National Segment Leader – Applied & Industrial

The Groupe Master; Montreal (administrative region); Hybrid; CAD 190,000 - 200,000; Full time

Benefits offered by this job

Medical and dental coverage

Wellness spending account

Employee assistance program

Telemedicine access

Membership fees reimbursement

Job summary

Master is seeking a senior National Segment Leader – Applied and Industrial to drive profitable growth for the segment across Canada. The role owns segment strategy end-to-end, from customer insights to execution, and collaborates with regional sales, marketing, product management and operations teams.

The position requires strong strategic thinking, hands-on execution and credibility through collaboration, with accountability for revenue, gross margin and growth.

Qualifications

• Senior leadership with P&L ownership.

Responsibilities

• Own the definition and refinement of segment strategy including personas, buying behaviours, channel dynamics and value drivers.
• Drive growth through analysis of market size, share, growth, competition and regional differences across Canada.
• Set KPIs aligned with strategy and vendor priorities; own revenue, gross margin and growth targets for the segment.
• Collaborate with product management and vendor partners to influence assortment, programs and go-to-market initiatives.
• Mentor and develop commercial talent across the organization.
• Support integration of acquisitions by aligning new businesses to segment strategies and portfolios.

Job description

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 Residential 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.

What You Bring to Our Team:

• Lead execution of the Residential 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 Residential 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 commercial talent across the organization.

Compensation Information:

• Base Salary: $190,000 - $200,000 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: In addition to a rewarding career within our team, we offer

• 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.