3 personal days + select floater days Employee recognition, gifts, and rewards program Company social events Career advancement — sales management potential within 3 years

THE COMPANY & CULTURE

Our client was founded in approximately 2013 and is a family-owned, privately held company experiencing strong year-over-year growth, with approximately $35 million in annual revenue. Approximately 80% of that revenue is repeat business, generated by customers who reorder regularly. Headquartered in Markham, Ontario, they operate warehouses nationally, distributing PTAC, VTAC, and room air conditioning units to hotels, retirement homes, and multi-family residential buildings across Canada and the United States. Their primary market is the hotel and hospitality sector, which represents approximately 80–85% of their business.

The culture is results-oriented with a strong people focus. They operate on the EOS (Entrepreneurial Operating System) framework — KPI-driven, accountability-focused, and transparent, without being a micromanagement environment. Their core values are: Communicate Effectively, Own It, Operate with Initiative, and Learn & Grow. Employee tenure is strong and the company holds regular team events with a high degree of internal transparency.

OFFICE LOCATION & SALES TERRITORY

Head Office: Markham, Ontario Work arrangement: Office-based — 5 days per week. Full-time in-office attendance supports faster collaboration, hands-on product learning, and day-to-day access to colleagues and support while ramping up on a multi-line, multi-customer-type product Sales territory: United States of America (all states). The U.S. market for this product category is estimated at $500 million, of which our client currently holds approximately 1% market share — compared to an approximate 50% share of the $40 million Canadian market. This represents substantial untapped opportunity within the territory. Day-to-day selling is conducted by phone and email; on-site client visits are not a regular requirement Overnight travel: Limited — less than 10% of the year, approximately 2 to 3 times per year for trade shows, training, and select client visits Hours: Monday to Friday, 40 hours per week. No evening or weekend client calls required.

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

1–10 years of B2B sales experience; top performers who achieved results quickly are encouraged to apply French/English bilingualism is not required for this role Inside sales or phone-based selling experience strongly preferred — this is a phone and email role, not a field sales role Industry experience is not required — our client will train the right candidate. Backgrounds in hospitality supply, building products, commercial equipment, B2B services, or commission-based B2C sales are all relevant Experience conducting discovery-style, consultative sales conversations is essential — transactional or pitch-and-push sellers are not a fit for this role Strong strategic and analytical thinking — this territory is large, and top performers focus their outbound effort on the right accounts and niches rather than relying on high-volume, undifferentiated calling Minimum post-secondary diploma Basic computer proficiency required — Word, Excel, PowerPoint; CRM experience is an asset Driver's licence is not required

TECHNICAL SKILLS

Microsoft Word — Basic Microsoft Excel — Basic Microsoft PowerPoint — Basic CRM software — Basic (asset)

THE PRODUCT / SERVICE / SOLUTION

PTACs (Packaged Terminal Air Conditioners) VTACs (Vertical Terminal Air Conditioners) Room air conditioning units Replacement units for existing hotel and multi-family residential installations Large-volume hotel renovation and new construction supply

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

Hotels and hospitality ownership groups Retirement homes and multi-family residential buildings Organizations range from independent properties to large hotel ownership groups Primary decision-makers: purchasing departments, senior and executive leadership at hotel ownership groups

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

Standard replacement orders are transactional and repeat in nature — customers in this market typically reorder several times per year Larger hotel renovation and new construction projects represent significant order values Sales cycle varies by opportunity type — replacement orders close quickly; new construction and rehab projects require a longer consultative engagement

COMPETITIVE ADVANTAGES

National warehouse network providing faster delivery and local inventory availability Industry-leading warranty program In-house warranty and customer service team Strong on-time, error-free delivery performance Competitive pricing