Job Description:
The Ontario Territory Sales Representative (TSR) is responsible for driving profitable growth within the Commercial construction sector by executing high impact job site selling, building strong contractor and installer relationships, and increasing the presence of CPC’s products across active projects. This role focuses on maximizing territory performance through daily on site engagement, end user pull through demand creation, and strategic coordination with distributor and channel partners.
The TSR represents the full range of CPC’s products and services, using expert product knowledge, value based selling approaches, and territory planning to influence specifications, support installations, and ensure CPC is the preferred solution across the commercial construction lifecycle.
Primary Responsibilities
Territory & Account Management
- Manage, grow, and retain business across the assigned Commercial territory by developing strong relationships with contractors, subcontractors, installers, project managers, and site supervisors.
- Execute a job site first approach by maintaining regular visibility on active commercial projects to identify opportunities, support installations, and secure CPC product usage.
- Lead territory planning to maximize pull through demand and increase product penetration across priority commercial contractors and projects.
- Conduct frequent site audits to track project progress, product usage, competitive activity, and upcoming needs.
Job Site Selling & Customer Engagement
- Build strong relationships with job site decision makers to understand needs, address challenges, and position CPC as the preferred partner.
- Educate contractors, foremen, and installers on product features, installation benefits, and application best practices to drive product adoption.
- Identify in progress and upcoming commercial projects, ensuring CPC solutions are specified, approved, and ordered through appropriate distribution channels.
- Provide on site technical support, problem solving, and product demonstrations to ensure successful installations and user confidence.
Commercial Market Development
- Proactively identify new commercial construction opportunities and connect with project influencers including engineers, project managers, general contractors, and specialty trades.
- Maintain detailed knowledge of current and upcoming commercial market activity within the territory.
- Build long term relationships with key commercial end-users to establish CPC as the preferred brand on recurring projects.
Strategic Planning & Collaboration
- Collaborate with the National Sales Manager to develop account and project penetration strategies aligned with commercial market growth objectives.
- Conduct regular business reviews for key commercial contractors and project partners.
- Work cross-functionally with internal teams to execute commercial-focused sales initiatives and support new product introductions.
Market Insights & Competitive Intelligence
- Continuously assess competitive activity on job sites and within the commercial sector, identifying trends and opportunities for differentiation.
- Use sales data, project intelligence, and market insights to adjust territory strategy for maximum impact.
- Provide timely feedback on product performance, customer needs, and changing market conditions.
Sales Targets & Performance
- Achieve and exceed assigned commercial sales targets, profitability goals, and strategic KPIs.
- Maintain a disciplined approach to pipeline tracking, project follow-up, and execution of high value activities.
Key Competencies
Strategic Mindset
- Ability to assess contractor needs, project timelines, product fit, competitive positioning, and market dynamics.
- Strong analytical skills to inform tactical and strategic decisions.
Selling Skills
- Proven ability to influence contractors and installers through consultative selling, field demonstrations, and value proposition selling.
- Strong negotiation and presentation skills.
Execution Excellence
- Highly disciplined in job site routing, territory planning, and follow-through.
- Effective in fast-paced field environments with multiple priorities.
Financial Acumen
- Understanding of margins, cost drivers, revenue levers, and pricing dynamics that affect commercial profitability.
Job Requirements
- University Degree or college diploma (Business/Marketing preferred).
- Minimum 5 years relevant sales experience, commercial construction experience preferred.
- Proficiency with MS Excel, PowerPoint, Word, and Outlook.
- Strong communication skills, both written and verbal.
- Demonstrated track record of exceeding sales targets and delivering share growth.
- Ability to analyze sales and market data to drive action plans.
- Experience with contractor engagement, job site selling, or construction channel sales is an asset.
- Strong presentation, networking, and relationship building skills.
Work Environment
The TSR works across job sites, contractor locations, engineering offices, distributor branches, CPC facilities, and a home office environment.
- Exposure to construction and warehouse environments with varying conditions, airborne particles, and noise levels.
- PPE is required and provided by CPC.
Physical Demands & Travel
Requires moderate physical activity and sustained focus in dynamic field environments.
Approximately 30% travel within the territory is required.
Occasional evening or weekend hours for projects, trade shows, or customer commitments.
Must be able to drive and maintain technical expertise on CPC product lines.
Compensation Information:
As part of our Core Commitments, we strive to be a great employer by offering competitive wages and benefits.
The pay range for this position is $75,000-$85,000 annually. Base pay within this range is determined by a variety of factors, including but not limited to geographic location, relevant skills, experience, and education. In addition to the base salary, this position is eligible to participate in an annual incentive plan.
