Sale Representative

Ketchum & Walton Co.; Miami (FL); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Biannual bonus opportunities

Extensive benefits package

Employee ownership (ESOP)

Job summary

Ketchum & Walton Co. in Miami seeks an Indoor Air Quality Sales Consultant to drive growth through strategic sales planning, client relationship building, and effective negotiations from prospecting to close.

The role requires deep IAQ knowledge, bid and project turnover experience, and the ability to work in a fast-paced environment. Travel 15-20%; reports to the Director of Sales; full-time, onsite with extensive benefits.

Qualifications

• High school diploma or equivalent required.
• 3-5 years of sales experience.
• Proven ability to develop and execute sales plans across diverse market segments.
• Experience managing bids, pricing, and competitive analysis.
• Experience with order fulfillment and project turnover.
• Strong knowledge of industry products and applications.
• Excellent relationship-building and communication skills.
• Proficient in a structured sales process (e.g., Sandler).
• Skilled negotiator with strong closing abilities.

Responsibilities

• Develop a documented sales plan covering segments and territory management.
• Understand product applications and industry needs; read drawings.
• Identify specifiers, influencers, and decision-makers; qualify opportunities.
• Build long-term client relationships and network with industry pros.
• Follow Sandler-based selling process; conduct meetings with clear contracts.
• Prepare proposals, respond to bids, and coordinate with factories.
• Oversee order fulfillment and project turnover; provide status updates.
• Travel 15-20% to meet clients and close deals.

Skills

Sales planning

Relationship building

Prospecting

Negotiation

Closing deals

Communication

Strategic thinking

Market segmentation

Bid management

Education

High school diploma or equivalent

Tools

Manufacturer analytics

LCC analysis

Multimedia presentations

Job description

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.

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.

What we need:

An Indoor Air Quality (IAQ) Sales Consultant who is results-driven and strategically aligned, proactive, competitive, and focused. This role demands quick decision-making, innovation, and the ability to lead with confidence and urgency through change. Our ideal candidate is a motivating, goal-oriented relationship builder 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

• Documented Sales Plan (Sandler – 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 appointments, prospecting, site surveys, 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 market segment (e.g., Healthcare), 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 requires the ability to read and interpret architectural/mechanical drawings and commitment to continued personal development within the specialty area.
• 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 in team environments, and continuously self-reflecting through customer feedback to improve service quality.
• Selling Skills: Centers on following a proven sales process (such as Sandler Sales Mastery) 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, 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, and securing customer commitment to proceed.
• 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.
• Quoting: Involves receiving customer bid lists and organizing bids in a calendar, reviewing bid drawings and specifications to identify opportunities for represented products, 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 and provided to project managers and offers 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: 15-20%
• Other duties as assigned

What you need: (Minimum Qualifications)

• High school diploma or equivalent required
• Additional education or certifications in relevant fields are a plus
• 3-5 years of experience in sales or a similar role
• Proven ability to develop and execute sales plans across diverse market segments
• Experience managing bids, pricing, and competitive analysis
• Experience with order fulfillment, including managing orders, documentation, and project turnover
• 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, onsite

Job Class: Exempt

We are proud to be 100% employee-owned (ESOP) and committed to investing in our people. Our team members enjoy an extensive benefits package, including:

• Biannual bonus opportunities
• Paid time off, holidays, and leaves
• And more!

Ketchum & Walton is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Employment decisions are based on qualifications, merit, and business need—regardless of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status, or any other protected status under applicable law.