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Outside Sales Representative – Business Solution

Job Number: J1021-0151
Job Type: Regular
City, Province, Country: Hamilton, Ontario, Canada
Job Category: External Sales
Number of Positions: 1
Job Location:

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.

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 the Master value proposition, 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
• 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.
• 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.
• Develop and maintain up to date Account Plans with key accounts reflecting actions to maximize recognition of Master Group value by the account.
• Initiate outbound prospecting activities to attain new accounts that meet margin requirements
• Evaluate customers’ purchase orders and ensure that they comply with the company’s terms and conditions.
• Communicate clear and concise information to internal resources and other departments within the company
• Carry out administrative tasks related to the sale
• Proactively deal with contractual and technical issues related to the customers
• Contribute to weekly sales meetings and provide feedback on competitive information
• Participate in team go-to-market strategy discussions
• Conduct final review of quotations and proposals to ensure that they meet project requirements
• 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
• Schedule and lead the kick meeting for important project
• Input and maintain customer information in CRM database
• Grow business relationships with customers to generate added business opportunities
• Strategically position the business value of product offerings to generate sales opportunities
• 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.
• Facilitate periodic customer value review meetings with customer senior management decision makers, with key accounts.
• Facilitate synergy between Master inside sales team and customers
• Collaborate with the inside sales team to generate value for Master Group and customers
• Work with your assigned Sales Director to ensure outbound new account prospecting activities are aligned with sales strategy
• Be directly involved in key project closing meetings
• Perform follow-ups and document feedback and status in CRM on account strategies and relationship action plans, quoted projects as well as non-project quotes
• Acquire the technical and market knowledge necessary to represent the products and position the business value of Master Group to the customer
• Be knowledgeable about the various selection software provided by our manufacturers.
• Utilize CRM as a strategic tool, for prospecting, analysis, sales and management of quotes and projects
• Increase professional and personal skills by participating in soft skills training provided by Master or by external trainers
• Possess the ability to identify and be involved in problem resolution related to technical issue and design
• Participate in trade associations


• Relevant University and/or College education (HVAC)
• 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
• Good sales abilities and persuasiveness
• Ability to close sales and work under pressure
• Excellent communication skills, both verbal and written
• Excellent organizational skills and the ability to multitask
• Professional phone manner and customer service skills
• Strong time management and decision-making skills
• Knowledge of Microsoft Office Suite
• Work autonomously as well with a team to meet a common outcome.
• Completion of sales related training programs (an asset)
• Previous similar working experience in HVAC field with advanced technical knowledge (an asset)
• Proficiency in CRM software (an asset)

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