As an Outside Sales Representative (Industrial Accounts), you will be acquiring scrap metal supply contracts from industrial generators across the Guelph and Kitchener-Waterloo region. You will be calling on manufacturing, automotive, and production facilities, selling them on the idea of switching their scrap metal vendor to our client. This role is 75% new business development. You will be building your own pipeline from scratch—no warm leads are provided. You will inherit 25% existing account management responsibility as a book is established. This is a newly created expansion role reporting directly to the Sales Manager. The base salary is $80,000–$120,000 CAD plus a discretionary annual bonus.
COMPENSATION & BENEFITS
• $80,000–$120,000 CAD base salary
• Annual discretionary bonus based on personal and company performance—uncapped
• Monthly vehicle allowance + gas card (amount to be confirmed)
• Health benefits—partially company paid
• RRSP matching program
• Laptop and cell phone provided
• Business expense account
• Employee recognition, gifts, and rewards program
• Further education reimbursement
• Company social events
• Career advancement within 3–5 years—the Sales Manager's track record includes four direct hires who have all advanced to VP, Commercial Manager, Regional Manager, and Service Manager roles
THE COMPANY & CULTURE
Our client was founded approximately 90 years ago and is the largest privately held metal recycling company in North America. Family-owned and headquartered in Hamilton, Ontario, they employ approximately 4,000 people across 135+ locations and are growing at 25–50% annually. They are currently in an active scale-up phase—expanding from 39 to 135+ locations over the past decade. They offer vertically integrated metal recycling solutions: purchasing scrap from industrial generators, processing it through their own facilities, and selling the processed commodity. They operate one of the largest private transportation fleets in the industry, giving them a significant logistical advantage over competitors. The culture is hands-on, entrepreneurial, and fast-moving. The sales leadership philosophy is Work Hard, Play Hard. The Sales Manager is active in the field with the team and has a strong track record of developing salespeople into senior leadership roles. Transparency is valued; the company trains reps on full profit-and-loss so they understand the business at a commercial level, not just a product level.
OFFICE LOCATION & SALES TERRITORY
• Head Office: Hamilton, ON
• Territory: Guelph and Kitchener-Waterloo region, with periodic travel to Hamilton
• Training Requirement: ~2 months on-site in Hamilton (4–5 days/week initially, with flexibility based on candidate's situation); full ramp-up of 3–6 months
• Local Presence: Candidate will work across the Guelph/Kitchener-Waterloo territory.
• Overnight travel: Occasional—approximately 2–3 times per year for trade shows, training, and client visits
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
• 3–10 years of B2B outside sales experience—field-based, relationship-driven, and in-person
• Minimum 4–5 consecutive years at the same employer in a recent role
• Strong track record of building a pipeline from cold, with no reliance on inbound or warm leads
• Experience selling to industrial or manufacturing-based buyers is an asset but not required—backgrounds in sports industry sales, beer/beverage, hospitality, and entertainment have all produced strong performers here
• Comfortable hosting clients at events, golf, and entertainment functions
• University degree preferred; post-secondary or equivalent professional experience acceptable
• Valid driver's licence and access to a personal vehicle required
TECHNICAL SKILLS
• Salesforce CRM—experience an asset
• Microsoft Excel—Intermediate
• Microsoft PowerPoint, Word, Google Drive—Basic
• Online demos / video calls—Basic
THE PRODUCT / SERVICE / SOLUTION
• Scrap metal purchasing contracts with industrial generators—multi-year formula-based contracts for larger accounts, spot market arrangements for smaller or irregular accounts
• Pricing tied to commodity exchange benchmarks (e.g., London Metal Exchange)—reps are trained to present and negotiate scrap formulas
• Vertically integrated service: our client handles pickup, processing, and resale—reps sell transparency, pricing competitiveness, and logistical reliability
• Note: reps are on the buying side of the market—they acquire scrap from clients, not sell product to them. The commodity is then sold internally to our client's sell-side team.
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
• Industrial manufacturers, automotive plants, fabricators, and production facilities generating recurring scrap metal volume
• Small-to-medium businesses (20–999 employees) make up the core client base
• Geography: Guelph and Kitchener-Waterloo region
• Primary decision-makers: purchasing departments, VP/Director level, and executive leadership (C-Suite / Owner)
• Typically 3 stakeholders involved in the purchasing decision
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
• Sales cycle: 3–12 months depending on account size and incumbent contract terms
• 4–6 in-person visits typically required to secure the first order
• Contracts range from spot market (small volume, flexible terms) to multi-year formula-based agreements tied to commodity pricing benchmarks
• This is a relationship-driven, consultative sale—comparable to getting a client to switch their long-standing service provider
COMPETITIVE ADVANTAGES
• Largest privately held metal recycling company in North America—scale produces better commodity pricing for clients
• Full pricing transparency and ethical business practices—reps are trained to expose inaccurate grading and weight manipulation by competitors
• Industry's largest private transportation fleet—in-house logistics capability competitors cannot match
• Vertically integrated operations—end-to-end from pickup to processing to resale
• Named contract with the Royal Canadian Mint—a recognized signal of trust and accountability
TYPICAL DAY & DUTIES
• 75% New Business Development
• 25% Account Management
On a typical day you will be prospecting and cold calling industrial accounts, conducting in-person site visits and yard walk-throughs, presenting pricing and service model, negotiating contract terms, logging all activity in Salesforce, and working with the commodity sales team internally to align on pricing and material flow. You will be hosting clients at industry events and entertainment functions as part of relationship building.
LEADS
• 75% self-prospected—you build your own target list and conduct your own outreach
• 25% from company-supplied industry lists
• 0% warm or inbound leads provided
• This role requires a high-activity, outbound prospecting mindset from day one
OVERNIGHT TRAVEL
• Occasional—approximately 2–3 times per year for trade shows, training sessions, and client visits
• Guelph/Kitchener-Waterloo territory candidates: initial training is conducted in Hamilton (4–5 days per week for the ramp period); hotel accommodation provided or tailored to individual circumstances
SUPPORT & TRAINING
• 3–6 month onboarding and ramp period before independent territory ownership
• Hands-on, in-yard training in Hamilton—material handling, scrap grading science, pricing models, and full P&L education
• Job shadowing and joint sales calls with the Sales Manager during ramp
• Ongoing mentorship from a Sales Manager with 10+ years of experience building this team
• Full Salesforce CRM training provided
• After training: gradual transition to territory ownership with continued coaching support
WHY YOU SHOULD APPLY
• Largest privately held metal recycling company in North America—industry leader with significant market share and a brand that opens doors
• Real career advancement: the Sales Manager's last four hires are now VP, Commercial Manager, Regional Manager, and Service Manager—this is a company that promotes from within
• Open territories with genuine density—you are not walking into a market that has been picked over
• Work Hard, Play Hard culture—entrepreneurial, fast-moving, and hands-on without micromanagement
• Full commercial education from day one—you will understand the P&L of every deal you make
• Industry experience not required—they teach you their way, which is the right way
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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