Paul Pieper
National Director Of Business Development at The Master Group / Le Groupe Master- Claim this Profile
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French -
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Bio
Credentials
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Professional Engineer
Ordre des ingénieurs du QuébecMay, 1999- Nov, 2024
Experience
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Master
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Canada
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Wholesale
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500 - 600 Employee
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National Director Of Business Development
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Feb 2022 - Present
Provides strategic guidance and support for the development and prioritization of sales strategies, programs, growth initiatives, and projects for the Business Solutions divisionCoordinates intelligence between Sales, Marketing, and Engineering to deliver the overall market vision and direction for Business Solutions group and finds opportunities for synergies between Distribution and Business Solutions divisionsCaptures, develops, and promotes the company’s best sales practices and core values and promotes the company’s expertise and vision in the HVAC-R industry
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Director of Special Projects, Sales
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Jun 2020 - Feb 2022
Develops, maintains, and monitors the companies 5-year Growth Plan to identify, select and execute initiatives to meet sales objectives in Eastern and Central Canada to drive top line sales. Owns, develops, and manages the 3-year Growth Program for “Business Solutions” to remove obstacles and otherwise develop tools, processes and procedures to ensure sales growth, performance and profitability.Develops the company’s Sales Playbook to capture the business model, codify the value proposition, build consistency in the approach to market and provide the required training, tools, and best practices to our sales team to support our strategic pillars.Supports the company’s growth and expansion plans with detailed industry analysis (markets sizes, market shares and potentials) and helps to identify new customers and market opportunities. Provides technical vigilance with respect to pertinent trade associates as related to the “Business Solutions” division of The Master Group. Helps to identify potential markets and acquisition targets across Canada, and additionally supports M&A activities from due diligence (product ecosystem, sales and staff, risk analysis, etc.) through integration to help ensure the successful merger between entities and the realization of expected synergies. Analyzes competition, provides lines management analysis evaluations and recommendations, and provides technical evaluations and analysis on strategic products and sales strategies.Executes additional process improvement and transformational projects within the organization.
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Director of Applied, Commercial and Ventilation Products
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Jan 2020 - Dec 2021
Additonal Responsibility for managing commercial rooftops line across Canada and air distribution products in Eastern and Central Canada representing approximately 33% of the Product Portfolio. Successfully developed talent within the department to take on increased responsibilities in each major product category until they were autonomous in their job functions.Deployed weekly, bilingual, online training initiatives during the early months of the pandemic with pertinent and timely topics to several hundred customers at each session with multiple in-house and external presenters. Oversaw upgrades to our training facilities to incorporate working and functional VRF system(s) for contractor and sales training and promotion; additionally, certified the installation in accordance with the manufacturers guidelines such that it is the only independent, certified Canadian installation as of January 2020.
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Director of Applied Products
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Oct 2015 - Jan 2020
Increased sales by 20% and achieved the highest ever total volume of sales and record profitability for the category. Managed the entire Applied line card for Eastern Canada (Ottawa/Gatineau, Quebec and Atlantic Canada) including standard and custom AHUs, DOAS and DX-DOAs systems, AAERV, MUA units, fan coils, chilled beams, chillers, CRAC and custom CRAC equipment, humidification and dehumidification (mechanical and desiccant) equipment and vibration and noise control products. Reduced product line instability and turn-over through proper communication with vendors (training/forecasting/pipelines), meeting quotas and targeted promotion. Secured several major product lines to fill gaps in the line card resulting in multi million-dollar top line sales and healthy marginsDeveloped a private label by partnership with two suppliers to provide a single unique and specifiable product offering exclusive to our rep network. Created and deployed training initiatives to engineers, architects, contractors, owners and end-users. Developed templates and tools for strategic analysis and sales planning to satisfy both sales managers and suppliers.
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Nortek Air Solutions, LLC
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United States
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Machinery Manufacturing
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300 - 400 Employee
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Product Line General Manager, Venmar CES Unitary
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Jun 2013 - Oct 2015
Manages the entire product line(s) life cycle from strategic to tactical activities while continually implementing product improvements and cost reductions. Specifies market requirements for current and future products by conducting market research supported by on-going visits to customers and non-customers.Drives a solution set across development teams (primarily Engineering, Manufacturing and Marketing) through market requirements, product platforms, and positioning. Developes and implementes a go-to-market plan, and working will all departments to execute. Analyzes potential partner relationships for the product(s) and supports the development of technical and marketing related literature, software, and collateral material for the product line.Participates in development of the annual business plan, periodic forecasting, and analysis of market conditions as required.Leads the development of new products and modifications to existing products by managing the interfaces with the R & D group for the assigned product line(s). Develops written proposals outlining the request with goals and desired results clearly stated and utilizes gated product development process.Manages the marketing of the product line and development of technical and marketing related literature, software, and collateral. Develops and maintain a full complement of technical and sales material including technical manuals, bulletins, video, and software presentations and maintains selection and pricing software.Provides technical assistance to Application Engineers and field Sales Representatives. In conjunction with Application Engineers, develops creative unit design modifications that are customized to meet the specific needs of projects at the lowest manufactured cost and also provides support to the Application Engineers and Sales Representatives during the bidding and negotiation phases of key projects to ensure the highest probability of order closure.
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Venmar CES
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Canada
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Industrial Machinery Manufacturing
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1 - 100 Employee
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Marketing Manager
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Oct 2007 - Jun 2013
Plans, organizes, directs and otherwise controls the activities of Sales, Marketing (including Product Management) and Service Departments for factories located in both Quebec and Saskatchewan.Responsible for the P&L for Sales, Marketing and Service Departments and meeting company objectives for commercial sales volumes, gross margin and EBITDA targets.Involved in a variety of corporate steering committees and provides strategic direction for Sales Management, R&D and Production to establish product roadmap, sales strategies, distribution, pricing and promotion objectives.Represents the company on ASHRAE and other trade associations to help develop current strategies and support future growth of the business.Involved in major trade shows in North America and works closely with Sales Managers in the promotion of Venmar equipment.Work with Venmar representatives to ensure adequate customer support from Sales and after sales Service and involved in the development and continuous improvement of training programs for Representatives.Review quotations for products to analyze strengths, weaknesses and success factors against the competitors and value engineers offerings against competitors and otherwise works on streamlining processes and identify ways to improve overall efficiency.
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Carrier HVAC
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Industrial Machinery Manufacturing
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700 & Above Employee
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Product Manager
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Jan 2004 - Oct 2007
Primary point of contact for all sales and design requests for custom air handling equipment (Racan-Carrier, Division of UTC Canada Corporation) for Carrier’s global sales force and exceeded annual sales volume targets by 75% per 2006 plan.Represented the Carrier Corporation’s interests with AHRI and ASHRAE.Developed sales and marketing strategy to capitalize on company and equipment strengths to target healthcare, pharmaceutical and sound critical applications resulting in record bookings over the last five years.Improved the company’s automated semi-custom modular air handling product line to be more competitive through cost reduction initiatives as well as expanding and developing new options, accessories and sizes to increase annual sales by 100%.Extensive travel throughout the United States to train representatives, educate consulting engineers, secure projects and represent Racan-Carrier at various trade associations functions and events.Actively managed and supervised the work of sales and application engineers with respect to submittal and release of projects to increase profit margin, team motivation and ensure smooth transition to final fabrication.Developed and executed training plan for sales and applications engineering team to establish skill sets in air handling unit design, sales and more advanced technical and non-technical proficiencies.
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Annexair
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Canada
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Mechanical Or Industrial Engineering
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1 - 100 Employee
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Marketing Manager
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Jan 2001 - Jan 2004
Helped develop corporate vision and vertical market strategy to improve profitability, company branding and reputation in the industryCreated sales and design tools, developed corporate website, published numerous catalogues, technical papers, articles & presentations significantly contributing to a 400% increase in sales volume over three yearsProvided guidance and trained sales and applications engineers with respect to custom packaged energy recovery unit design employing passive and active systems with refrigeration and controls
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CIRCUL-AIRE Inc.
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Canada
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Machinery Manufacturing
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1 - 100 Employee
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Design and Applications Engineer
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Jan 1996 - Jan 2001
Estimated production costs, prepared plans and drawings and oversaw the construction of specialty filtration and energy recovery equipment Estimated production costs, prepared plans and drawings and oversaw the construction of specialty filtration and energy recovery equipment
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Education
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1991 - 1996
Concordia University
Bachelor of Engineering, B.Eng, Department of Building, Civil and Environmental Engineering -
1989 - 1991
Marianopolis College
CEGEP Diploma, Pure and Applied Sciences -
1984 - 1989
Richelieu Valley Regional High School
High School
Community
