Regional Sales Manager (HVAC)

Une offre d'emploi en français est présentée ci-dessous. / A French job posting is listed below. Position: Regional Sales Manager (“RSM”) Location: Montreal (in-person) Travel demand: ~25-35% External Stakeholders: Rep Firms, Architect & Engineering (A&E) Firms, Contractors, Facility Owners Role purpose The RSM is responsible for driving profitable growth within his/her assigned territory by establishing, developing, and managing the manufacturer's representative network, building sales pipeline, improving quote conversion, enforcing pricing discipline, and obsessively supporting customers through the sales process. The RSM will act as the “commercial owner” of the territory: creating demand, training, onboarding and activating reps, protecting margin, improving forecast quality, securing BoD positions, and converting sales opportunities into profitable orders—all whilst building customer confidence and brand equity around the company's proprietary HVAC manufacturing expertise. Company-Candidate Fit Check: For 60+ years, we have engineered industry-leading HVAC solutions while remaining customer-focused and relentlessly innovative. Our products protect some of the world's most demanding environments—including water and wastewater treatment facilities, research and lab rooms, pharmaceutical and nutraceutical manufacturing plants, semiconductor fabs, clean rooms, universities, healthcare facilities, pulp and paper mills, and natatoriums. Trusted by engineers, contractors, and facility owners alike, we serve customers in more than 30 countries through one of the industry's most respected manufacturer's representative networks. This role is ideal for you if you: Can sell semi-custom or engineered HVAC/R solutions like you own the market. Think culture isn't free pizza—it's working with people who challenge you, trust you, and have your back. Are hungry to do the best work of your career—and have fun. Want your fingerprints all over the next chapter of a growing company, not just another line on your résumé. Get fired up by performance, competition, and uncapped earning potential. Believe who you build with matters just as much as what you build. Roles & responsibilities: A) Technical-Commercial Sales Support Support reps and customers during the sales process by helping qualify opportunities, clarify technical needs, position MK's solutions, and coordinate internal technical input. Work with Engineering and Production to ensure customer requirements are properly translated into quotations, product selections, and commercial proposals. Participate in key customer calls, rep meetings, site visits, lunch-and-learns, engineer presentations, and contractor discussions. Help reps influence projects before specifications are locked, especially where corrosion resistance, FRP durability, life-cycle value, or custom HVAC requirements matter. Coordinate technical exceptions, special pricing requests, submittal expectations, and commercial terms before quotation release where required. B) Rep Onboarding, Training & Enablement Provide feedback to Product/Engineering on recurring customer needs, product gaps, competitor positioning, and market trends. Train reps on MK’s core products, including FRP fans, corrosion-resistant air movement products, high plume dilution systems, dampers, louvers, mist eliminators, plenums/ERUs, and other special engineered ventilation solutions. Conduct periodic refreshers for reps based on product updates, margin performance, common quote errors and customer feedback. C) Rep network management Serve as the primary point of contact and commercial leader for reps in the territory. Assess rep performance within the territory, quote activity, conversion, revenue, margin quality, customer access, and product competence. Establish clear expectations for each rep: target accounts, quote follow-up, specification activity, project registration, CRM hygiene, forecast accuracy, and customer responsiveness. Conduct quarterly rep business check-ins and annual reviews covering pipeline, open quotes, won/lost opportunities, pricing issues, competitive threats, and support needs. Identify rep gaps and recommend changes where coverage, effort, or technical capability is insufficient. D) Territory Growth Strategy Deliver on the sales performance for the assigned territory, including revenue, gross margin, EBITDA contribution, quote conversion, pipeline growth, and rep productivity. Build and maintain a territory pipeline with clear stages, close probabilities, expected order timing, competitive position, and margin outlook. Participate in annual territory budget reviews, including revenue targets, order intake expectations, gross margin / EBITDA contribution, discount pools, sales and marketing OPEX, and travel and trade show spend. E) Market Intelligence & Competitive Positioning Maintain current knowledge of competitors, alternative materials, pricing behavior, rep coverage, lead times, and market trends. Capture feedback from reps and customers on product gaps, market demand, specification trends, and unmet needs. Support new product or product-improvement recommendations based on field evidence. F) Process Discipline and Continuous Improvement Track win/loss reasons, including price, lead time, specification fit, competitor, product gap, rep relationship, and customer timing. Partner with Customer Service / Inside Sales to create a disciplined quote follow-up cadence. Escalate key quotes that require management attention, special pricing, expedited lead time, or technical clarification. G) Territory Marketing Plan Contribute to the annual territory marketing plan, incl. product/application collateral, trade shows, lunch-and-learns, sponsored events, and market-development campaigns. Qualifications & Requirements: Bachelor’s degree or diploma in HVAC, Building Sciences, Mechanical Engineering, Industrial Technology, or related field. 5–10+ years of B2B industrial sales, HVAC/R sales, engineered-products sales, or manufacturerrep/ channel sales experience. Familiarity with AMCA or ASHRAE courses, AMCA Fan Laws / Fan Curves selection, is a huge asset. Experience with HVAC/R products requiring pre-sale support, application clarification, quotations, submittals, or engineer/customer coordination. Proven experience managing independent reps, agents, distributors, or channel partners—and being held accountable for territory sales targets. Strong proficiency in MS O􀆯ice (Excel, Outlook); comfort with dashboards/trackers. Proficiency in ERP/CRM based pipeline management, quote follow-up, forecasting, and territory planning (SAP, Dynamics, SalesForce, HubSpot, NetSuite, etc.) Must be able to meet the travel requirements of this position. The complete position package will be disclosed only to shortlisted candidates.

The Regional Sales Manager is responsible for driving profitable growth by managing the manufacturer's representative network and building a robust sales pipeline. They act as the commercial owner of the territory, overseeing technical sales support, rep training, and the execution of territory growth strategies.

Candidates must possess a bachelor's degree in a relevant technical field and 5-10 years of experience in B2B industrial or HVAC sales. Proficiency in CRM software and experience managing independent sales channels are essential requirements for this role.

• Account ManagementSouhaitée
• NegotiationSouhaitée
• Gestion de projetSouhaitée
• Business developmentSouhaitée
• CRMSouhaitée

Relevées dans la description du poste. Confirmez les exigences importantes ci-dessus.

• HVAC
• B2B Sales
• Channel Management
• Technical Sales
• Account Management
• Strategic Planning
• Market Intelligence
• CRM
• Sales Forecasting
• Engineering Coordination
• Product Training
• Negotiation
• Business Development
• Project Management
• Pricing Strategy
• Relationship Management

• Sales
• Engineering
• Manufacturing
• Management & Leadership
• Construction

Formation minimale

Baccalauréat

Expérience minimale

5+ ans

Postuler avant le

5 oct. 2026

Langue de l’offre

anglais

Heures de travail

40 heures par semaine

Niveau d’expérience

Mid-Senior level

Mode de candidature

La candidature directe est offerte