We are seeking a driven and entrepreneurial Territory Manager to grow equipment rentals and new and used equipment sales across the Region of Waterloo and Wellington, Perth, Dufferin, Huron, Bruce, and Grey counties.
The successful candidate will develop new business, grow existing accounts, and build a strong pipeline of rental and equipment sales opportunities. This is a field-based role for a self-motivated sales professional who understands construction equipment, has strong technical aptitude, and is comfortable building a territory in a growing and entrepreneurial environment.
Key ResponsibilitiesTerritory Development & Sales- Develop rental and equipment sales opportunities across the assigned territory.
- Prospect contractors, municipalities, industrial customers, property managers, landscapers, developers, and other equipment users.
- Build and manage a qualified pipeline of rental, new and used equipment, trade-in, and future sales opportunities.
- Develop territory plans and call strategies focused on high-potential accounts, projects, and market opportunities.
- Build new customer relationships while identifying opportunities to grow existing accounts.
- Conduct customer visits, jobsite meetings, equipment walkarounds, demonstrations, and product presentations.
- Understand customer applications and recommend appropriate equipment solutions.
- Prepare accurate quotations and proposals based on customer requirements, equipment availability, pricing, and delivery needs.
- Evaluate trade-in opportunities and coordinate internal reviews.
- Introduce customers to financing partners and support the information exchange process.
Customer & Account Management- Manage customer relationships and opportunities from initial prospecting through rental, sale, and ongoing support.
- Maintain accurate customer profiles, opportunities, quotes, activity notes, lost business, and follow-up in company systems.
- Maintain current knowledge of equipment features, applications, pricing, availability, competitors, and market conditions.
- Coordinate with Operations, Service, Parts, Finance, and manufacturers to support equipment availability, demonstrations, deliveries, pickups, warranty needs, and customer requirements.
- Follow up consistently with customers and prospects to keep opportunities moving.
- Provide regular pipeline updates, forecasts, market intelligence, and customer feedback.
Team & Business Collaboration- Represent the company at customer events, trade shows, industry associations, and manufacturer activities.
- Contribute to a team-first culture and support the broader business when needed.
- Participate in team meetings, company events, and other business activities.
- Work toward agreed activity, pipeline, rental, sales, revenue, gross margin, and customer relationship goals.
Requirements- 3-5 years of outside sales experience managing a book of business, preferably within equipment rental, construction equipment, industrial equipment, trucks, contractor supplies, or a related industry.
- Demonstrated success developing new business, growing a territory, and building long-term customer relationships.
- Strong understanding of construction and rental equipment and its applications.
- Strong technical aptitude and the ability to learn and communicate equipment features, benefits, specifications, and applications.
- Ability to balance new business development with existing account growth.
- Strong prospecting, relationship-building, negotiation, presentation, and closing skills.
- Self-motivated, persistent, and comfortable working independently in a field-based role.
- Entrepreneurial mindset with the ability to identify opportunities, take initiative, and contribute to a growing business.
- Resilient and comfortable working through challenges, setbacks, changing priorities, and evolving processes.
- Organized and detail-oriented, with strong follow-through on pipelines, quotations, customer information, and commitments.
- Team-oriented and willing to support colleagues and step in where needed to help the business.
- Valid driver's licence and acceptable driving record, with the ability to travel throughout the assigned territory.
- Proficiency with Microsoft Office and experience using CRM, rental, quotation, or related sales software.
- Construction industry experience or related education is an asset.
- Previous experience with an equipment rental company, dealership, manufacturer, or related business is an asset.
Benefits• Anticipated total compensation of $80,000 to $140,000 annually, including base salary and commission, based on experience and sales performance.
• Dental benefits
• Extended health benefits
• Vision care
• Employee and Family Assistance Program (EFAP)
• Virtual urgent care
AI UsageAs part of our hiring process, we use AI-powered tools to assist in screening resumes. These technologies help us efficiently identify candidates whose qualifications align with the role, ensuring a fair and consistent evaluation process. By clicking "Apply," you acknowledge and consent to the use of AI in our recruitment workflow.
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