Applied & Industrial Sales Manager

Master; Burnaby; Hybrid; CAD 135,000 - 165,000; Full time

Benefits offered by this job

Medical and dental coverage

Disability protection

Retirement savings plan

Wellness spending account

Employee assistance program

Telemedicine

Professional association membership

Early vacation program

Hybrid work policy

Job summary

Master is seeking an Applied & Industrial Sales Manager to drive growth of its HVAC business across British Columbia. You will lead a field team of Outside Sales Representatives, shape the sales strategy, and influence project specifications from design through award.

You will manage a high-performing team, develop technical and commercial solutions, and ensure a strong CRM discipline while mentoring engineers, contractors and consultants to win major projects.

Qualifications

• 8–10 years of progressive experience in Applied HVAC or Industrial HVAC sales, application engineering or specification.
• 3+ years of people leadership experience, or demonstrated experience leading, coaching or mentoring a sales team.
• Proven success influencing consulting engineers and closing projects with large mechanical contractors.
• Strong knowledge of Applied HVAC systems, including chillers, air handling units, applied rooftops, hydronics and ventilation.
• Experience with engineered-to-order or configured equipment and multiple procurement methods.
• Strong commercial acumen, including pricing, margin management, negotiation and risk assessment.
• Ability to read and interpret mechanical drawings, schedules and specifications.
• Strong communication and presentation skills, with the ability to engage both technical and commercial audiences.
• Ability to lead through influence and collaborate effectively across sales, engineering, product management and operations.
• Established network within the British Columbia consulting engineering and mechanical contracting community, or the ability to build one quickly.
• Engineering degree, technical diploma in HVAC/building mechanical systems or equivalent experience. P.Eng. or ASHRAE certification is an asset.
• Valid driver’s license and willingness to travel throughout British Columbia.

Responsibilities

• Lead, coach and develop a team of Outside Sales Representatives, setting clear objectives and driving performance, capability and accountability.
• Develop and execute the Applied & Industrial sales strategy for British Columbia, with a focus on revenue growth, market share and profitable margin.
• Build and strengthen relationships with consulting engineering firms and large mechanical contractors to influence specifications and create early-stage project opportunities.
• Drive Master and vendor equipment specifications as the basis of design or an accepted equal on targeted projects.
• Lead major project pursuits, including qualification, bid/no-bid decisions, solution strategy, pricing, margin management and closing.
• Guide the team in developing effective technical and commercial solutions for complex HVAC projects.
• Monitor market and competitive intelligence and translate industry trends, project activity, codes and incentive programs into sales opportunities.
• Partner with Product Management, Estimation, Inside Sales, Sales Engineering, Operations and vendors to deliver successful customer solutions.
• Maintain a disciplined pipeline and forecasting process while ensuring strong CRM practices and pursuit visibility.

Skills

Sales leadership

HVAC sales

Consulting engineers

Project pursuit

Pricing & margin

Education

Engineering degree

Tools

CRM systems

Job description

As the Applied & Industrial Sales Manager, you will lead the growth and market development of Master’s Applied and Industrial HVAC business across British Columbia. Reporting to the Regional Sales Director, you will lead a team of Outside Sales Representatives while building strong relationships with consulting engineers, mechanical contractors, owners and other key industry stakeholders. This is a hands‑on leadership role where you will combine sales leadership, technical expertise and commercial strategy to influence projects from the design stage through to award. You will play a key role in strengthening Master’s specification position, growing profitable sales and developing a high‑performing sales team.

What you will accomplish with us:

• Lead, coach and develop a team of Outside Sales Representatives, setting clear objectives and driving performance, capability and accountability.
• Develop and execute the Applied & Industrial sales strategy for British Columbia, with a focus on revenue growth, market share and profitable margin.
• Build and strengthen relationships with consulting engineering firms and large mechanical contractors to influence specifications and create early-stage project opportunities.
• Drive Master and vendor equipment specifications as the basis of design or an accepted equal on targeted projects.
• Lead major project pursuits, including qualification, bid/no-bid decisions, solution strategy, pricing, margin management and closing.
• Guide the team in developing effective technical and commercial solutions for complex HVAC projects.
• Monitor market and competitive intelligence and translate industry trends, project activity, codes and incentive programs into sales opportunities.
• Partner with Product Management, Estimation, Inside Sales, Sales Engineering, Operations and vendors to deliver successful customer solutions.
• Maintain a disciplined pipeline and forecasting process while ensuring strong CRM practices and pursuit visibility.

What You Bring to Our Team:

• 8–10 years of progressive experience in Applied HVAC or Industrial HVAC sales, application engineering or specification.
• 3+ years of people leadership experience, or demonstrated experience leading, coaching or mentoring a sales team.
• Proven success influencing consulting engineers and closing projects with large mechanical contractors.
• Strong knowledge of Applied HVAC systems, including chillers, air handling units, applied rooftops, hydronics and ventilation.
• Experience with engineered-to-order or configured equipment and multiple procurement methods.
• Strong commercial acumen, including pricing, margin management, negotiation and risk assessment.
• Ability to read and interpret mechanical drawings, schedules and specifications.
• Strong communication and presentation skills, with the ability to engage both technical and commercial audiences.
• Ability to lead through influence and collaborate effectively across sales, engineering, product management and operations.
• An established network within the British Columbia consulting engineering and mechanical contracting community, or the ability to build one quickly.
• Engineering degree, technical diploma in HVAC/building mechanical systems or equivalent experience. P.Eng. or ASHRAE certification is an asset.
• Valid driver’s license and willingness to travel throughout British Columbia.

Compensation Information:

Base Salary: starting at $150,000 annually

Supplemental Pay Types Include: Annual bonus and/or commissions

The final salary will be determined based on the candidate’s skills and experience, in compliance with applicable regulations.

Competitive Benefits:

• Medical and dental coverage from day one, along with short and long-term disability protection
• Contribution to a collective registered retirement savings plan upon starting your role.
• Wellness spending account
• An employee assistance program including psychological, financial, and legal support.
• Access to telemedicine from the beginning of your employment.
• Reimbursement of professional association membership fees.
• Early vacation program.
• Work-life balance supported through a hybrid work policy.

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.