National Segment Leader – Service, Replacement and Retrofit

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

Hybrid work policy

Early vacation program

Job summary

Master seeks a National Segment Leader – S&R to drive profitable growth across Canada’s HVAC-R distribution. You will formulate segment strategy, analyze market dynamics, and lead growth plans through collaboration with Sales, Marketing, Product, Pricing, Supply Chain, and Operations.

You will own revenue, gross margin, and KPIs, guiding go-to-market initiatives and vendor partnerships. A commercially minded leader with execution capability is essential for success in this role.

Qualifications

• 15+ years of progressive sales & marketing experience in HVAC-R, S&R, or related distribution in Canada.
• Experience leading large cross-functional teams and enterprise-wide initiatives.
• Experience partnering with manufacturers or vendors on growth initiatives.

Responsibilities

• Own segment strategy, growth, and accountability across Canada for S&R.
• Lead cross-functional execution through influence with regional teams.
• Align segment priorities with local business plans and marketing calendars.
• Support integration of acquisitions by aligning new businesses to segment strategies.

Skills

Strategic thinking

Customer focus

Collaboration & influence

Drive results

Bilingualism

Education

Bachelor’s degree in business/related field

MBA or advanced postgraduate education

Tools

CRM

ERP

BI tools

Job description

The National Segment Leader – S & R (Service, Replacement and Retrofit) is a senior commercial leadership role responsible for driving profitable growth within the S & R market and Dealership channel 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 – S & R has accountability for the overall financial performance, growth, profitability, and market position of the S & R 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:

Segment Strategy, Growth and Accountability

• Own the definition and ongoing refinement of the S & R segment, 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.

Execution Through Influence and Communications

• Lead execution of the S & R 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 S & R 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

What You Bring to Our Team:

Educational Requirements

• Bachelor’s degree in business, Marketing, Engineering, or a related field (required).
• MBA or other relevant postgraduate education (preferred).

Experience & Background

• + 15 years of progressive sales & marketing experience in HVAC-R, S & R products and distribution channels, or a closely related industry in the Canadian Market and its regional and regulatory differences
• Demonstrated experience leading a S & R segment, national business units, market segments, or product portfolios with significant revenue responsibility.
• Proven success leading large-scale cross-functional teams and enterprise-wide initiatives. with indirect leadership responsibility.
• Experience partnering with manufacturers or vendors on joint growth initiatives.
• Background in sales leadership, product management, marketing, or commercial strategy is highly desirable.
• History of delivering growth in both mature and emerging segments.
• Exposure to CRM, ERP, and business intelligence tools used in large distribution environments is considered an asset.
• Bilingualism is an important asset

Key Competencies

• Strategic Thinking: Ability to translate market and customer insight into clear, actionable growth strategies for the S & R Segment.
• Customer Focus: Deep empathy for contractor and end customer needs within the assigned segment.
• Collaboration & Influence Without Authority: Proven ability to lead and collaborate with cross functional and regional teams through alignment, credibility, and persuasion.
• Drive Results: Ability to move from strategy to action, manage priorities, and drive follow through.

Annual base salary ranging from $190,000 to $200,000.

Variable compensation program including an annual bonus and/or commissions, in accordance with the applicable terms and conditions.

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.