Outside Sales Representative Digital Display Mounting Solutions

Job DescriptionJob Description: As an Account Manager, you will manage and grow a portfolio of approximately 50 existing AV integrator and digital display partner accounts across the Greater Toronto Area. Our client is a 35-year-old Canadian manufacturer of custom and standard digital display mounting solutions and structural substructures for AV installations, operating out of southwestern Ontario. You will serve as the primary relationship owner between the company and its GTA integrator partners — deepening existing connections, identifying upcoming projects, and positioning our client as their preferred Canadian manufacturing partner. Year 1 is 75% account management and 25% admin — focused entirely on re-engaging, understanding, and growing the existing account base. No cold-call hunting in Year 1; you inherit an established territory with warm relationships and a known account list. In Year 2, 25% new business development is introduced as the territory matures. This role reports directly to the VP of Sales. Base salary ranges from $80,000 to $100,000 CAD, plus an uncapped quarterly performance bonus with an on-target earnings of approximately $125,000 CAD. Compensation & Benefits $80,000 – $100,000 CAD base salary (commensurate with experience) Year 1 OTE: ~$125,000 CAD at quota Year 2+ OTE: increases as new business revenue layers onto the existing account base Bonus accelerators above 100% of annual quota — the more you exceed target, the higher your bonus rate Bonus paid quarterly (monthly payout available upon request — structure is flexible) Mileage reimbursement for all client visits (no car allowance; your personal vehicle is used for GTA travel) Phone allowance: $60/month (use your own device with the company app — not a personal number) Company-paid health benefits (Health Care Expense Account for customized coverage) Laptop provided The Company & Culture Our client is a proudly Canadian manufacturer founded approximately 35 years ago, operating out of southwestern Ontario. The company runs two divisions — a standard and custom digital display mounting solutions arm and a custom fabrication division — and works closely with leading display manufacturers and AV integration partners across Canada. With 17 employees and a scale-up life stage, the business has delivered 15–25% annual revenue growth consistently and carries a company-wide staff turnover rate of under 10% with average employee tenure of 5–10 years. Industries served include healthcare, financial services, quick-service restaurants, transportation, retail, and government. Clients include major hospital systems, national QSR chains, banking institutions, and municipal transit authorities — anywhere a commercial display needs to be mounted professionally and precisely. The culture is chill but accountable, autonomous but collaborative, and client-first in everything it does. Leadership does not micromanage — they provide clear direction, trust people to own their work, and treat mistakes as learning opportunities rather than failures. The team sits down for lunch together monthly, celebrates birthdays, and builds genuine relationships outside of work. In a company this size, contributions are visible and voices matter. Office Location & Sales Territory Head Office: Mount Brydges, Ontario Work arrangement: Field-based / Work from Home. Home office is your daily base. The majority of your time is spent visiting clients across the GTA. Office requirement: One full day per month at the Mount Brydges office is required — a non-negotiable cultural integration requirement. Your first full week of onboarding is on-site. Sales territory: Greater Toronto Area (GTA). Approximately 75% of Canadian AV integrators are located in or have a GTA office — the territory is well-defined with ~50 active accounts. Overnight travel: Occasional — 2–3 times per year for trade shows, supplier tours, and company training events. All travel expenses covered. Evening availability: 1–2 evenings per month for client events or follow-up. Dress code: Business casual when client-facing (collar shirt and dress pants). Casual in the office. Driver's licence and reliable personal vehicle required. Mileage reimbursement provided. Hours: Monday–Friday, standard business hours. Experience, Background & Education Requirements Minimum 5 years of B2B outside sales experience — relationship management and account development focus required Account management background is strongly preferred — this is a farming role, not a hunting role (especially in Year 1) Industry experience in AV integration, digital signage, manufacturing, building materials, industrial equipment, commercial interiors, or electronic components is a strong asset — not required Our client is willing to train the right person on product; the right sales DNA matters more than industry knowledge B2B sales background is mandatory — B2C experience does not transfer to this role and has been a consistent source of early-stage attrition in past hires Post-secondary education preferred but not required; no specific degree is required Valid driver's licence and access to a reliable personal vehicle required Must be legally authorized to work in Canada — candidates requiring employer sponsorship will not be considered Native or fully fluent English required Technical Skills CRM: HubSpot (required or demonstrated ability to learn quickly — HubSpot training provided in Week 1 onboarding) Microsoft Excel: Intermediate Microsoft Word & PowerPoint: Intermediate Google Drive / Docs / Sheets: Intermediate Online video conferencing and screen sharing: Intermediate (Zoom or equivalent) Project management: ClickUp (training provided) ERP / Quoting: ECI Job Boss (training provided — used for pricing and order management) The Product / Service / Solution You will represent a full suite of Canadian-manufactured digital display mounting and structural solutions across two product categories: Standard Mounting Solutions: wall and ceiling mounts for commercial AV and display installations. Catalogue products with defined specifications — shorter sales cycles, often specified and procured by integrators directly. Custom Fabrication Solutions: fully engineered and fabricated mounting systems built in-house from concept through production. This includes custom LED framing and video wall support structures, kiosks and freestanding display solutions, and engineered structural substructures for large-scale AV installations. Custom solutions involve your client's design and engineering team — you own the relationship while internal specialists handle the technical build. All products are designed and manufactured in a CNC and laser-equipped facility in southwestern Ontario. The company's ability to pivot quickly, deliver fast, and custom-engineer solutions from scratch is a genuine competitive advantage — particularly against overseas manufacturers who cannot match the speed, flexibility, or human responsiveness that our client offers. Prospective Customers / Industry Focus / Decision Maker(s) Target clients are primarily AV integrators who specify, procure, and install digital display and AV solutions on behalf of end-user clients. The business model is integrator-driven approximately 95% of the time. AV integration firms — primary; core of the GTA territory account base Leading display manufacturers (LG, Samsung, Planar) — channel relationships, secondary AV consultants — involved in large institutional or government project specifications End-user accounts in banking, QSR, retail, healthcare, and government — secondary, influence-based; our client has direct relationships with some banking and QSR chains Primary decision-makers within integrator organizations are Purchasing Departments and Solutions Design Teams. Approximately 4 stakeholders are typically involved in a purchasing decision. Understanding the client's project pipeline, business challenges, and upcoming opportunities — and being proactive rather than reactive — is what separates high performers from the rest. Sales Cycle / Order Value / Account Size Average order size: $20,000 minimum (standard goods: 20–100 pieces; custom: one large project) Top 5 partner accounts: $500,000+ annually per account Remaining account base: $75,000–$150,000 annually per account Sales cycle: 1–3 months (standard / smaller accounts) to 9–12 months or 12–18 months (large institutional and government projects) Calls to first order: 4–6 touchpoints on average after initial interest is expressed Year 1 quota: $1,500,000 CAD Number of accounts in territory: approximately 50 active GTA-based integrators, with additional dormant and new-to-territory accounts available Competitive Advantages Canadian manufactured with Canadian suppliers — no overseas lead times, no customs delays, no language barriers; real people answering the phone Ability to pivot quickly — custom design changes, short-run production, and urgent orders are handled in-house, not outsourced Speed to quote and deliver — smaller organizational structure means fast decisions and no bureaucracy between you and the people who build the product Custom engineering capability that overseas manufacturers cannot match — the ability to design and fabricate a bespoke structural solution is a real differentiator for complex projects Dual product lines (standard and custom) — more revenue touchpoints per integrator relationship 35-year track record — clients choose our client because of the relationship and the responsiveness; you will be the face of both Typical Day & Duties Year 1: 75% account management, 25% admin. Year 2: 50% account management, 25% new business development, 25% admin. Managing and growing an inherited portfolio of ~50 GTA-based AV integrator accounts through regular in-person visits, phone, and email — your primary job in Year 1 Conducting lunch-and-learns and product demonstrations to maintain relationships, educate clients on new products, and surface upcoming project opportunities Understanding each client's business challenges and proactively positioning our client's solutions to solve them — not waiting to be asked Maintaining HubSpot CRM with accurate pipeline, activity logs, deal stages, and follow-up records — KPIs reviewed weekly by the VP of Sales Preparing and delivering quotes and proposals using ECI Job Boss ERP; coordinating custom solution scoping with internal design and engineering Soft outreach to dormant and under-engaged accounts within the territory list to identify untapped growth opportunities Attending one monthly team day at the Mount Brydges head office — product updates, team lunch, culture Representing our client at industry events, trade shows, and supplier tours 2–3 times per year Leads 25% warm leads supplied: existing account base handed over from previous rep, plus warm relationships already established with key GTA integrators 75% list-supplied: territory account lists provided — all major GTA-based AV integrators are known; this is not a cold-call territory build from scratch Self-generated leads in Year 2: relationship development, trade shows, lunch-and-learns, manufacturer partner referrals Year 1 is not a cold-call hunting role. You are inheriting real accounts with real relationships — your job is to re-engage, deepen, and grow them. The territory was producing revenue before you arrived. Your goal is to accelerate it. Overnight Travel Overnight travel is occasional — approximately 2–3 times per year for trade shows, supplier tours, and company training events. All travel expenses are covered. The role is GTA-based day travel for the majority of client visits; you return home the same day for most appointments. Monthly office visit to Mount Brydges (approximately 2 hours from Toronto) is required once per month — typically a day trip. Mileage reimbursement provided. Support & Training First full week on-site at the Mount Brydges head office: product training with the VP of Sales, HubSpot CRM onboarding, ECI Job Boss / ERP training, facility walkthrough, and full team introductions Training covers: product specifications across standard and custom lines, the AV integrator business model, how a hospital or corporate display project moves from concept to installation, quoting and proposal process, and how to use cross-team support effectively VP of Sales is directly accessible for coaching, strategic account guidance, and joint client visits — small team means fast answers and real human support, not a ticketing system Full in-house design and engineering team available to back you up on product specifications, custom applications, and complex project requirements — you focus on the relationship; the team handles the technical build Ongoing product training as new products are introduced — continuous, not one-time; includes supplier tours and manufacturer visits Estimated ramp time to active independent selling: 1–2 months. Fully productive: 3–4 months. Monthly office visit reinforces team connection, product knowledge, and cultural integration — this is a deliberate part of the onboarding model and continues throughout your tenure Why You Should Apply Established territory, real accounts: you are not starting from scratch. Approximately 50 active accounts are waiting to be re-engaged, deepened, and grown. The territory has revenue in it already. Competitive compensation with real upside: $80,000–$100,000 base plus an uncapped quarterly bonus. On-target earnings of approximately $125,000 at quota, with accelerators above quota and a structure built collaboratively with you — not imposed. A company that trusts you: 35 years in business, under 10% annual staff turnover, and a leadership team that gives you autonomy, backs you up technically, and treats you like an adult. High performance expectations with genuine human support. Canadian-made product that clients actually want: the company's speed, flexibility, and custom engineering capability is a genuine competitive differentiator. Clients choose our client because of the relationship and the responsiveness — and you will be the face of both. Grow with a growing company: 15–25% annual revenue growth, a scaling order book, and career advancement tied directly to company performance. In a team this size, your impact is real, visible, and rewarded. Long-term path: the company is scaling and will need leadership. If you perform, the opportunity to grow with it is real. 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