Leader National – Segment CVAC-R; Systèmes Appliqués
Location: Montreal
National Segment Leader – Applied & Industrial
For more than 70 years, we've been making a difference, in every degree.
At Master, our people are the driving force behind our success. As Canada's largest HVAC-R distributor and one of North America's industry leaders, we're proud to bring together more than 2,000 employees across nearly 100 locations in Canada and the United States.
Every day, our teams help deliver innovative solutions that improve comfort, energy efficiency, and building performance. Through collaboration, expertise, and a commitment to doing what's right, we create lasting value for our customers, partners, and communities.
Guided by our purpose — Improving people's lives, in every degree — we empower our employees to grow, make a meaningful impact, and build rewarding careers in an environment where people, teamwork, and continuous improvement come first.
The National Segment Leader – Applied and Industrial is a senior commercial leadership role responsible for driving profitable growth within the Applied and Industrial customer segment for HVAC-R equipment distribution. The role owns segment strategy end to end: deep customer and market analysis, growth planning, and execution through influence — working with regional sales, marketing, product, and operations teams that do not directly report to the National Segment Leader.
The National Segment Leader - Applied and Industrial has accountability for the overall financial performance, growth, profitability, and market position of the segment across Canada.
Acting as a senior business leader for the segment, the role establishes strategic priorities, allocates investment focus, and drives alignment across Sales, Marketing, Product Management, Pricing, Supply Chain, and Operations.
This position is ideal for a commercially minded leader who combines strategic thinking with hands on execution, strong analytical skills, and the ability to lead through collaboration and credibility rather than formal authority.
What You Will Accomplish With Us
- Own the definition and ongoing refinement, including customer personas, buying behaviors, channel dynamics, and value drivers.
- Analyze market size, share, growth rates, competitive landscape, and regional differences across Canada.
- Use quantitative and qualitative data (CRM, ERP, market research, vendor insights, field feedback) to identify growth opportunities and risks.
- Establish clear segment growth objectives and KPIs aligned with corporate strategy, financial targets, and vendor priorities.
- Identify opportunities within the segment and define acquisition, retention, and expansion strategies.
- Own accountability for achieving segment revenue, gross margin, and growth objectives.
- Collaborate with product management and vendor partners to influence assortment, exclusives, programs, and go to market initiatives.
- Lead execution of the applied and industrial segment growth plan and monitor execution progress (KPIs) through regional sales and marketing teams that do not directly report to the role.
- Translate segment strategy into clear priorities, playbooks, campaigns, and sales motions for the field impacting multiple region and business units
- Align with regional leadership to embed the segment priorities into local business plans, sales targets, and marketing calendars. Establish governance for performance reviews and corrective actions.
- Act as the segment subject matter expert, supporting sales teams with customer insights, value propositions, and competitive positioning.
- Support integration of acquisitions by aligning newly acquired businesses to segment strategies, product portfolios, and go-to-market motions.
- Build organizational capability by mentoring and developing…
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