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Regional Sales Manager - AB, SK & MB

Job Number: J0921-0252
Job Type: Régulier
City, Province, Country: Calgary, Alberta, Canada
Job Category: External Sales
Number of Positions: 1
Job Location: Calgary

A leader in the heating, ventilation, air conditioning, and refrigeration sectors for almost 70 years, The Master Group is the largest independent HVAC-R distributor in Canada. The company employs over 1,000 dynamic and devoted individuals who serve the industry at over 50 branches and 4 distribution centers spanning from coast to coast. To learn more, visit or follow us on LinkedIn at:

As a Regional Sales Manager, you will use superior strategic business sense to maximize sales profitability and return on capital from business opportunities for the Alberta, Saskatchewan & Manitoba Territories. You will be expected to develop budgets, target key accounts, and work closely with all departments to ensure a team atmosphere approach to sales and service.

Principal tasks:

• Develop effective sales training for new staff
• Coach and develop sales team in sales process and professional selling skills
• Set long- and short-term sales strategies for region, developed with regional director
• Oversee the sales activities in the region
• Recruit and lead hiring activities of sales team
• Set and review sales and personal development objectives for sales team
• Guide employees to ensure effectiveness of cross selling activities in all business segments
• Design cross selling campaigns and programs in all business segments
• Establish and maintain communication channels between product manager and sales teams
• Serve as a coach and mentor to sales team
• Assure that sales tools (CRM, sales reports) are being utilized for territory planning, customer calls and account evaluation
• Evaluate and coach sales team on sales call technique through Joint sales call activity
• Work with Regional Director and Product Management Director to facilitate new and additional product opportunities in the market
• Implement and maintain a regular sales reporting process with sales teams
• Work with Marketing team to support and contribute to marketing programs
• Communicate weekly report to regional director on area activities.
• Be an active and contributing member of the WCLT
• Develop customer relationships with large Regional and National account customers – work with Strategic Business Development Director
• Be in-market 3 days per week on joint sales calls with sales team
• Support closing activities on large projects and large deals within the Region
• Responsible for meeting and exceeding sales and margin targets for the Regions sale’s
• Develop strong vendor relationships and leverage these partnerships to grow sales in the
• Work closely with the Branch Directors within the Region on market opportunities and
alignment between sales and branch operations
• Execute on programs and initiatives built with Product Management Director


• University degree in business or equivalent in business experience
• 5 to 7 year’s experience managing in a sales team environment
• Solid judgement and decision-making skills
• Creative thinker, both strategic and tactical
• Demonstrate strong people leadership competencies including promoting teamwork and open communication, effective problem solving and conflict management
• Motivates and inspires others towards organizational goals and objectives
• Acts ethically in accordance to organizational values, addressing issues appropriately
• Strong planning & execution background
• Position the company as the leader in the industry within the region
• Excellent sales abilities and persuasiveness (towards clients & sales reps)
• Good organization skills with ability to manage priorities & schedule
• Good judgment in decision making, initiative and resourcefulness
• Excellent communication skills, coupled with diplomacy and courtesy
• Knowledge of MS Office programs
• In depth knowledge of products technical applications
• Technical knowledge of products (Master and competition)
• Commercial experience in the markets targeted by these products

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 (service of psychologists, lawyers, notaries and parental assistance)
  • 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
  • Free coffee