Company Overview
Morbern is North America’s leading designer and manufacturer of decorative vinyl upholstery, serving the contract, healthcare, hospitality, automotive, trucking, transportation, and marine markets. As a family owned private company, Morbern develops innovative vinyl solutions that meet the evolving needs of the design and engineering communities, balancing performance, durability, and style.
Position Overview
The Specialty Sales Manager is responsible for maximizing the recovery value on Morbern’s off‑spec, below‑spec, second‑grade and close‑out materials. The role requires an assertive, results‑driven sales professional with a commercial mindset and the ability to aggressively move inventory while protecting Morbern’s financial and brand interests.
This position operates with a sense of urgency and accountability, combining sales execution, customer development and inventory management.
Key Responsibilities
Sales & Revenue Generation
- Sell all off‑spec, below‑spec, second‑grade and surplus materials at the highest achievable market value.
- Execute an assertive sales strategy focused on fast inventory turns and margin recovery.
- Negotiate pricing, volume, payment terms and freight recovery to optimize revenue and cash flow.
- Actively pursue new markets and alternative end uses for off‑spec goods.
Customer Management & Business Development
- Maintain and grow an international customer base for off‑spec materials.
- Identify, qualify and onboard new customers and distribution channels.
- Build strong working relationships while maintaining firm commercial discipline.
Inventory & Pricing Management
- Maintain real‑time awareness of off‑spec inventory by quantity and quality level.
- Adjust pricing strategies based on stock levels, ageing inventory and market demand.
- Continually test and improve pricing to maximize recovery value.
Logistics & Execution
- Coordinate shipments including container selection, SKU builds and loading schedules.
- Ensure freight, handling and logistics costs are fully recovered in sales pricing.
- Coordinate prepayments, proformas and payment security prior to shipment.
- Where required, visually oversee loading operations to ensure accuracy and efficiency.
Systems & Reporting
- Track inventory, pricing and sales performance using AS/400, Excel and related tools.
- Provide regular updates to management on inventory exposure, pricing performance and sales activity.
Qualifications & Experience
- Proven experience in commercial sales, surplus materials, commodities or secondary markets.
- Demonstrated success in negotiating price and closing deals a plus.
- Inside Sales or related experience is acceptable with a historically demonstrated results.
- High school diploma or equivalent (post-secondary education in business or a related field is an asset)
- Experience with Microsoft Office, with an emphasis on Excel.
Core Competencies
- Strong negotiation and closing skills
- Hunter‑style sales mentality
- Commercially assertive and resilient
- Strong customer relationship management skills
- Operational and detail‑oriented mindset
- Comfortable working closely with inventory and logistics teams
Working Conditions
- Primarily on‑site
- Warehouse‑adjacent presence preferred
- Occasional extended hours may be required to support shipments and sales execution
- Location - Cornwall, Ontario
Performance Measures
- Inventory turns and aged inventory reduction
- Average recovery value per unit
- Gross margin on off‑spec sales
- Customer base expansion
- Cash conversion speed
We thank all applicants for your interest, however only successful applicants moving forward through the recruitment process will be contacted. Should you require any accommodation throughout the recruitment process, please inform the recruiter.
Pay: $75,000.00-$95,000.00 per year
Benefits:
- Casual dress
- Dental care
- Disability insurance
- Employee assistance program
- Extended health care
- Life insurance
- On-site parking
- Paid time off
Ability to commute/relocate:
- Cornwall, ON K6H 6M1: reliably commute or plan to relocate before starting work (required)
Education:
- Secondary School (required)
Experience:
- commercial sales or secondary markets: 3 years (required)
Work Location: In person
