Outside Sales Representative

JM Test Systems; Richmond; On-site; CAD 70,000 - 110,000; Full time

Benefits offered by this job

Base salary + uncapped commissions

Career growth opportunities

Travel opportunities

Job summary

JM Test Systems is seeking an Outside Sales Representative to drive revenue growth across Canada, focusing on instrumentation and calibration solutions. You will identify opportunities, educate customers on our portfolio, and close complex deals with a Challenger selling approach.

The role requires high energy, extensive travel (50-70%), and a track record of meeting or exceeding quotas. You will report to the VP, Sales and have opportunities for rapid advancement within a dynamic, high-growth

Qualifications

• 3+ years in outside sales, preferably industrial equipment or B2B technical sales.
• Strong communication, negotiation, and relationship-building skills.
• Challenger sales experience and ability to educate customers on calibration tools.

Responsibilities

• Prospect and hunt aggressively to build a pipeline.
• Deliver tailored solutions and close deals through in-person visits.
• Travel 50-70% to Alberta, BC, and beyond.
• Report on wins, losses, and market insights to refine strategy.
• Mentor junior team members as you advance.

Skills

Outside sales

CRM experience

Communication skills

Negotiation

Education

Bachelor's degree preferred

Tools

CRM

MS Office

Job description

Join Us!

We are excited to announce opportunities within our rapidly growing company. Featuring state-of-the-art calibration laboratories across Canada. JM Test is an inspiring company who has won the Best Place to Work award 6 years and counting!

Join our team at JM Tests Calibration Laboratory as a Customer Service Advisor where your energy and people skills will truly shine! We’re looking for a delightful, energetic individual who thrives on connecting with others. If your friends or colleagues often say how much they love working with you, and you enjoy learning new things while engaging with people, this is the perfect role for you.

No need to be a technical expert – we’re looking for “people” persons who excel at building relationships and love interacting with customers. At JM Test, we value a culture of warmth, approachability, and teamwork, and your personality will be key in maintaining and enhancing this environment. You’ll be the friendly face and voice that helps customers with their calibration needs, bringing both enthusiasm and great communication to every conversation.

JM Test Systems is a leading provider of instrumentation and industrial test equipment solutions, specializing in sales, calibration, repair, and rentals. We’re a high-growth company backed by strategic investors, focused on solving complex challenges for industrial clients across Canada. If you’re driven by results, thrive in dynamic environments, and want to build a career in a company that rewards bold execution, this is your opportunity. We’re not looking for order-takers—we need challengers who redefine how customers think about their problems.

Summary

As an Outside Sales Representative, you’ll be the frontline force driving revenue growth by identifying opportunities, challenging customer assumptions, and delivering tailored solutions that solve real-world instrumentation challenges. This role demands high energy, extensive travel (up to 50-70% across Alberta, BC, and beyond), and a relentless focus on closing deals. You’ll report directly to the VP, Sales and have clear paths to advancement into senior sales, management, or strategic roles for top performers.

Job Duties

• Prospect and Hunt Aggressively: Identify and pursue new business opportunities through cold outreach, networking, and leveraging industry events. We’re seeking someone hungry to build a pipeline from scratch—expect 20-30% of your time on proactive lead generation.
• Challenge and Solve Customer Problems: Adopt a Challenger Sales approach—teach customers new insights about their operations, tailor solutions from our portfolio (e.g., calibration tools, test equipment rentals), and differentiate us from competitors. Focus on root-cause analysis: diagnose inefficiencies in industrial testing processes and propose high-impact fixes.
• Travel and Build Relationships: Hit the road to visit clients onsite (e.g., oil & gas, manufacturing, utilities sectors). Conduct demos, negotiate contracts, and close deals face-to-face. Willingness to travel extensively (overnight stays common) is non-negotiable—leverage this to forge deep, trust-based partnerships.
• Drive Revenue and Metrics: Achieve quarterly quotas, track CRM data, and collaborate with internal teams (calibration experts, service techs) to ensure seamless delivery. Report on wins, losses, and market insights to refine strategy.
• Continuous Improvement: Stay ahead of industry trends (e.g., emerging tech in instrumentation), provide feedback on product gaps, and mentor junior team members as you advance.

Requirements

• Proven Track Record: 3+ years in outside sales, ideally in industrial equipment, instrumentation, or B2B technical sales. Demonstrated success in hitting targets (provide examples in your application).
• Hungry and Driven Mindset: You’re self‑motivated, resilient to rejection, and obsessed with winning. We want someone who views sales as a strategic battle—psychologically attuned to customer needs, with the grit to push through obstacles.
• Challenger Sales Expertise: Skilled in consultative selling; you don’t just pitch products—you uncover hidden problems, educate clients, and tailor solutions that create massive value. Technical aptitude (e.g., understanding of calibration/test equipment) is a plus; we’ll train the rest.
• Travel Readiness: Valid driver’s license, passport, and enthusiasm for road warrior life. Comfortable with 50-70% travel for in‑person visits; remote work flexibility when not in the field.
• Career‑Oriented: Ambitious with a desire for rapid advancement—e.g., into sales leadership or business development. Bachelor’s degree preferred but not required if you’ve got the results to back it up.
• Soft Skills: Excellent communication, negotiation, and problem‑solving abilities. Tech‑savvy (CRM, MS Office) and adaptable in fast‑paced environments.

What We Offer

• Competitive Compensation: Base + uncapped commissions, performance bonuses, and equity potential for stars.
• Career Growth: Clear advancement paths—top performers move up quickly (e.g., to Sales Director in 2-3 years). We invest in training and mentorship.
• Culture: High‑impact environment where execution wins. Work with a lean, strategic team focused on leverage points like customer innovation and market dominance—no bureaucracy, just results.

Why JM Test?

Be a part something innovative and growing! We are proud leaders within our industry and continue to drive success. We have seen revenue growth year after year while also being established for over 30 years in the industry.

Benefit from our benefits! We enroll our employees in an extensive medical benefits package. We also offer competitive compensation, vacation days, recognition programs, incentive packages and many more perks!

Succeed as a Team! Our commission structure promotes an inclusive sales team environment. We all have invested interest in seeing each other succeed and are committed to do so.

Never Stop Growing! Our product offerings offer an extensive opportunity to continue to learn. You will have routine product information sessions available and a knowledgeable sales department to support you. We are proud of our history of quick career progression for our top achievers and are committed to see our people succeed and grow.

Enjoy Where You Work! We built a beautiful state‑of‑the‑art office where you will be proud to work. Enjoy free parking, an open-concept environment, industry resources at your fingertips and visibility into our calibration, sales, and rentals departments.

JM Test is a growing company that sells, services and rents professional test equipment from leading manufacturers. JM Test has been in business for over 30 years and is the leading supplier to industrial clients in all market segments.