B2B Sales Representative – Eastern Ontario Territory
Perth, Ontario (Hybrid – Minimum 1 day/week on-site) · Reports to: President & General Manager
About Urban Hearth
Urban Hearth is a premier B2B distributor of high-end hearth products, fireplaces, and outdoor cooking equipment, founded in 2004 and headquartered in Perth, Ontario. We serve a curated network of specialty retailers across Ontario, acting as the strategic bridge between elite global suppliers and our dealer partners — providing not just products, but the training, marketing support, and expertise that drive long-term growth.
As a division of Coval.ca — a national industry distributor based in Varennes, Quebec — Urban Hearth combines the agility of a specialized team with the resources and stability of a national leader.
Role Summary
The B2B Sales Representative owns the growth of the Ontario territory by managing key retail accounts, acquiring new dealer partners, and executing a seasonal sales strategy across the hearth and outdoor living categories. You will be the face of Urban Hearth for our most important partners — trusted to build relationships, drive sell-through, and represent the brand at the highest level.
Territory: Eastern Ontario (Ottawa, Kingston) and Northern Ontario
Sales Cycle: Full-year cycle — new product launches, early-buy programs, showroom placement, dealer staff training, and seasonal marketing planning (Fall & Spring)
Key Responsibilities
1. Account Management & Growth
- Manage and develop relationships with Tier 1 dealer accounts — targeting 100% retention and consistent upsell opportunities.
- Build annual account plans in collaboration with each key dealer to align Urban Hearth solutions with their business goals.
- Coordinate pre-season stocking orders and inventory planning to maximize dealer performance during peak demand periods.
- Deliver regular product training for dealer sales staff to ensure deep product knowledge and confident selling.
- Audit and optimize in-store displays to ensure Urban Hearth products are presented at a premium standard.
- Support dealers in leveraging Urban Hearth marketing materials and co-op advertising funds to drive local traffic.
2. Territory Development & New Business
- Prospect and convert new specialty retailers into active Urban Hearth dealers across the Ontario territory.
- Deliver accurate monthly and quarterly sales forecasts to the leadership team.
- Monitor competitor activity and market trends to adjust tactics and product focus proactively.
- Represent Urban Hearth at regional trade shows, home shows, or HPBA events to build brand authority and grow the dealer network.
3. Collaboration & Reporting
- Work cross-functionally with Service and Operations teams to ensure all commitments made during the sales process are delivered.
- Use CRM tools to track lead generation, pipeline activity, and conversion rates with discipline and consistency.
Skills & Competencies
Competency
Description
Strategic Negotiation
Skilled at building multi-season agreements and closing high-value B2B contracts with specialty retailers.
Business Development
A "hunter" mindset for new accounts combined with a "farmer" approach to growing and retaining existing partnerships.
Financial Acumen
Able to discuss ROI, total cost of ownership, co-op marketing budgets, and business plans with dealer principals.
Communication & Presentation
Strong interpersonal skills; confident in strategic meetings, dealer training sessions, and trade show environments.
Strategic Agility
Able to read market trends and proactively shift product focus to meet evolving dealer and consumer demand.
Qualifications & Requirements
- Education: Bachelor's degree in Business, Marketing, or a related field.
- Experience: 5–7+ years of B2B sales experience, with at least 3 years managing retail or dealer accounts.
- Mobility: Ability to travel extensively throughout Ontario (up to 50%) for dealer visits, events, and trade shows.
- Office Presence: Minimum 1 day/week at the Perth, Ontario headquarters — mandatory for team alignment.
- Tech: Proficiency with CRM platforms and Google Workspace.
- Bilingualism (English/French) is an asset.
Compensation & Working Conditions
This is a hybrid role with a professional home office setup for remote days and a mandatory weekly presence at our Perth office. You will be joining a passionate, close-knit team committed to excellence — backed by the scale of a national distributor.
Base Salary
Competitive – commensurate with experience
Commission & Bonus
40% of total compensation – uncapped commission structure
Car Allowance
Included
Expected On-Target Earnings
To be discussed
Job Type: Full-time
Pay: $80,000.00-$120,000.00 per year
Benefits:
- Dental care
- Extended health care
- Life insurance
- Mileage reimbursement
- On-site parking
- Paid time off
- RRSP match
- Work from home
Ability to commute/relocate:
- Perth, ON: reliably commute or plan to relocate before starting work (required)
Experience:
- management (retailer/dealer): 3 years (required)
- B2B Sales: 3 years (required)
Language:
- fluent English (required)
- French (preferred)
Willingness to travel:
Work Location: Hybrid remote in Perth, ON
