Sales Consultant – Indoor Air Quality

Ketchum & Walton Co.; Tampa (FL); On-site; USD 75,000 - 105,000; Full time

Benefits offered by this job

Annual ESOP contributions

Employer-paid healthcare premiums

Biannual bonuses

Paid time off & holidays

401(k) retirement plan

Job summary

Ketchum & Walton Co. in Tampa, FL seeks an Indoor Air Quality (IAQ) Sales Consultant – Aftermarket to drive results in a fast-paced environment. You will lead sales plans, qualify opportunities, and manage bids from prospecting to closing, while building strong client relationships and providing product expertise.

Reports to the Director of Sales. This on-site, full-time role offers a competitive base pay, comprehensive benefits, and opportunities for performance-based bonuses.

Qualifications

• High school diploma or equivalent required.
• 3-5 years of experience in sales consulting 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 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.

Responsibilities

• Documented Sales Plan (Sandler) across market segments and budgeting.
• Develop industry knowledge of product applications for segments.
• Understand customer roles and decision-makers and mitigate risks.
• Build and maintain long-term client relationships and networks.
• Follow a proven sales process to close and secure commitments.
• Maintain deep product knowledge and provide field guidance on installation and troubleshooting.
• Manage bids, quotes, and follow up with customers on scope reviews.
• Coordinate with factories for quotes and project turnover documentation.
• Travel 15-20% as needed and support project turnover.

Skills

Relationship-building

Negotiation

Prospecting

Qualifying

Closing

Communication

Active listening

Analytical thinking

Education

High school diploma or equivalent

Tools

Sandler method

Manufacturer analytics

Multimedia presentations

Job description

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

• 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:

• High school diploma or equivalent required.
• Additional education or certifications in relevant fields are a plus.
• 3-5 years of experience in sales consulting 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

Annual Base Pay Range: $75,000-$105,000

Compensation Disclosure:

The salary range provided reflects the expected compensation for this role at the time of posting. Placement within the range depends on several factors, including relevant experience, education, specialized skills, certifications, market conditions, and internal equity.

Company Benefits

• Annual contribution into ESOP account
• 100% employer-paid healthcare premiums
• Biannual bonus opportunities
• Paid time off, holidays, and leaves
• 401(k) retirement plan
• 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.

Please note: We are not engaging with recruiting agencies for this position and will not respond to agency inquiries.

Position Location

• Tampa, FL