Sales Consultant - Indoor Air Quality

Who we are: Ketchum & Walton is a trusted manufacturers' representative serving industry leaders in Noise Control, HVAC Equipment, and Indoor Air Quality. We help clients achieve greater efficiency and cost savings through innovative solutions in air filtration, architectural and interior noise control, HVAC systems, and vibration isolation.

We're proud to partner with top-tier manufacturers who are committed to continuous improvement, cutting-edge research, and advancing technology. Our work environment reflects these values-creative, collaborative, and focused on solving complex problems for our clients.

At Ketchum & Walton, our core values are the foundation of everything we do. We're a team that thinks strategically, works collectively, and strives to be a world-class organization. If you're driven, innovative, and ready to make an impact, we'd love to hear from you.

What we need: The Indoor Air Quality (IAQ) Sales Consultant - Aftermarket is results-driven and strategically aligned, requiring a proactive, competitive, and focused individual. It demands quick decision-making, innovation, and the ability to lead with confidence and urgency through change. Our ideal candidate is a motivating, goal-oriented leader who communicates effectively, adapts quickly, and thrives in a fast-paced environment. Delegation, accountability, and high performance are key, with an emphasis on outcomes over process.

Key Responsibilities

What we need: The Indoor Air Quality (IAQ) Sales Consultant - Aftermarket is results-driven position, requiring a proactive, competitive, and focused individual. Our ideal candidate acts with urgency, is innovative, motivated and is a goal-oriented leader who communicates effectively, adapts quickly, and thrives in a fast-paced environment. Delegation, accountability, and high performance are key, with an emphasis on outcomes over process. Though we operate as a team, the salesperson is expected to work independently by planning and strategizing their own sales plan.

Key Responsibilities

• Documented Sales Plan (Sandler - Cookbook): Includes defining market segments such as Healthcare, Pharma, Industrial, Education, Government, Commercial, and Mission Critical. Including territory management, organizing / participating in trade shows / associations, conducting lunch & learns, and personal entertainment. The plan also requires accurate forecasting and budgeting of annual sales volume, margins, and product mix.
• Industry Knowledge: Involves understanding product applications for each market segment, familiarity with online search tools and awareness of competitors' products, pricing, lead times, and services. Having the ability to read and interpret mechanical drawings and specifications is a plus.
• Customer Knowledge: Entails recognizing behavioral characteristics, identifying / understanding the roles and influence of specifiers, decision-makers, stakeholders, understanding key performance drivers by identifying and eliminating pain points.
• Relationship Skills: Focuses on building and maintaining long-term relationships, networking effectively with clients and manufacturers to achieve business goals, contributing productively to team environments, and continuously self-reflecting through customer feedback to improve service quality.
• Selling Skills: Following a proven sales process (I.E. Sandler Sales Mastery) to improve results and shorten sales cycles. Key skills include prospecting and developing new business, setting meetings with upfront contracts, building rapport, employing strategic questioning to uncover customer needs, active listening and observation of verbal and non-verbal cues, presenting solutions that address those needs, using innovative sales tools (like manufacturer analytics, Life Cycle Cost Analysis (LCC), and multimedia presentations), matching solutions and pricing to ensure win-win outcomes, providing well-written, detailed proposals, handling objections effectively, negotiating for positive results without selling on price alone.
• Product Knowledge: Requires deep understanding of product features and benefits, proficient use of manufacturers' sales tools, technical expertise to ensure correct application, ability to generate project- or customer-specific specifications, comprehensive knowledge of the filter industry and engineering principles, and capability to provide field guidance for installation and troubleshooting. Sales Responsibilities include the following items:
• Air Filters (MERV 8-16A)
• UV-C (Ultraviolent Light)
• Carbon/Molecular Filtration
• Dust Collection New Equipment and Replacement
• Air Handling Unit Retrofits
• HVAC Belts
• HEPAs including Housings, Fan Filter Units, Bag in Bag Outs

(Additional opportunities include fans, heat exchangers, attenuators, vibration isolation, flexible connectors)

• Quoting: Involves direct negotiation with the owner, setting up new customers, coordinating with factories to obtain scopes and quotes, compiling proposals for bidding contractors, and following up with customers to assess potential low bidders and arrange scope reviews.
• Order Fulfillment: Ensures all turnover documents are thoroughly completed. In some cases, the salesperson will take full responsibility on order entry, procurement and delivery to the customer. At other times, all documents will be turned over to project managers. The salesperson at times must offer support to collections efforts when requested.
• Job Turnover to Inside Sales/Project Management: Includes verifying purchase orders against quotes, entering sales orders, setting up electronic job files, issuing material purchase orders, providing order status updates and expediting as needed, and managing project submittals documentation and closeout.
• Travel: 60-75% throughout Northern Virginia & Washington DC.
• Other duties as assigned

What you need: Minimum Qualifications

• 2-3 Years of Mechanical Contracting Experience or Mechanical Engineering or Proven Sales Experience required.
• Additional education / certifications / Strong Mechanical Aptitude in relevant fields are a plus.
• Proven ability to develop and execute sales plans across diverse market segments.
• Strong knowledge of industry products and applications, including technical drawing interpretation.
• Excellent relationship-building skills with a deep understanding of customer needs and decision-making processes.
• Proficient in a structured sales process (e.g., Sandler), with strong prospecting, qualifying, and closing abilities.
• Skilled negotiator with the ability to handle objections and secure customer commitments.
• Effective communicator, both written and verbal, with strong networking and teamwork capabilities.
• Analytical mindset with experience managing bids, pricing, and competitive analysis.
• Detail-oriented and organized in managing orders, documentation, and project turnover.

Reports to: Director of Sales

Status: Full-Time, Office and travel throughout Northern VA, Will require a minimum of 3-4 months of training with local Ketchum and Walton Sales team member based in Germantown MD.

Job Class: Exempt

Position Location

• Northern VA-Washington DC