Territory: Greater Toronto Area & Eastern Ontario

Office: Markham, Ontario

Work Arrangement: Field-based / Hybrid

Position Type: Full-time

Travel: Regular travel throughout the GTA and Eastern Ontario

Vacancy Status: Existing vacancy

Build Relationships. Influence Specifications. Win Projects. Grow with FDL.

Factory Direct Lighting Ltd. is seeking an experienced, entrepreneurial and results-driven Senior Account Manager to grow our commercial-lighting business across the GTA and Eastern Ontario.

This is an opportunity for a proven B2B sales professional who enjoys opening doors, developing relationships and turning product discussions, specifications and quotations into profitable, repeat business.

This is not simply an account-maintenance role. You will build the territory, develop current customers, grow existing accounts, reactivate dormant accounts and identify larger commercial and project opportunities.

You will have the independence to develop the market while being supported by FDL’s Customer Service, Estimating, Technical, Quality Assurance, Purchasing and Warehouse teams.

About Factory Direct Lighting

Factory Direct Lighting is a Canadian supplier of commercial, industrial and commercial-residential LED lighting solutions, headquartered in Markham, Ontario since 2017.

Our portfolio includes LED high bays, panels, troffers, linear strip and vapor-tight fixtures, flood/area/parking lighting, wall packs, canopy and garage lighting, exit signs, emergency lighting, recessed lighting, downlights, baffles, gimbals, flush-mount and under-cabinet lighting, drivers, sensors, controls and related accessories.

Depending on the product, our portfolio includes recognized certifications and qualifications such as DLC 5.1 Premium, ETL and ENERGY STAR.

Our focus is dependable products, competitive value, responsive service and long-term customer relationships. FDL is investing in product development, inventory, quality assurance, customer support and national growth.

The Opportunity

You will build sustainable and profitable sales across the GTA and Eastern Ontario, developing relationships with:

- Commercial-lighting and electrical distributors/wholesalers
- Distributor branches and regional leadership
- Electrical contractors, general contractors and construction managers
- Developers, property owners and property/facility-management companies
- Architects, designers, engineers and lighting specifiers
- Multifamily and apartment project teams
- Commercial, institutional and industrial customers

You will develop near-term sales and longer-cycle opportunities involving specifications, estimating, value engineering, quotations, approvals and planned-volume orders.

What You Will Do

- Develop and execute a focused territory sales plan.
- Prospect and onboard new distributors, commercial customers and project opportunities.
- Build relationships with distributor leadership, branches, contractors, consultants and project teams.
- Visit customer offices, branches, project sites and other decision-makers.
- Grow assigned accounts, introduce additional products and develop repeat business.
- Reactivate dormant or underdeveloped customers.
- Identify multifamily, apartment, mixed-use, commercial, institutional and industrial projects early.
- Support FDL product consideration, approval, substitution and specification.
- Review drawings,



fixture schedules and specifications with estimating/technical resources.
- Coordinate takeoffs, product selections, estimates, quotations, submittals and value-engineering alternatives.
- Present products, samples, technical information, certifications, pricing and commercial programs.
- Identify larger project, replenishment, multi-branch and planned-volume opportunities.
- Negotiate while protecting pricing, margins and commercial interests.
- Manage opportunities from initial contact through quotation, order, delivery, collection and repeat purchasing.
- Maintain an accurate pipeline with opportunity values, decision-makers, next steps and closing dates.
- Provide forecasts, account plans, activity updates and market intelligence.
- Track opportunities using FDL’s approved CRM/sales-management systems.
- Work with internal teams to ensure customer commitments are properly executed.

What We Are Looking For

Required

- Demonstrated and verifiable B2B sales success.
- Proven ability to develop new customers, open accounts and grow a territory.
- History of meeting or exceeding meaningful sales objectives.
- Strong prospecting, relationship-building, presentation, negotiation and closing skills.
- Ability to independently secure meetings and create opportunities.
- Entrepreneurial mindset, persistence, initiative and ownership.
- Strong follow-up through longer commercial sales cycles.
- Commercial judgment, including pricing, gross margin and profitable sales.
- Ability to manage multiple accounts, projects and priorities.
- Professional communication, reliability and accountability.
- Comfort with a performance-driven, commission-based role.
- Willingness to travel throughout the GTA and Eastern Ontario.
- Valid driver’s licence and access to a suitable insured vehicle.
- Comfort using Microsoft 365 and CRM/sales-tracking systems.

Formal education is welcome, but demonstrated sales performance, industry knowledge, relationships and entrepreneurial drive are more important.

Strong Assets

- Commercial LED lighting, electrical or construction-products sales
- Experience with lighting suppliers, manufacturers, representatives, agencies, distributors or wholesalers
- Existing distributor/electrical-wholesaler relationships
- Relationships with engineers, architects, designers, developers or contractors
- Distributor branch or multi-location experience
- Lighting specifications, drawings, fixture schedules, takeoffs, estimates or project submittals
- Large commercial, multifamily, apartment, mixed-use, hospitality, institutional or industrial projects
- Knowledge of the GTA and Eastern Ontario construction/electrical markets
- CRM, LinkedIn Sales Navigator or digital prospecting experience

Existing industry relationships are highly valued, but they are not a substitute for measurable results, initiative and consistent execution. Compensation & Ramp-Up Period

This is a senior, commission-based role with uncapped earning potential.





FDL will provide a supported three-month ramp-up period with modest temporary base compensation while the candidate completes product training, develops the territory and builds a qualified pipeline.

The ramp-up may be extended by up to three additional months based on product knowledge, prospecting activity, customer/distributor meetings, pipeline development, quotations, active opportunities, initial orders or commitments, follow-up and progress toward agreed objectives.

Following the ramp-up, compensation will be primarily commission-based.

The package includes

- Uncapped commission tied to profitable and collected sales
- Additional performance incentives
- Increasing earnings as the territory and customer base grow
- Approved vehicle and business-travel expense reimbursement
- Group benefits after successful completion of probation, subject to plan eligibility
- Direct access to company leadership and support teams

The detailed commission, bonus and account-attribution structure will be discussed with shortlisted candidates and documented in the final employment agreement.

What Success Looks Like

Success will be measured by:
- Credible territory plan and consistent customer/distributor activity
- New distributor accounts and activated branches
- Dormant accounts reactivated
- Qualified projects, quotations and submittals
- Products considered, approved or specified
- Profitable and collected sales
- Growth from assigned customers and repeat/replenishment orders
- Larger project and planned-volume opportunities
- Accurate pipeline management and forecasting
- Reliable customer service and internal follow-through
- Sustainable monthly sales run rate

Why Join FDL?
- Build a high-potential territory with room for growth.
- Join a Canadian company investing in products, inventory, quality assurance, customer service and national expansion.
- Represent a broad commercial, industrial and commercial-residential lighting portfolio.
- Pursue immediate and planned projects through Canadian inventory and FDL’s supply-chain capabilities.
- Receive product, pricing, estimating, technical and customer-service support.
- Work directly with senior leadership and influence Ontario growth strategy.
- Enjoy autonomy while being supported by an experienced team.
- Earn uncapped upside as you generate profitable growth.
- Develop toward broader Ontario sales leadership as results are demonstrated.

Apply Please apply through LinkedIn with your résumé and a brief introduction describing:
- Your commercial-lighting, electrical, construction-products or related B2B sales experience
- Territories and customer groups you have successfully developed
- Recent sales objectives and measurable results
- Experience with distributors, contractors, specifications or larger projects
- An example of a meaningful account, territory or project you helped develop
- Why you are interested in building FDL’s business across the GTA and Eastern Ontario

Please do not disclose confidential customer, pricing or proprietary information belonging to a current or former employer. Applications demonstrating measurable sales performance, industry knowledge, strong relationships and an entrepreneurial approach will receive priority consideration.

Factory Direct Lighting Ltd.

100 Shields Court, Unit B

Markham, Ontario L3R 9T5

📌 Senior Account Manager – Commercial Lighting & Project Sales (Markham)
🏢 Factory Direct Lighting
📍 Markham