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 resume.
- 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.
- 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:
- Diploma in HVAC or Building Sciences is a requirement, but Mechanical Engineering with relevant HVAC experience will be considered.
- At least 5–7 years of HVAC or refrigeration sales, or engineered-product sales is required
- Proven experience managing independent reps, agents, distributors, or channel partners - and being held accountable for territory sales targets.
- Strong proficiency in MS Office (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 USA-travel requirements of this position.
- Strong oral and written proficiency in English (significant customer base in USA)
- Familiarity with AMCA or ASHRAE courses and AMCA Fan Laws / Fan Curves selection is a huge asset.
The complete position package will be disclosed only to shortlisted candidates.
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Rôles et responsabilités
A) Soutien technico-commercial aux ventes
- Appuyer les représentants et les clients durant le processus de vente en aidant à qualifier les occasions, à clarifier les besoins techniques, à positionner les solutions de MK et à coordonner l'apport technique interne.
- Collaborer avec l'Ingénierie et la Production pour s'assurer que les exigences des clients se traduisent correctement en soumissions, en sélections de produits et en propositions commerciales.
- Participer aux appels clients importants, aux réunions avec les représentants, aux visites de site, aux dîners-conférences, aux présentations aux ingénieurs et aux discussions avec les entrepreneurs.
B) Intégration, formation et habilitation des représentants
- Transmettre au service Produits/Ingénierie une rétroaction sur les besoins récurrents des clients, les lacunes des produits, le positionnement des concurrents et les tendances du marché.
- Former les représentants sur les produits phares de MK, notamment les ventilateurs en PRF, les produits de déplacement d'air résistants à la corrosion, les systèmes de dilution à panache élevé, les registres, les persiennes, les séparateurs de gouttelettes, les plénums / unités de récupération d'énergie (ERU) et d'autres solutions de ventilation sur mesure.
- Offrir aux représentants des formations de mise à niveau périodiques en fonction des mises à jour de produits, du rendement des marges, des erreurs courantes de soumission et de la rétroaction des clients.
C) Gestion du réseau de représentants
- Agir comme principal point de contact et leader commercial des représentants du territoire.
- Évaluer le rendement des représentants du territoire : activité de soumission, taux de conversion, chiffre d'affaires, qualité des marges, accès aux clients et maîtrise des produits.
- Établir des attentes claires pour chaque représentant : comptes cibles, suivi des soumissions, activité de spécification (devis), enregistrement des projets, rigueur dans le CRM, exactitude des prévisions et réactivité envers les clients.
D) Stratégie de croissance du territoire
- Atteindre les objectifs de vente du territoire assigné, notamment le chiffre d'affaires, la marge brute, la contribution au BAIIA, la conversion des soumissions, la croissance du pipeline et la productivité des représentants.
- Bâtir et maintenir un pipeline de territoire comportant des étapes claires, des probabilités de conclusion, un échéancier prévu des commandes, un positionnement concurrentiel et des perspectives de marge.
E) Veille de marché et positionnement concurrentiel
- Maintenir une connaissance à jour des concurrents, des matériaux de substitution, des comportements de prix, de la couverture des représentants, des délais de livraison et des tendances du marché.
- Recueillir la rétroaction des représentants et des clients sur les lacunes des produits, la demande du marché, les tendances en matière de spécifications et les besoins non comblés.
- Appuyer les recommandations de nouveaux produits ou d'améliorations de produits fondées sur des données du terrain.
F) Plan de marketing du territoire
- Contribuer au plan de marketing annuel du territoire, incluant le matériel sur les produits et les applications, les salons professionnels, les dîners-conférences, les événements commandités et les campagnes de développement de marché.
Le dossier complet du poste ne sera divulgué qu'aux candidats présélectionnés.
