Account Manager, Business Development - Epoxy Coatings & Polished Concrete

As an Account Manager, Business Development, you will sell installed epoxy floor coatings, polished concrete, concrete repair and concrete finishing services to food and beverage plants, large industrial facilities and property managers across the Greater Toronto Area. You will sell primarily to plant managers, maintenance and operations managers, facility managers and property managers, with some work quoted through general contractors. This role is approximately 75% new business development in Year 1, with the balance in account management and administration. You will generate most of your own leads through prospecting, networking and referrals, and you will take over a set of existing accounts. Your territory is Mississauga and Toronto, east across the GTA to Durham Region. This is a newly created position reporting directly to the President, who also leads the sales team. The base salary is $80,000, plus commissions.
COMPENSATION & BENEFITS
$80,000 base salary, plus commissions
Year 1 OTE: approximately $120,000
Results-based commission plan
Mileage reimbursement of up to approximately $1,500 per month
Health benefits (50% company-paid)
RSP matching
Laptop, cell phone and expense account
Flexible hours and work location after the first 3 months
THE COMPANY & CULTUREOur client was founded in 1993 and has been in business for 33 years. They are a privately owned, unionized contractor with 75 employees (up to 110 at peak). Headquartered in Cambridge, Ontario, they provide concrete finishing, which represents 65% - 70% of the business, along with epoxy floor coatings, polished concrete, concrete repair, waterproofing and floor levelling, all installed by their own crews. The sales team is led by the President and supported by a dedicated estimator. They serve food and beverage plants, industrial facilities, property managers, national retail accounts and general contractors on large Ontario construction projects. The team describes its culture as collaborative, upbeat, driven and flexible, with an open, candid working style and no micromanagement. Clients include Costco, PetSmart, PCL and EllisDon.
OFFICE LOCATION & SALES TERRITORY
Head Office: Cambridge, Ontario
Work arrangement: Hybrid and field-based. Attendance is required at three 15-minute morning huddles per week (Monday, Wednesday, Friday) and a Tuesday afternoon sales meeting. More office time during the first 3 months;
flexible after that.
Sales territory: Greater Toronto Area — Mississauga and Toronto, east to Durham Region
Client-facing: regular client meetings and site visits at plants, facilities and job sites across the territory
Hours: Full time, Monday to Friday, daytime with flexible hours
Overnight travel: Less than 25%
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
5+ years of B2B outside sales experience;
10+ years preferred
Experience selling epoxy coatings, polished concrete, concrete repair or other fluid-applied flooring and coatings systems is strongly preferred
Experience selling installed solutions or contracting services, not product only
Direct-to-end-client sales experience with food plants, industrial facilities and/or property managers is required;
experience selling to general contractors is an asset
Proven lead generation and new business development experience is required
Experience managing opportunities from prospecting through site visits, proposals, follow-up, negotiation and close
An established network of facility, plant and property management contacts in the GTA is an asset
Post-secondary education preferred;
equivalent experience acceptedli>
Valid driver'slicence and own vehicle required
Must live in the GTA
TECHNICAL SKILLS
CRM software — required;
Salesforce preferred
Microsoft Word — Advanced
Microsoft Excel — Advanced
Microsoft PowerPoint — Advanced
Social media for prospecting — Advanced
THE PRODUCT / SERVICE / SOLUTION
Concrete finishing for new construction, expansion and industrial projects
Epoxy floor coatings for industrial, food-processing and commercial facilities
Polished concrete floors
Concrete repair and ongoing maintenance
Waterproofing and floor levelling
All work is installed by the company's own crews, including night and weekend work around client production schedules
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
Food and beverage processing plants
Large industrial and manufacturing facilities
Property management companies
General contractors and national accounts (secondary focus)
Customers are located across the GTA, with some province-wide and national accounts
Primary decision-makers: plant managers, operations and maintenance managers, facility managers, property managers, and estimators and project managers at general contractors
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
Epoxy, polishing and concrete repair projects average approximately $100,000
Concrete finishing projects average approximately $250,000
Top accounts spend approximately $100,000 per year;
mid-tier accounts spend$50,000 - $100,000 per year through repeat repair and maintenance work
Average sales cycle is approximately 120 days from lead or RFQ to close
COMPETITIVE ADVANTAGES
33 years installing concrete floors, coatings and repair systems in Ontario
Self-performs all work with its own unionized crews, giving direct control of quality and scheduling
Works nights and weekends to avoid disrupting client production
Track record on large Ontario construction projects and with national retail accounts
A dedicated estimator and the operations team support every proposal
TYPICAL DAY & DUTIES
75% New Business Development
15% Account Management
10% Administrative Duties
On a typical day you will be prospecting plants and facilities by phone, email and in person, walking client floors to assess repair and coating needs, working with estimating to build proposals, following up on open quotes, managing existing accounts for repeat work, and logging all activity and forecasts in Salesforce.
LEADS
Approximately 85% of your pipeline will be self-generated through prospecting, networking, referrals and your own industry relationships
Approximately 15% will come from existing accounts handed over at the start of the role
A business development representative prospects a list of food and beverage accounts for the company
OVERNIGHT TRAVEL
Less than 25%
Occasional overnight travel within Ontario for province-wide customers and national accounts
SUPPORT & TRAINING
Onboarding with the President, the estimator and the operations team
Expected ramp of 6 to 8 weeks
Ongoing support through three weekly team huddles and a weekly sales meeting
Direct access to the President for coaching, pricing and value engineering on larger opportunities
WHY YOU SHOULD APPLY
Rebuild a proven market: this division previously generated approximately $12 million per year, and direct end-user demand remains
Repeat, maintenance-driven revenue — concrete floors in plants and facilities need ongoing repair
Existing accounts handed over from day one, so you are not starting from zero
Independent role reporting directly to the President, who leads sales, with no micromanagement and flexible hours
A full concrete offering — finishing, coatings, polishing and repair — so you can sell more than one service into each account
Results-based compensation with commission on top of base
Equal Opportunity EmployerJust 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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