Onward Control Solutions jobs

As an Account Manager, you will sell electronic components and high-speed test instrumentation on behalf of a portfolio of semiconductor and technology manufacturers to Original Equipment Manufacturers (OEMs) and their design engineering teams across the Greater Toronto Area. You will be selling to purchasing departments, mid-management, senior leadership (VP/Director), and C-suite decision-makers at enterprise accounts including companies in communications, defence, aerospace, industrial, lighting, automation, and consumer markets. This role is an account management and leadership position: Year 1 is 100% existing account revenue with no cold-start, and Year 2 introduces 25% new business development alongside continued account management. The role is designed for a candidate who will move into a sales leadership position within 6 to 12 months, managing and mentoring the GTA sales team and leading principal partner relationships in parallel with an active account base. This position reports to the Sales Manager. The base salary is $80,000 - $100,000 CAD, plus commissions and bonuses.

COMPENSATION & BENEFITS

$120,000

• - $140,000 CAD base salary, plus commissions and bonuses
Year 1 OTE: $130,000
• - $150,000 CAD (minimum ~$10,000 commission guaranteed in Year 1 to support ramp)
• Top performer OTE: $150,000+
Commission paid quarterly
• - uncapped
Personal performance bonus paid quarterly
• - uncapped
• Company-paid health benefits
• Laptop provided
• Cell phone provided
• Business expense account
• Vehicle allowance: $600/month + 407 ETR transponder
• Further education reimbursement
• 10 to 15 vacation days per year
• 5 to 10 sick days per year
• 5 personal days per year
• Career advancement: formal path to sales leadership role within Year 1 for the right candidate

THE COMPANY & CULTURE

Our client was founded approximately 28 years ago and operates as a mature, established partnership. With 17 employees’ company-wide and 4 locally in the GTA, they are a leading electronics manufacturers' representative in Canada - they do not manufacture product themselves. Instead, they represent and sell product on behalf of their principal partners (the manufacturers), earning commission from those principals for the business they develop and manage in the market. Their solutions span electronic components and high-speed test instrumentation, serving OEMs in communications, defence and aerospace, industrial, lighting, automation, and consumer markets. Top clients include Nokia, Ciena, Ericsson, Honeywell, CAE, MDA, Siemens, AMD, General Dynamics, and BlackBerry. The company is growing at 10 to 15% annually and uses PipeDrive as its CRM.

The culture is flat, team-first, and ego-free. The management philosophy is to set direction and expectations, then empower the team to execute. No micromanagement - salespeople have full autonomy in running their accounts. Average employee tenure is 10 to 15 years. This is a genuine small-company environment where every person contributes and results are visible. Work-life balance is actively promoted.

OFFICE LOCATION & SALES TERRITORY

• Head office: Mississauga, Ontario
• Work arrangement: Primarily remote with a minimum of 1 day per week in the Mississauga office (every Monday; occasional additional day as needed)
• Sales territory: Greater Toronto Area (full GTA)
• Outside sales role: approximately 60% in-field client visits across the territory
Overnight travel: occasional
• - 2 to 3 times per year for trade shows, supplier training, and client visits
• Working days: Monday to Friday, 40 hours per week; dinner meetings with clients less than once per month
• Driver's license and late-model vehicle required
• Business casual dress code when client-facing

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• 2 to 20 years of B2B outside sales or account management experience
MUST HAVE: 2 to 3 years of experience selling electronic components, electronic test instrumentation, or related electronics industry products
• - candidates without this will not be considered
• Background in Electrical or Electronic Engineering (university degree or technical college diploma) required for candidates with limited industry experience; may be waived for candidates with 5 or more years of direct electronics sales tenure
Must have held a sales or account management role
• - this is a sales-first position, not a design engineering or technical support role
• Experience selling to OEM engineering teams, purchasing departments, and senior leadership at enterprise accounts (1,000+ employees)
Demonstrated leadership or mentorship experience preferred
• - formal management title not required, but must show evidence of leading or influencing others
• Experience managing long sales cycles (12 to 18 months) with multiple stakeholders across mid-management, VP/Director, and C-suite levels
• University or college degree required (minimum)

TECHNICAL SKILLS

PipeDrive CRM

• - Basic to Intermediate (asset; training provided)
Microsoft Excel
• - Intermediate
Microsoft PowerPoint
• - Intermediate
Microsoft Word
• - Intermediate
Google Drive / Google Docs
• - Basic

THE PRODUCT / SERVICE / SOLUTION

• Electronic components across a wide range of applications and markets, represented on behalf of semiconductor and technology manufacturer partners
• High-speed test instrumentation primarily targeting broadband and wireless communications applications
The role involves representing the principal partner manufacturers in the GTA market
• - the rep is the face of the manufacturer to the OEM customer, and the manufacturer pays the commission

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• Original Equipment Manufacturers (OEMs) and their design engineering and procurement teams
• Industries: Communications, Defence and Aerospace, Industrial, Lighting, Automation, Consumer Electronics
• Account size: primarily enterprise (1,000+ employees)
Decision-makers: Design Engineers (influencers), mid-management, VP/Director level, and C-suite/Executive
• - typically 3 or more stakeholders involved per account
• Geographic focus: Greater Toronto Area
• Named accounts include: Nokia, Ciena, Ericsson, Honeywell, CAE, MDA, Siemens, AMD, General Dynamics, BlackBerry

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• Average targeted order size: $250,000 to $1,000,000 per year, per customer
• Target account size by annual revenues: $50M+
• Average sales cycle for a new account: 12 to 18 months
• Average number of sales calls/visits to first order: 4 to 6

COMPETITIVE ADVANTAGES

• Portfolio of principal partners includes recognized technology leaders in semiconductors, optical networking, industrial control, and embedded computing
• In some markets, the manufacturers represented hold a leading feature and performance advantage over alternatives
28 years of established relationships with GTA enterprise OEM accounts
• - strong incumbent position
• Team depth and market knowledge in the electronics manufacturers' representative space
• Application and market expertise that helps OEM engineering teams select and spec the right solutions

TYPICAL DAY & DUTIES

• 50% Leadership (team management, principal partner relationship management, strategy)
• 25% Account Management (managing and growing existing GTA OEM accounts)
• 25% New Business Development (from Year 2 onward; Year 1 is 100% existing accounts)
• 0% Administrative duties

On a typical day you will be conducting in-field visits with OEM engineering and procurement teams, logging activity and pipeline in PipeDrive, participating in virtual business review meetings with principal partner manufacturers, supporting and coaching the GTA sales team, and managing a portfolio of enterprise accounts across the communications, defence, aerospace, industrial, and consumer electronics markets.

LEADS

Year 1: 100% existing accounts

• - a fully established book of business is inherited from day one with no cold-start
• Lead sources from Year 2: 75% list supplied by the company, 25% warm leads supplied
• No self-prospecting required in Year 1; outbound business development begins in Year 2

OVERNIGHT TRAVEL

Occasional

• - approximately 2 to 3 times per year. Travel is for trade shows, supplier training events, and select client visits. Regular day-to-day selling and client management does not require overnight travel.

SUPPORT & TRAINING

Continuous, never-ending product and technical training

• - the electronics components space is vast and learning is ongoing throughout the career
• Initial technical and product onboarding: 9 to 12 months to full productivity
• Combination of self-directed learning, semi-structured onboarding, online resources, job shadowing and joint sales calls, mentoring from the Sales Manager, and off-site supplier training tours
• Expected time before actively selling independently: 3 to 6 months
• Minimum 1 month initial office-based onboarding before independent field activity begins
• PipeDrive CRM training provided

WHY YOU SHOULD APPLY

Inherit a fully established book of enterprise accounts from day one - no cold-start, no building from zero

Clear and explicit path to a sales leadership role within Year 1 for the right candidate - this is not a vague 'potential' promotion, it is the designed trajectory

Sell to a prestigious roster of enterprise clients including Nokia, Ciena, Ericsson, Honeywell, General Dynamics, and AMD

Flat, ego-free culture with genuine autonomy - no micromanagement, no politics, full ownership of your territory

Strong and stable company: 28 years in business, 10 to 15 year average employee tenure, 10 to 15% annual revenue growth

Uncapped commission with residual structure - earnings grow year over year as the account base compounds

Comprehensive benefits package: company-paid health, $600/month vehicle allowance, expense account, laptop, cell phone, and education reimbursement

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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