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.

The Indoor Air Quality (IAQ) Sales Consultant – Aftermarket is a results‑driven, proactive, and competitive role that requires quick decision‑making, innovation, and the ability to lead with confidence and urgency through change. We seek a motivating, goal‑oriented leader who communicates effectively, adapts quickly, and thrives in a fast‑paced environment, with a strong emphasis on outcomes over process.

• Documented Sales Plan (Sandler – Cookbook): define market segments such as Healthcare, Pharma, Industrial, Education, Government, Commercial, and Mission Critical; manage territories; organize and participate in trade shows and associations; conduct lunch & learns; plan personal entertainment; forecast and budget annual sales volume, margins, and product mix.
• Industry Knowledge
  : understand product applications for each market segment, use online search tools, stay aware of competitors’ products, pricing, lead times, and services; read and interpret mechanical drawings and specifications.
• Customer Knowledge
  : recognize behavioral characteristics, identify decision‑makers and stakeholders, pinpoint key performance drivers and pain points.
• Relationship Skills
  : build and maintain long‑term relationships, network effectively with clients and manufacturers, contribute productively to team environments, and continuously improve service quality through customer feedback.
• Selling Skills
  : follow a proven sales process (e.g., Sandler Sales Mastery) to improve results and shorten sales cycles; prospect and develop new business, set meetings with upfront contracts, build rapport, use strategic questioning, actively listen, present solutions, use innovative sales tools, match solutions and pricing, write detailed proposals, handle objections, negotiate win‑win outcomes.
• Product Knowledge
  : deep understanding of product features and benefits; proficient use of manufacturers’ sales tools; technical expertise to ensure correct application; generate project‑specific specifications; comprehensive knowledge of the filter industry and engineering principles; field guidance for installation and troubleshooting.
• Sales Responsibilities (Product categories):
  • Air Filters (MERV 8‑16A)
  • UV‑C (Ultraviolent Light)
  • Carbon/Molecular Filtration
  • Dust Collection
  • New Equipment and Replacement
  • Air Handling Unit Retrofits
  • HVAC Belts
  • HEPA including housings, fan filter units, bag‑in‑bag outlets
  • Additional opportunities – fans, heat exchangers, attenuators, vibration isolation, flexible connectors
• Quoting
  : negotiate with owners, set up new customers, coordinate with factories for scopes and quotes, compile proposals for bidding contractors, follow up with customers regarding low bidders and scope reviews.
• Order Fulfillment
  : complete turnover documents; take responsibility for order entry, procurement, and delivery; support collections efforts as needed.
• Job Turnover to Inside Sales/Project Management
  : verify purchase orders, enter sales orders, set up electronic job files, issue purchase orders, provide status updates, expedite, manage submittals and closeout.
• Travel: 60‑75% throughout Northern Virginia & Washington DC.
• Other duties as assigned.

• 2‑3 years of mechanical contracting experience or mechanical engineering or proven sales experience.
• Additional education, certifications, or 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…