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% current 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 Prospect 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.

#IND1

📌 Inside Sales Executive – HVAC / Building Products (Canada)
🏢 Just Sales Jobs
📍 Canada