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Sales Engineer

Job Number: J0920-0883
Job Type: Permanent Full Time
City, Province, Country: Nepean, Ontario, Canada
Job Category: Engineering
Number of Positions: 1
Job Location: Nepean

Leader in the heating, ventilation, air conditioning and refrigeration industry for more than 65 years, The Master Group is the largest distributor of the HVAC-R sector in Canada. Its more than 900 dynamic and dedicated employees serve the industry in more than 42 branches and 5 distribution centers from coast to coast.

Reporting to the Sales Director, the Sales Engineer will be responsible for representing the company to the assigned customers. They must respond, in collaboration with the other members of the department, to the requirements of the customers with the objective of increasing sales and profits. The incumbent will be responsible for developing and leveraging Master value propositions based on knowledge of customer challenges and business objectives. They are responsible to find, qualify and onboard new accounts through various methods of outbound prospecting.

Principal tasks:

Manage all sales aspects of the assigned customer accounts
o Develop and implement annual territory sales plans and strategies to protect, maintain and grow business from assigned accounts that meet the growth and margin objectives of the territory as determined by the company.
o Develop and implement annual territory sales plans and strategies to acquire new accounts that meet the growth and margin objectives of the territory as determined by the company.
o Develop and maintain up to date Account Plans with key accounts reflecting actions to maximize recognition of Master Group value by the account.
o Initiate outbound prospecting activities to attain new accounts that meet margin requirements
o Ensure the solutions being proposed to the consultant meet the technical, financial and scheduling requirements of the project, that were provided by the building owner.
o Work with customer base to ensure the specifications and drawings indicate clearly key features of the specified equipment in order to maximize Master probability of winning the project bid.
o Perform final review project bid documents to validate consultant design and promptly report any deviations to the consultant.
o Assist design build contractors in developing their HVAC&R system design in order to maximize their chance of winning the bid based on criteria laid out by the building owner.
o Perform technical product presentation to large and small groups of customers.
o Communicate clear and concise information to internal resources and other departments within the company (R)
o Conduct final review of quotations and proposals to ensure that they meet project requirements
o Validate the quotes done by the estimation team before the sale of the project (analysis of plans and specifications, price updates) in order to maximise the profit of the sale (R)
o Acquire the technical and market knowledge necessary to represent the products and position the added value of Master Group to the customer
o Possess the ability to identify and be involved in problem resolution related to technical issue and design
o Participate in trade associations


Engineering university degree or equivalent experience (HVAC/Mechanical)
Possess a minimum of 3 to 5 years’ experience in the sales environment in HVAC field
In depth knowledge of products technical applications (HVAC products)
Must have a valid driver’s license and be willing to travel
High level of commitment to exceptional customer service
Strong sales abilities and persuasiveness, demonstrated track record of success
Ability to work under pressure
Excellent communication skills, both verbal and written, including presentation skills
Excellent organizational skills and the ability to multitask
Professional phone manner and customer service skills
Excellent reading comprehension and ability to analyse and understand complex documents and drawings.
Ability to work with all levels of management (Directors, internal & external sales, etc.)
Knowledge of Microsoft Office Suite
Proficiency in CRM software (an asset)

Work conditions:

  • We offer our employees a competitive salary based on experience
  • Our group insurance program (medical, dental, short and long-term disability) supports our employees and their families
  • We contribute to your group RRSP
  • We support health of our employees by providing a Health Program (contribution to a membership in a fitness center)