Account Manager - Business Development — Customized Protective Packaging

As an Outside Sales Representative – Customized Protective Packaging, you will sell custom-engineered protective packaging — corrugated, honeycomb, foam, and internal protective packaging — to manufacturers, food manufacturers, and e-commerce distributors across the Greater Toronto Area, with a focus on GTA West. You will be selling primarily to owners, C-suite executives, operations leadership, and procurement contacts. This role is 100% new business development in Year 1, shifting to 75% new business / 25% account management in Year 2. Approximately 75% of your pipeline activity will be supported by warm leads, with the balance self-prospected. This is an expansion role, reporting directly to the Owner. The base salary is $90,000 - 120,000 CAD, plus residual commission and uncapped bonuses.

COMPENSATION & BENEFITS

• $90,000 – $120,000 CAD base salary
• Year 1 OTE: $100,000 - $125,000+ CAD (uncapped)
• Year 2 OTE: $125,000+ CAD (uncapped)
• Top performer OTE benchmark: $170,000+ CAD
• Residual commission on all client purchases, year over year — uncapped
• Personal performance bonus paid semi-annually — uncapped
• Monthly vehicle allowance
• Company-paid health, dental, and vision benefits, with a health benefit allowance
• Laptop, cell phone, and business expense account
• 3 personal days per year (vacation policy confirmed at offer stage)
• Company social events
• Career advancement opportunity within Year 1 — path to sales manager / senior leadership for the top performer on the team

THE COMPANY & CULTURE

Our client is a privately owned, founder-led partnership founded in 1995 with 31 years in business. The company is a mature, established organization in sustained growth mode, currently expanding its sales footprint. With 17 employees based locally in Toronto, our client designs, stocks, and ships custom protective packaging — corrugated, honeycomb, and engineered protective solutions — for manufacturers and e-commerce distributors. The business model is built around fast turnaround, blanket orders shipped on demand, and design support for custom applications.

The culture is loyal, family-oriented, and customer-first. Employee tenure averages 10–15 years. Ownership is hands-on, transparent, and direct, with strong infrastructure built over three decades. Clients include Global Furniture Group and Teknion, among other long-standing accounts of 20+ years.

OFFICE LOCATION & SALES TERRITORY

• Head Office: Toronto, Ontario, Canada
• Work arrangement: Flexible — primarily field-based (60%+ of time visiting clients). Approximately twice per week on-site at the Toronto office for team time and planning. One week of initial in-office training.
• Sales territory: Greater Toronto Area, West-weighted. In-territory home bases include Mississauga, Oakville, Burlington, Brampton, Etobicoke, and Vaughan. North of Highway 407 / Barrie is out of scope.
• Overnight travel: Rare — approximately once per year, if at all (less than 5%)
• Hours: Monday to Friday, 40 hours per week. No regularly scheduled evening or weekend client visits.

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• 5+ years of B2B outside sales experience with a clear track record of self-developed territory
• 2–5 years of packaging industry experience required — protective packaging (corrugated, honeycomb, foam, internal protective).
• Strong hunter / new business development background — has personally built a book from scratch, not inherited one
• Comfortable selling perceived-commodity products by leading with service, responsiveness, and engineered/design value — not price
• Strong communication, presentation, and negotiation skills — able to run formal proposals, business reviews, and price discussions with confidence
• Experience selling to manufacturers, food manufacturers, and/or e-commerce distributors is a strong asset. Adjacent industries with transferable skills include industrial / janitorial supply distribution, shipping & warehouse supplies, MRO, material handling, label / tape / stretch wrap, and commercial print.
• Post-secondary education preferred but not required
• Valid Ontario driver's licence and personal vehicle (monthly vehicle allowance provided)
• Criminal and background check required as part of standard hiring process

TECHNICAL SKILLS

• Microsoft Excel — Intermediate
• Microsoft Word — Intermediate
• Microsoft PowerPoint — Intermediate
• Google Drive / Google Docs — Intermediate
• Comfortable running online demos and virtual meetings
• CRM software (Pipedrive) — quick to adopt; CRM is currently being implemented

THE PRODUCT / SERVICE / SOLUTION

• Custom and engineered corrugated protective packaging
• Honeycomb protective packaging
• Foam protective packaging
• Internal protective packaging solutions
• Design support for custom protective packaging applications
• Blanket-order, stock-and-ship fulfillment programs

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• Manufacturers (general)
• Food manufacturers
• E-commerce distributors
• Customers range from small to large operations across the GTA, with a focus on GTA West
• Primary decision-makers: owners and C-suite executives, operations leadership, and procurement contacts

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• Transactional reorders close in 1–2 days
• New account sales cycles typically run 1–4 weeks from cold outreach to first order
• Account revenue varies — long-standing accounts have been with the company for 20+ years, indicating strong residual value
• Specific order size and average annual account revenue figures confirmed at offer / onboarding stage

COMPETITIVE ADVANTAGES

• 31 years in business — established infrastructure and supplier relationships built over three decades
• Fast, flexible service and rapid turnaround on custom protective packaging
• Custom-engineered design support for protective applications
• Sustainable product options
• Stock-and-ship convenience with blanket-order programs
• Long-standing client relationships — many accounts of 20+ years
• Customer-first, service-led approach — our client competes on responsiveness, not on being the cheapest

TYPICAL DAY & DUTIES

• 100% New Business Development (Year 1)
• 0% Account Management (Year 1)
• 0% Administrative Duties
• Year 2 split shifts to:
• 75% New Business Development
• 25% Account Management

On a typical day you will be prospecting and qualifying manufacturers, food manufacturers, and e-commerce distributors across GTA West; conducting on-site visits with prospects; running sample and spec discussions; preparing quotes and blanket-order setups; coordinating with operations, design, and warehouse teams on stock-and-ship execution; and updating the CRM with pipeline and activity records. Weekly KPI reviews with the Owner cover demos and presentations conducted, deals closed, and closing ratio.

LEADS

• 75% warm leads — a mix of company-supplied prospects, inbound enquiries, and target accounts identified by ownership
• 25% self-prospected — outbound cold calling, email, and on-site visits to manufacturers, food manufacturers, and e-commerce distributors in GTA West
• The role requires a true hunter mentality — you will arrive with a 30/60/90-day plan and own your pipeline from day one

OVERNIGHT TRAVEL

• Less than 5% — approximately once per year, if at all
• Travel may be required for occasional trade shows or supplier visits

SUPPORT & TRAINING

• One week of initial in-office training at the Toronto office
• Ongoing coaching directly from the Owner — an owner-operator with 20+ years leading the sales team and deep knowledge of the product and the market
• Product and design collaboration with internal operations, design, and warehouse teams
• CRM training (Pipedrive) provided as the system is rolled out
• Approximately twice-weekly in-office team time supports product knowledge build and collaboration
• The role expects the successful candidate to be ready to sell on day one — no protracted ramp

WHY YOU SHOULD APPLY

• Uncapped earning potential with residual commission on all client purchases, year over year — top performer earns $170,000+ CAD OTE
• Established 31-year-old business with strong infrastructure, loyal customer base, and supplier relationships built over three decades
• Owner-led culture with direct coaching from an experienced owner-operator who has led the sales team for 20+ years
• Genuine career advancement path within Year 1 — opportunity to move into sales management / senior leadership for the rep who rises to the top
• Customer-first, service-led environment with long-standing accounts (many 20+ years) — your wins compound over time
• Field-based autonomy with minimal in-office requirements and no regularly scheduled evening or weekend work

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.

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