As a Business Development / Sales Engineer, you will sell engineered soil washing plants — full systems valued at $5M to $20M+ to large excavation and hydrovac contractors, demolition contractors, construction and infrastructure firms, environmental services and waste companies, and aggregate producers across Ontario. You will sell to company owners, operations executives, and finance leaders, and you will typically build an internal champion who is not the final decision maker. This is a new business development role: approximately 75% of your pipeline will be self-generated through outbound prospecting, with approximately 25% coming as warm leads from the division's marketing program and vendor partnerships. The territory is Ontario, with deal flow concentrated in the GTA and Golden Horseshoe and Ottawa as a secondary market. This is a newly created seat as our client expands its Ontario coverage, reporting to the Managing Director of the soil washing division. The base salary is $140,000 – $160,000 CAD, plus commissions.
COMPENSATION & BENEFITS
- $140,000 – $160,000 base salary, plus commissions
- Year 1: guaranteed commission and bonus plan. Because the sales cycle runs 12 to 24 months, our client guarantees the variable component in your first year so your earnings are not tied to closings while you build pipeline
- Year 2 OTE: $260,000 – $300,000+ CAD
- Top performers in this role can reach $350,000+ CAD.
- Commission is uncapped and paid monthly
- Company-wide profit sharing tied to net profit, paid quarterly
- Company-paid health benefits — extended health, dental, and vision
- Retirement savings plan matching
- Laptop and mobile phone
- Travel and expenses covered, including international travel to the UK and Europe
- Further education reimbursement
- Company social events
THE COMPANY & CULTURE
Our client is a Canadian, family-owned heavy equipment dealership founded in 2013, headquartered in Chilliwack, British Columbia, with an Ontario office in Woodstock. Their core business is crushing, screening, grinding, shredding, and conveying equipment sold into aggregate, mining, construction and demolition, forestry, biomass, and waste recycling. This role sits in their soil washing division — a separate brand with its own website, marketing program, and dedicated sales team. The division is approximately two years old and holds exclusive Canadian dealer agreements with two UK and European manufacturers of soil washing plants. Customers to date include national waste and environmental services companies, major cement and aggregate producers, and large demolition contractors .
OFFICE LOCATION & SALES TERRITORY
- Head office: Chilliwack, British Columbia. Ontario office: Woodstock, Ontario
- Work arrangement: field-based with a home office. Your time is split between your home office, customer sites, and project sites, with occasional in-office team meetings
- Candidate location: GTA or Golden Horseshoe strongly preferred, as that is where the customers are. Ottawa is acceptable
- Sales territory: Ontario province-wide. Deal flow is concentrated in the GTA and Golden Horseshoe, with Ottawa as a secondary market. You will collaborate with the Western Canada team on national and multi-region projects
- Overnight travel: 10% to 25%, or up to approximately 5 days per month
- Hours: Monday to Friday, 40 hours per week. No regularly scheduled evening or weekend client calls, though reps are expected to take a customer call after hours when the situation warrants it
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
- 7 to 15 years of B2B sales experience, outside and field-based, in a hunting role
- Experience selling capital equipment, engineered systems, or environmental technology on a long cycle
- You must have personally carried deals in the $500K to $5M+ range with 12 to 24 month sales cycles, and be comfortable working a $5M to $20M order
- Demonstrated business-case selling: ROI models, payback and total cost of ownership analysis, formal RFP responses, and multi-stakeholder navigation. This is the core requirement of the role
- Proven ability to learn a complex technical product from scratch and speak to it credibly on a customer site.
- Experience operating without a large support structure. Candidates from mid-size or smaller manufacturers, where the rep does most things themselves, are preferred
- Mechanical engineering or a technical background is a strong asset but is not required.
- University degree preferred, with engineering or environmental science an asset.
- Valid driver's licence and a vehicle
- Valid passport and willingness to travel to the UK and Europe
TECHNICAL SKILLS
- Microsoft Excel — Advanced. You will build financial models for customers
- Microsoft Word and PowerPoint — Intermediate
- CRM software — Intermediate.
- Online presentation and demonstration tools — Intermediate
THE PRODUCT / SERVICE / SOLUTION
- Full soil washing plants, $5M to $20M+ per system, which allow contractors to recycle contaminated fill and excavated construction soil into reusable material instead of trucking it to landfill
- Engineered capital equipment systems supplied under exclusive dealer agreements with two UK and European manufacturers
- Integrated support, service, and parts
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
- Large excavation and hydrovac contractors
- Demolition contractors
- Large construction and infrastructure firms
- Environmental services and waste companies
- Aggregate producers and concrete and asphalt recyclers
- Customers are mid-size to large firms with the balance sheet to finance a multimillion-dollar system, located primarily in the GTA and Golden Horseshoe, with additional activity in Ottawa
- Decision makers: owners and presidents, operations executives, and finance leaders. Your internal champion is usually an operations or environmental manager who is not the final decision maker
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
- Average deal value: $5M to $20M+ per system
- Average sales cycle: 12 to 24 months
- You will be educating a market that largely does not know this solution exists. This is a change-the-process sale to companies that have operated the same way for decades, not a product swap
COMPETITIVE ADVANTAGES
- Exclusive Canadian dealer agreements with two leading UK and European soil washing manufacturers
- A clear economic argument: customers are already spending the money on trucking and disposal, and the equipment converts that cost centre into a revenue stream
- Significant investment in marketing and customer demonstrations, including a dedicated brand and website and flying prospective customers to the UK to see plants running
- Multimillion-dollar systems already sold and delivering in both British Columbia and Ontario
- Demand supported by disposal regulation, high urban construction volume in Toronto and Ottawa, and corporate sustainability commitments
- Full technical support from an in-house team and the UK and European vendor partners
TYPICAL DAY & DUTIES
- 40% Prospecting and business development
- 30% Relationship building and client education, including ROI models, business cases, and customer presentations
- 20% Proposal and RFP development with the technical team and vendor partners
- 10% Closing and contract negotiation
This split is the same in Year 1 and Year 2, because the sales cycle is long enough that you will still be building pipeline in your second year. On a typical day, you will be prospecting target contractors, building and presenting financial business cases, walking customer sites, working proposals with the technical team, keeping PipeDrive current, and participating in the sales cadence of daily 15-minute huddles and weekly pipeline one-to-ones.
LEADS
- Approximately 75% of pipeline is self-generated through outbound prospecting, networking, and long-term relationship development
- Approximately 25% comes as inbound and warm leads through the division's marketing program and vendor partnerships
OVERNIGHT TRAVEL
- 10% to 25%, or up to approximately 5 days per month
- Travel is for customer sites and project locations across Ontario, quarterly sales training and product training events, and visits to the UK and Europe for factory training and to host customers on plant tours
- A valid passport is required
SUPPORT & TRAINING
- Structured onboarding beginning at the head office in British Columbia
- Factory and technical training with the UK and European vendor partners, including travel to their plants
- Training mix is approximately 40% technical, covering equipment, systems, and environmental applications, and 60% sales, covering consultative selling, business case development, and RFP support
- Delivered through a combination of classroom, online, on-the-job, and direct mentoring with senior leadership
- Ongoing cadence: daily 15-minute team huddles, weekly pipeline one-to-ones, and quarterly in-office training
- Direct access to the in-house technical team and vendor engineers on live opportunities
WHY YOU SHOULD APPLY
- You are selling a product that removes soil from landfill and converts a customer's disposal cost into a revenue stream, in a division that is two years old and actively building out
- Open-book culture: financials shared monthly down to net profit, everyone bonused on net profit, fast decisions, and no dependence on layers of hierarchy
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.
Not the Right Fit? We May Have Other Roles for You.
If this particular role isn't the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive — and if we have another role that could be a great fit for your background, we will reach out to you directly.
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