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
High repeat-purchase rate — customers reorder multiple times per year, building durable recurring revenue as your book of business develops
TYPICAL DAY & DUTIES
90% New Business Development
10% Account Management
On a typical day you will be making outbound calls and sending emails to hotel purchasing departments and ownership groups, following up on existing accounts for repeat and upsell opportunities, logging all activity in the CRM, and managing your pipeline. Given the size of the U.S. market, success in this role comes from strategic, targeted prospecting — identifying the right accounts and niches within the territory — rather than high-volume, undifferentiated calling.
LEADS
Company-provided database of hotel prospects in the territory
Inbound leads supplied by marketing
Significant new business development will require outbound cold calling and prospecting — high phone activity is a core expectation of this role, particularly in the first two quarters when the role is entirely new business development
OVERNIGHT TRAVEL
Limited — less than 10% of the year, approximately 2 to 3 times per year
Travel is for trade shows, company training, and select client visits — not required for regular day-to-day selling
SUPPORT & TRAINING
Structured onboarding and training program: 2 to 3 months
Full product and industry training provided — HVAC or building products experience is not required
Training includes hands-on, in-person time in the Markham office, including dedicated time in the company's product room
Ongoing coaching from Director of Sales
Weekly activity planning and performance tracking with sales manager support
CRM training provided
You will be actively selling within weeks of your start date
WHY YOU SHOULD APPLY
Sell into a U.S. market estimated at $500 million — compared to a $40 million Canadian market where our client already holds roughly 50% share — offering substantial upside for a hunter-minded rep
Uncapped commission — your earnings grow as your book of business grows
Approximately 80% of company revenue is repeat business — the accounts you build compound your earnings over time
Industry experience is not required — the right sales mindset is what matters; full product training is provided
Strong, people-focused culture with low turnover and a transparent, accountable team environment
Career advancement — sales management opportunity within approximately 3 years for high performers
100% company-funded health benefits, RRSP matching, and a competitive total compensation package
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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