Sales Manager - Ontario & Western Canada

Richelieu Hardware is looking for a highly motivated, results-oriented
Sales Manager
to lead and develop a team of seven sales representatives responsible for driving profitable growth across Ontario and Western Canada.
This is a hands-on,
player-coach role
that combines sales leadership, strategic account development, and direct customer engagement. The successful candidate will lead by example, actively participate in key customer relationships, pursue new business opportunities, and coach the sales team to consistently achieve and exceed performance targets.
The ideal candidate brings a strong understanding of the door hardware, builders’ hardware, and distribution industries, along with a proven track record of building high-performing sales teams, growing market share, and developing lasting relationships with customers, distributors, builders, contractors, and other industry partners.
Key Responsibilities1. Sales Leadership & Team Development
Lead, coach, and develop a team of seven sales representatives across Ontario and Western Canada.
Establish clear sales objectives, territory plans, performance expectations, and measurable KPIs.
Conduct regular one-on-one coaching sessions, pipeline reviews, territory assessments, and performance evaluations.
Foster a high-performance, accountable, and customer-focused sales culture.
Identify skill gaps and provide ongoing training, mentorship, and development opportunities.
Lead by example through active participation in customer meetings, negotiations, and business development activities.
2. Revenue Growth & Business Development
Develop and execute strategic sales plans to achieve revenue, margin, and market-share objectives.
Identify and pursue new business opportunities within the door hardware, builders’ hardware, construction, and distribution markets.
Strengthen relationships with existing customers while expanding the company’s customer base.
Develop opportunities with distributors, dealers, builders, contractors, developers, and other relevant industry stakeholders.
Monitor market trends, competitive activity, and emerging opportunities to maintain a competitive advantage.
Drive profitable growth through effective pricing strategies, product positioning, and disciplined sales execution.
3. Strategic Account Management
Personally manage and develop key strategic accounts and high-value customer relationships.
Support the sales team in securing major projects, negotiating commercial agreements, and resolving complex customer issues.
Build strong relationships with decision-makers across the distribution and construction supply chain.
Ensure the company delivers a consistent, professional, and value-added customer experience.
Identify opportunities to increase customer penetration, product adoption, and share of wallet.
4. Territory & Sales Performance Management
Oversee territory coverage and sales execution across Ontario and Western Canada.
Ensure sales representatives maintain accurate forecasts, qualified pipelines, and actionable territory plans.
Establish a disciplined sales management cadence focused on results, accountability, and continuous improvement.
Analyze sales performance, profitability, customer activity, and market potential to guide business decisions.
Work with the team to address underperformance, remove barriers, and capitalize on growth opportunities.
Ensure resources and sales efforts are aligned with the company’s overall commercial strategy.
Participate in key association events and develop industry relationships that assist Onward to strengthen its position with current and potential new customers
5. Cross-Functional Collaboration
Work closely with operations, customer service, purchasing, marketing, and senior leadership to support sales growth.
Collaborate on inventory availability, product launches, pricing initiatives, and customer-specific requirements.
Communicate market intelligence and customer feedback to inform business planning and product strategy.
Help resolve service issues and ensure commitments made to customers are delivered effectively.
Qualifications & Experience
5+ years of progressive sales experience, preferably within door hardware, builders’ hardware, construction products, or wholesale distribution.
Demonstrated experience leading, coaching, and developing a sales team.
Proven track record of achieving sales targets, growing revenue, and improving profitability.
Strong understanding of distribution channels and the construction or building products marketplace.
Experience managing geographically dispersed territories and customer relationships.
Demonstrated success in business development, strategic account management, and commercial negotiations.
Strong analytical skills, including sales forecasting, pipeline management, and performance reporting.
Proficiency with CRM systems and standard business reporting tools.
Ability and willingness to travel regularly throughout Ontario and Western Canada.
Leadership CompetenciesThe successful candidate will demonstrate:
Player-coach mentality:
Leads from the front, remains actively engaged with customers, and develops the capabilities of the team.
Performance orientation:
Sets ambitious goals, establishes clear expectations, and consistently drives results.
Commercial acumen:
Understands revenue growth, gross margin, pricing, and profitable customer development.
People leadership:
Builds trust, develops talent, provides constructive feedback, and holds the team accountable.
Strategic thinking:
Identifies market opportunities and translates business strategy into practical sales execution.
Customer focus:
Builds long-term partnerships and understands the needs of distributors, builders, contractors, and end users.
Adaptability and initiative:
Operates effectively in a fast-paced distribution environment and takes ownership of challenges.
Measures of SuccessSuccess in this role will be measured by:
Achievement of annual revenue and gross margin targets.
Growth in market share and new customer acquisition.
Performance and productivity of the seven-person sales team.
Accuracy of sales forecasting and strength of the sales pipeline.
Growth and retention of strategic accounts.
Improved territory coverage and sales execution across Ontario and Western Canada.
Development, engagement, and retention of sales talent.
Consistent delivery of a high-quality customer experience.
The OpportunityThis is an opportunity for a driven sales leader to make a meaningful impact on the growth and performance of an established distribution business. The successful candidate will work with the National Sales Manager and Senior Leadership Team to shape sales strategy, develop a high-performing team, strengthen strategic customer relationships, and directly influence the company’s commercial success.
We are looking for a leader who combines strategic thinking with hands‑on execution, thrives in a performance-driven environment, and is passionate about building a winning sales team.
The ideal candidate doesn’t simply manage sales—they actively drive them, develop people, and deliver measurable results.
What we offer :
A Canadian flagship :
As a company with proud roots in Quebec, present in Canada and the United States, we enjoy excellent recognition and a great reputation.
A mature and stable company:
With more than 50 years of experience in the market, we offer the trust and organizational strength needed for a safe working environment.
Continuous growth:
With strong financial health, our business is constantly expanding, opening future opportunities for all.
Competitive compensation:
We offer competitive base compensation based on the market.
Opportunity to become a shareholder:
We believe in the involvement of our employees and offer them the opportunity to become shareholders.
Work-life balance:
We value a healthy and flexible work environment, allowing everyone to achieve a work-life balance.
Quality products:
We are committed to offering products of exceptional quality, thus satisfying our most demanding customers.
Opportunity to grow:
We encourage career opportunities and continuing education for the professional development of our employees.
We thank all candidates for their interest, however, we will only communicate with candidates selected for the pre-selection process.
By submitting their application file, candidates consent to Richelieu Hardware Ltée collecting, using, and retaining the documents provided solely for the purpose of evaluating their application. These documents may be retained by Richelieu Hardware Ltée for future reference for a period of twelve (12) months following receipt of the application.
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