Territory Manager – Industrial Machinery (Woodworking, Stone & Advanced Materials)

As a Territory Manager, you will sell capital equipment — woodworking machinery, stone fabricating equipment, and advanced materials processing systems — to shop owners, engineers, and operations managers across Western Ontario. You will be selling primarily to owners and plant-floor decision-makers at woodworking shops, cabinet makers, stone fabricators, and furniture manufacturers. This role is approximately 60% business development and account reactivation, with 25% account management. You will inherit a defined territory of 200–300 assigned accounts, many of which are dormant and ready to be reactivated. Leads come from the existing account base, vendor partnerships, and self-generated prospecting. This is a newly rebuilt position reporting to the Sales Leader (West of the 427). The base salary is $80,000 – $90,000 CAD, plus commissions and a vehicle allowance.

COMPENSATION & BENEFITS

• $80,000 – $90,000 CAD base salary
• Vehicle allowance: $800–$1,000/month + company-paid gas card + company-paid insurance
• Gross profit commission plan — details shared upon engagement
• Target total compensation at $1M in sales revenue: $125,000 – $150,000 CAD
• Top performer earnings: $250,000+ CAD (current top rep generating $5M in annual sales)
• Year 1 quota: $1.5 million | Year 2 quota: $2 million+
• Commission is uncapped — earning potential grows directly with territory performance
• Health benefits — company pays 50% of premiums
• Travel expenses and client entertainment fully covered
• Laptop and cell phone provided
• Education reimbursement
• Annual international trips (Europe and USA)
• Company social events
• Structured mentorship with senior Sales Leader

THE COMPANY & CULTURE

Our client was founded in approximately 2001 and is privately owned, with 21 employees and a sales team of four reps plus a Sales Manager. Based in Brampton, Ontario, they distribute industrial machinery — woodworking equipment, stone fabricating systems, and advanced materials processing machinery — across Canada and into select US markets. They represent 20+ global machinery brands and carry 50+ product lines, serving manufacturers, fabricators, shop owners, and production facilities.

The company has grown year over year and is in an active expansion phase, with multiple sales hires planned over the next 2–3 years. The culture is fast-paced, entrepreneurial, and performance-driven. The owner is a hands-on leader who sets a high bar and rewards those who match that energy. Self-starters thrive here; candidates who need heavy direction or hand-holding do not. Clients include woodworking shops, cabinetmakers, stone fabricators, furniture manufacturers, and composite panel producers.

OFFICE LOCATION & SALES TERRITORY

• Head Office: Brampton, Ontario
• Work arrangement: Combination — home office and Brampton office
• Sales territory: Western Ontario (primary); open to GTA, Northern Ontario, and US markets
• Ideal candidate location: Kitchener-Waterloo, Brantford, Guelph, or London area preferred for efficient Western Ontario territory access
• Field-based role — regular client visits across the territory
• Overnight travel: Less than 25%
• Hours: Full-time, Monday to Friday

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• 3–10 years of B2B outside sales experience required
• Capital equipment sales experience is strongly preferred — the ROI conversation, long buying cycles, financing discussions, and multi-stakeholder decisions are directly transferable regardless of product category
• Industry experience in woodworking, stone/solid-surface, composites, or advanced materials is a significant asset but not required
• Demonstrated history of consistent field activity across a defined territory or account base
• Experience managing a mixed account base of active and dormant accounts
• Entrepreneurial mindset — comfortable with ambiguity and motivated by performance-based earning potential
• Strong technical aptitude; ability to learn machinery applications and discuss equipment at the plant floor level with engineers and shop owners
• Valid driver’s licence and access to a reliable vehicle required
• Post-secondary education not required — professional results and character matter more

TECHNICAL SKILLS

• CRM software — Basic to Intermediate (daily activity logging required)
• Microsoft Excel — Basic
• Online screen sharing platforms — Basic
• Social media outreach (LinkedIn) — Basic

THE PRODUCT / SERVICE / SOLUTION

• Capital machinery for woodworking — panel saws, edgebanders, CNC machining centres, beam saws
• Stone fabricating equipment — bridge saws, CNC stone routers, waterjet systems
• Advanced materials processing machinery — composite panel, solid surface, and plastics processing equipment
• Dust collection and air filtration systems (Hawker brand)
• Full range of 50+ product lines from 20+ global machinery brands
• Solutions range from entry-level equipment (~$25,000) to full automation/turn-key systems ($750,000+)

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• Woodworking shops, cabinet manufacturers, furniture producers
• Stone fabricators and solid-surface processors
• Composite panel and advanced materials manufacturers
• Plastics and specialty materials processors
• Company sizes: independent shops to mid-size manufacturers
• Primary decision-makers: shop owners, plant managers, engineers, and operations managers
• Territory: Western Ontario (Kitchener-Waterloo, Brantford, London, Guelph corridors), with potential extension to GTA and Northern Ontario

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• Entry-level equipment orders: ~$25,000; standard sales cycle of 60–90 days
• Major capital investments (automation/turn-key systems): $750,000+; sales cycle of up to 2 years
• Multi-stakeholder decisions common on larger deals — involves owners, engineers, and financing conversations

COMPETITIVE ADVANTAGES

• 20+ global machinery brands and 50+ product lines — one of the broadest portfolios in the Ontario market
• 25-year track record in the Ontario industrial machinery market
• Structured commission-sharing model — senior reps and the Sales Leader actively support junior reps on larger deals
• Vendor training, international brand trips, and a strong manufacturer support network
• Hawker dust collection line — a product that opens doors with the exact same buyers TC’s machinery targets
• Company-paid vehicle expenses (allowance + gas card + insurance) reduce out-of-pocket costs
• Uncapped commission with a clear progression: top rep earns $250,000+ on $5M in annual sales

TYPICAL DAY & DUTIES

• 60% Business Development & Account Reactivation
• 25% Account Management & Relationship Building
• 15% Training, Trade Shows & Administrative Duties

On a typical day you will be traveling the territory to conduct face-to-face client calls (minimum 15 per week), making phone connections (minimum 30 per week), and executing digital outreach (minimum 50 touchpoints per week). You will prepare and deliver machinery presentations and custom quotes, log all activity in CRM, and advance dormant accounts through targeted reactivation. Weekly activity reports are required.

LEADS

• Assigned territory of 200–300 accounts — many are dormant relationships ready to be reactivated
• Vendor and brand partner networks providing referral introductions
• Trade show leads and industry event contacts
• Self-generated prospecting — significant new business development is expected; outbound cold outreach is a core requirement of this role
• Inbound inquiries from the company website and brand partners

OVERNIGHT TRAVEL

• Less than 25% overnight travel
• Travel for trade shows, vendor training, and annual international trips (Europe and USA)
• Regular day travel throughout the Western Ontario territory is expected

SUPPORT & TRAINING

• On-the-job training and mentorship from the Sales Leader (John) from Day 1
• Bi-weekly role-playing and sales training sessions
• Vendor and brand training across TC’s product lines over the first year
• Option for immersive placement inside a customer’s manufacturing facility for hands-on product learning
• Commission-sharing framework with senior reps available to support on larger, complex deals
• Full technical product training provided — industry experience is an asset, not a requirement

WHY YOU SHOULD APPLY

• Inherit a defined territory with 200–300 accounts — including relationships from a 15-year top producer who generated $4M+ annually
• Uncapped commission — top performer currently earns $250,000+ on $5M in annual sales
• Company-paid vehicle program (allowance + gas card + insurance) reduces personal costs
• Full product training provided — capital equipment sales experience matters more than industry knowledge
• Structured senior support on large deals — you are not selling alone on six-figure opportunities
• Fast-growing company with multiple territory hires planned — opportunity to grow into a senior contributor role

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.

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.

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