Account Manager, Business Development – Epoxy Coatings & Polished Concrete

Just Sales Jobs; Cambridge; Hybrid; CAD 80,000 - 120,000; Full time

Benefits offered by this job

Health benefits (50% company-paid)

RSP matching

Mileage reimbursement

Laptop, cell phone and expense account

Hybrid work and flexible hours

Job summary

Just Sales Jobs is seeking an Account Manager, Business Development to sell epoxy floor coatings, polished concrete, concrete repair and related services to food and beverage plants, industrial facilities and property managers across the Greater Toronto Area. The role is ~75% new business development in Year 1, with the remainder in account management and admin.

You will generate leads through prospecting, networking and referrals, inherit existing accounts, and report directly to the President.

Qualifications

• 5+ years of B2B outside sales experience; 10+ years preferred.
• Experience selling epoxy coatings, polished concrete or similar flooring systems.
• Direct-to-end-client sales with plant/facility managers required; GC experience a plus.

Responsibilities

• 75% New Business Development and 25% Account Management/Administration.
• Prospect, network and generate leads; manage opportunities from prospecting to close.
• Travel within GTA; conduct client meetings and site visits; prepare proposals and forecasts.

Skills

B2B sales

Lead generation

Account management

Food & beverage industry knowledge

CRM (Salesforce)

Territory management

Negotiation

Networking

Education

Post-secondary education

Tools

Salesforce

MS Excel

PowerPoint

Job description

As an Account Manager, Business Development, you will sell installed epoxy floor coatings, polished concrete, concrete repair and concrete finishing 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, who also leads the sales team. The base salary is $80,000, plus commissions.

COMPENSATION & BENEFITS

• $80,000 base salary, plus commissions
• Year 1 OTE: approximately $120,000
• Results-based 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 in 1993 and has been in business for 33 years. They are a privately owned, unionized contractor with 75 employees (up to 110 at peak). Headquartered in Cambridge, Ontario, they provide concrete finishing, which represents 65% - 70% of the business, along with epoxy floor coatings, polished concrete, concrete repair, waterproofing and floor levelling, all installed by their own crews. The sales team is led by the President and supported by a dedicated estimator. 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 acceptedli>
• 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

• Concrete finishing for new construction, expansion and industrial projects
• 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

• Epoxy, polishing and concrete repair projects average approximately $100,000
• Concrete finishing projects average approximately $250,000
• 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

• 33 years installing concrete floors, coatings 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
• A dedicated estimator and the operations team 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, the estimator and the operations team
• 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, who leads sales, with no micromanagement and flexible hours
• A full concrete offering — finishing, coatings, polishing and repair — so you can sell more than one service into each account
• Results-based 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.