Regional Sales Manager — Eastern Canada

A leader in the heating, ventilation, air conditioning and refrigeration industry, and celebrating its 70th anniversary in March 2022, The Master Group has been named one of Canada's Best Managed Companies since 2010 and is the largest privately held HVAC-R distributor in Canada. Today, the company employs 1,300 dynamic and dedicated people who serve the industry in more than 49 branches and 4 distribution centers from British Columbia to the Atlantic Provinces and in 19 branches in the United States.

The person will be responsible for creating value for our clients in the Canadian HVAC-R market by providing, with our group of experts, the best HVAC-R mechanical engineering solutions/equipment for industrial, institutional, commercial, and residential new construction and renovation applications for the Eastern market in alignment with the national vision and business solution strategies.

The regional sales manager reports to the vice president of business solutions sales for Eastern Canada.

Principal tasks:

- Mobilize and develop sales teams for each of the four business segments and after-sales departments
- Make sure that their performance and commitments evolve
- Create and execute sales growth plans, especially the five-year plan, in line with the company’s strategic initiatives
- Ensure the execution of standard sales processes (prospecting, qualification, design, bidding strategies, follow-ups, closing, management, operations, and after-sales) and extract the maximum value and opportunities at each stage of the value chain
- Promote the product ecosystem to create opportunities and competitive advantages
- Find new customers, create new relationships, and develop new markets
- Manage existing customer accounts (contractors, engineers, etc.) and have special relationships with senior executives
- Implement plans to develop the stakeholders’ (customers, employees, etc.) knowledge of products, systems, trends, and developments in the sector
- Maintain and improve relationships with manufacturers
- Solve or escalate issues with manufacturers and address sensitive issues with customers
- Create and maintain synergies with the distribution group to generate cross-selling opportunities and strategic advantages
- Promote, apply, and actively participate in process improvement initiatives. Manage and audit quality processes
- Promote, apply, and actively participate in data collection initiatives to generate accurate business information and key performance indicators
- Be involved in litigation, legal, credit, purchasing, logistics, and other inner workings of our business.

Requirements:

QUALITIES AND ABILITIES:
- Outstanding knowledge of French and English
- Good knowledge of MS Office
- Excellent knowledge of HVAC-R systems, e.g. SST
- Superior negotiating and influencing skills
- Excellent communication skills—verbal, listening, and written presentation skills
- Strategic thinker with an entrepreneurial spirit and a curious, innovative mind

TRAINING AND QUALIFICATIONS
- DEC or Bachelor’s degree in administration, building management, or related experiences
- More than 10 years of sales experience in the HVAC-R field
- At least 3 years of experience leading a sales team

SKILLS
- Focused on results: devotes significant effort to reaching goals and considers the attainment of targeted outcomes to be paramount
- Agility: adapts quickly, is flexible, and handles ambiguity well
- Learning ability: understands and assimilates new information
- Analysis and problem-solving: detects a problem, analyzes it, evaluates possible solutions, and chooses the most appropriate one
- Ability to organize and coordinate work: allocates resources, organizes work efficiently, and takes the necessary steps to achieve goals. Determines priorities
- Ability to inspect work: inspects work done by others to ensure that they are completing the tasks assigned to them
- Mobilizing leadership: motivates people to perform up to their full potential, work more efficiently, and be enthusiastic about their duties
- Collaboration: makes him or herself available to partners (clients, coworkers and supervisors), actively participates in reaching common goals, and fosters discussion within the team
- Stress management: remains calm and performs under pressure

Work conditions:

• Group insurance from day 1 (medical, dental, short and long term disability insurance)
• Contribution to a group RRSP upon hiring
• Employee assistance program (psychological, financial, legal and parental support services)
• Access to telemedicine with health professionals by chat or secure video session from day 1
• Contribution to membership in a fitness center
• Reimbursement of membership or renewal of a professional order
• Anticipated vacation program