Sales Representative

About the Company

Heating, Refrigeration and Air Conditioning Institute of Canada (HRAI) is a not-for-profit national trade association that represents and advocates for member companies in the Heating, Ventilation, Air Conditioning and Refrigeration industry (HVACR). Our members include wholesalers, manufacturers, contractors, and other professionals with an interest in this industry and improving its impact on the environment. We’ve been around for more than 50 years and are still growing.

We are looking for a results-driven Sales Representative to help grow revenue across education and training programs, membership recruitment, trade‑show exhibit sales, and sponsorship initiatives. This client‑facing role focuses on prospecting, closing sales, expanding regional presence beyond Ontario, and supporting the organization’s overall growth strategy.

The salary range for this role is $50,000–$60,000 annually, with a competitive bonus structure of up to 30% of base salary. Total annual compensation can reach approximately $65,000–$78,000.

• Execute training sales initiatives through outbound outreach, email campaigns, social media engagement, and database marketing.
• Identify and pursue new prospects from various sources to generate and close sales for education and certification programs.
• Build relationships with contractors, distributors, manufacturers, and industry stakeholders to promote HRAI’s training offerings.
• Maintain and update relevant sections of the HRAI IMIS database, including contact records, lead tracking, and sales activity reporting.
• Maintain a thorough understanding of HRAI’s education programs, certifications, and service offerings to confidently position value propositions.
• Participate in trade shows, industry events, and networking opportunities to promote training programs.

• Grow HRAI’s membership base across all three divisions by recruiting new members.
• Identify and target prospective members across Canada, with a strategic focus on expanding outside Ontario.
• Conduct outreach via phone, email, virtual meetings, and in‑person visits to educate prospects on the benefits of HRAI membership.
• Deliver tailored presentations that align membership value with the prospect’s business goals.
• Develop and maintain a strong membership sales pipeline to meet and exceed growth targets.
• Support membership retention efforts through last‑mile sales.

• Collaborate with the Events Team to prospect and secure exhibit space sales for HRAI’s trade shows and signature events.
• Actively seek new sales opportunities through outbound calls, emails, networking, and social media outreach.
• Qualify leads and maintain a robust sales pipeline to achieve event revenue targets.
• Prepare and deliver compelling proposals and presentations that clearly communicate the value of participating in HRAI events.
• Recommend tailored exhibit and sponsorship packages aligned with client marketing objectives.
• Address client inquiries, negotiate terms, and close sales in a timely and professional manner.

• Drive sponsorship revenue growth across HRAI programs, events, and initiatives.
• Develop and execute strategies to increase annual sponsorship revenue, aiming for significant growth over the next three years.
• Identify, approach, and secure new corporate sponsors while expanding existing sponsor relationships.
• Create customized sponsorship packages that align with sponsor marketing and business objectives.
• Collaborate with internal teams to ensure sponsor deliverables are executed effectively.
• Track sponsorship commitments, renewals, and reporting metrics.

• Proven ability to meet or exceed revenue targets.
• Strong presentation, negotiation, and closing skills.
• Proficiency in CRM/database management systems.
• Excellent communication and relationship‑building skills.
• Strong prospecting and lead generation capabilities.
• Strategic thinking combined with strong tactical execution.
• Customer‑focused and relationship‑oriented approach.
• Highly organized with strong…