National Segment Leader - Residential

The National Segment Leader – Residential is a senior commercial leadership role responsible for driving profitable growth within the Residential market segment for HVAC-R equipment distribution. The role owns the residential 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 – Residential 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:

Segment Strategy, Growth and Accountability

• Own the definition and ongoing refinement of the Residential segment, including customer personas, buying behaviors, channel dynamics, homeowner trends, contractor needs, 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 product assortment, exclusives, incentive programs, and go-to-market initiatives focused on the residential market.
• Monitor changes in residential construction, renovation, energy efficiency regulations, electrification trends, and consumer preferences to identify emerging opportunities.

Execution Through Influence and Communications

• Lead execution of the Residential segment growth plan and monitor execution progress 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 regions and business units.
• Align with regional leadership to embed Residential segment priorities into local business plans, sales targets, and marketing calendars.
• Establish governance processes for performance reviews, KPI tracking, and corrective actions.
• Act as the Residential segment subject matter expert, supporting sales teams with customer insights, value propositions, market intelligence, and competitive positioning.
• Support integration of acquisitions by aligning newly acquired businesses with Residential segment strategies, product portfolios, and go-to-market approaches.
• 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 and marketing experience within HVAC-R residential products, residential distribution channels, or a closely related industry within the Canadian market, including knowledge of regional market and regulatory differences.
• Demonstrated experience leading a Residential segment, national business unit, market segment, or product portfolio with significant revenue responsibility.
• Proven success leading large-scale cross-functional teams and enterprise-wide initiatives with indirect leadership responsibility.
• Experience partnering with manufacturers and vendors on strategic growth initiatives.
• Background in sales leadership, product management, marketing, or commercial strategy is highly desirable.
• History of delivering growth in both mature and emerging market segments.
• Exposure to CRM, ERP, and business intelligence tools used in large distribution environments is considered an asset.
• Bilingualism (English/French) is an important asset.

Key Competencies

• Strategic Thinking: Ability to translate market and customer insights into clear, actionable growth strategies for the Residential segment.
• Customer Focus: Deep understanding of residential contractors, builders, developers, and homeowner needs, with the ability to anticipate evolving market requirements.
• Collaboration & Influence Without Authority: Proven ability to lead and collaborate with cross-functional and regional teams through alignment, credibility, and persuasion.
• Results Orientation: Ability to move from strategy to execution, manage priorities effectively, and drive measurable business outcomes.
• Market & Business Acumen: Strong understanding of residential HVAC-R market trends, competitive dynamics, channel strategies, and profitability drivers.
• Analytical Decision-Making: Ability to leverage data and insights to identify opportunities, mitigate risks, and optimize segment performance.

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.