Company: MTLI Group
Location: Greater Toronto Area, Ontario
Employment Type: Full-Time
Compensation: $120,000–$140,000 Base Salary + Team Performance Override
OTE: $250,000–$350,000+
Team Size: Up to 7–8 Sales Representatives
Annual Team Revenue Target: $20 Million
About MTLI Group
MTLI Group is a North American industrial solutions provider supporting warehouses, distribution centres, manufacturers, contractors, property owners, facility managers, and material-handling companies across Canada and the United States.
Our services include warehouse automation, pallet racking, conveyors, mezzanines, construction, electrical and mechanical installation, maintenance, relocations, decommissioning, engineering, material supply, and turnkey facility projects.
Position Overview
MTLI Group is hiring a hands-on Sales Manager to build and lead a high-performing sales team across the Greater Toronto Area.
The Sales Manager will recruit, train, coach, and manage a pod of up to seven or eight sales representatives. The primary objective is to build the team to a minimum annual revenue baseline of $20 million.
This is not a management-only position. The Sales Manager will actively support prospecting, customer meetings, quoting, proposal reviews, negotiations, and closing.
The successful candidate must be comfortable building a team from the ground up, managing daily activity, developing new salespeople, and holding representatives accountable to clear performance standards.
Key Responsibilities
- Recruit and maintain a team of seven to eight sales representatives
- Train and develop new representatives through their first 90 days
- Lead a structured daily sales meeting with coaching and role-play
- Review sales calls and provide direct feedback
- Conduct weekly one-on-one meetings with every representative
- Monitor daily activity, pipeline, proposals, revenue, and closing performance
- Ensure representatives consistently meet outbound prospecting standards
- Help representatives identify and qualify industrial project opportunities
- Join decision-maker meetings, proposal reviews, and closing calls
- Support representatives in moving deals toward a clear yes or no
- Ensure complete project information is collected for quoting
- Confirm quote requests are properly submitted and assigned
- Follow up internally to ensure quotes are completed on time
- Review proposals for scope, pricing, assumptions, and exclusions
- Maintain accurate forecasting and CRM reporting
- Make timely keep, coach, or release decisions
- Continuously recruit new representatives to maintain a full and productive team
- Identify and develop future sales leaders for additional MTLI sales pods
Sales Targets and KPIs
The Sales Manager will be accountable for:
- $20 million in annual team revenue
- Seven to eight active and productive sales representatives
- Approximately $2.5 million in annual revenue per productive representative
- Approximately one closed deal per representative per week
- Pipeline coverage of at least three times the remaining revenue target
- Consistent customer and decision-maker meetings
- Number and value of qualified opportunities created
- Number and value of quotes submitted
- Quote turnaround and on-time proposal delivery
- Quote-to-close conversion rate
- Gross profit generated by the team
- Forecast accuracy
- Percentage of representatives meeting revenue pace
- Percentage of new representatives closing their first deal within 90 days
- Percentage of new representatives earning the $30,000 annualized draw/base
- Completion of daily coaching, call reviews, weekly one-on-ones, and KPI reviews
Representative Ramp Expectations
Sales representatives will begin under a commission-only probationary structure.
Representatives who close their first approved qualifying deal within their first 90 days may qualify for a $30,000 annualized draw/base, subject to continued performance and MTLI approval.
The Sales Manager will be responsible for helping each representative:
- Maintain the required outbound activity
- Book qualified decision-maker meetings
- Build an active project pipeline
- Collect complete information for quoting
- Generate proposals
- Close their first deal within 90 days
- Develop toward a $2.5 million annual revenue pace
Quoting Responsibility
The Sales Manager is accountable for ensuring qualified opportunities are properly quoted.
This includes making sure representatives collect:
- Scope of work
- Drawings and specifications
- Measurements and quantities
- Photos and site information
- Material and equipment requirements
- Labour and installation requirements
- Project schedule
- Bid deadline
- Customer decision process
- Required commercial and technical information
The Sales Manager must ensure every active quote has an internal owner, due date, next action, and scheduled customer follow-up.
Ideal Candidate
The ideal candidate has experience:
- Building and managing outbound sales teams
- Recruiting and developing sales representatives
- Managing commission-based salespeople
- Coaching cold calls, meetings, and proposal presentations
- Holding teams accountable to activity and revenue KPIs
- Managing complex B2B sales opportunities
- Working with estimating, engineering, operations, or project teams
- Supporting negotiations and closing
- Building a local market from the ground up
Experience in industrial services, construction, warehousing, logistics, manufacturing, automation, material handling, facility management, electrical, mechanical, or commercial contracting is strongly preferred.
Qualifications
- Proven sales-management experience
- Experience managing sales targets and team performance
- Strong recruiting and coaching ability
- Comfortable working in a high-activity outbound environment
- Strong pipeline, CRM, and forecasting discipline
- Able to understand and organize technical project information
- Strong presentation and negotiation skills
- Comfortable joining customer site visits and proposal meetings
- Able to make direct and timely performance decisions
- Valid driver’s licence
- Ability to travel throughout the GTA and surrounding areas
Compensation
- Base salary of $120,000–$140,000 CAD, based on experience
- Performance override tied to team revenue and/or collected gross profit
- Bonuses for achieving the $20 million team target
- Bonuses for exceeding revenue and profitability targets
- Incentives for developing productive representatives
- Additional incentives for developing future sales leaders
- Target total compensation of $250,000–$350,000+
Career Growth
Successful Sales Managers may progress into:
- Regional Sales Director
- Ontario Sales Director
- Multi-Pod Sales Director
- Regional Vice President
- Vice President of Sales
This position is designed for a sales leader who wants to build a team, develop talent, grow a major local market, and be rewarded based on the performance of the entire team.
Pay: $120,000.00-$140,000.00 per year
Benefits:
- Dental care
- Extended health care
- Paid time off
- Relocation assistance
Application question(s):
- Tell us about the largest sales team you've managed. What were the results?
- What KPIs do you believe are most important for managing a B2B sales team?
- How do you conduct call reviews?
- This role has a mature territory target of approximately $20M+ in annual revenue while leading a team of 7–8 Account Managers. How would you build a territory to achieve that objective?
- What was the largest sales team you have built? In terms of Revenue & People.
- Are you committed to building for the next 10 years?
- Walk us through your sales management process from lead generation to closing.
- Please provide a link to a short video, approximately 2–5 minutes, introducing yourself and explaining why you are a strong fit for the Ohio Regional Sales Manager position with MTLI Group.
Experience:
- Sales management: 5 years (preferred)
- B2B sales: 5 years (preferred)
Work Location: In person
