Sales Consultant - HVAC

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 HVAC Sales Consultant 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.

Though we operate as a team, the salesperson is expected to work independently by planning and strategizing their own sales plan.

• Documented Sales Plan (Cookbook): Includes defining market segments such as Healthcare, Pharma, Industrial, Education, Government, Commercial, and Mission Critical. It covers territory management, organizing social events like trade shows, trade associations, lunch & learns, and personal entertainment. Sales activities including project takeoffs, submittals, contractor appointments, prospecting, site inspections, and entertainment are tracked diligently. The plan also requires accurate forecasting and budgeting of annual sales volume, margins, and product mix.
• Industry Knowledge: Involves understanding appropriate product applications for each building code primarily as it relates to vibration isolation, sound control and seismic bracing. Familiarity with online search tools and media resources like trade journals and business periodicals, and awareness of competitors' products, pricing, lead times, and services. Additionally, it will require heavy ability to read and interpret mechanical drawings and specifications.
• Customer Knowledge: Entails recognizing behavioral characteristics and culture of clients (using tools like DISC), identifying and understanding the roles and influence of specifiers, influencers, and decision-makers, as well as understanding key performance drivers and success criteria by identifying and eliminating pain points. It also includes recognizing personal vulnerabilities within customer relationships and promptly mitigating risks, plus qualifying customers to ensure alignment with business goals.
• Relationship
  
  Skills:
  
  Focuses on building and maintaining long‑term relationships, networking effectively with clients and industry professionals to achieve business goals and ROI, contributing productively to team environments, and continuously self‑reflecting through customer feedback to improve service quality.
• Selling
  
  Skills:
  
  Centers on following a proven sales process to improve results and shorten sales cycles. Key skills include prospecting and developing new business, setting meetings with clear 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 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, and securing customer commitment to proceed.
• Product Knowledge: Requires deep understanding of product features and benefits,…