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
Sales Account Manager (Air Filter) is a relationship-driven sales professional who excels at growing existing accounts through face-to-face engagement and consultative selling. They bring strong industry or technical curiosity, enjoy educating customers, and are comfortable managing the full sales cycle—from prospecting and site surveys to order processing and delivery.
They’re detail-oriented, customer-focused, and skilled at building long-term partnerships. Success in this role comes from balancing sales strategy with product and technical knowledge, collaborating with internal teams, and consistently delivering a high level of customer satisfaction—while aligning with our core values and company culture.
Key Responsibilities
- Documented Sales Plan (Sandler – Cookbook): Execute a documented including targeted market segments, territory management, relationship-building events (trade shows, lunch & learns, customer entertainment), and consistent tracking of sales activities.
- Industry Knowledge: Demonstrate str by understanding market segment requirements, aligning customers to the appropriate segment, optimizing product applications, staying informed through industry resources, maintaining competitor awareness, interpreting architectural/mechanical drawings, and continuously developing expertise in your area of specialty.
- Customer Knowledge: Entails understanding customer culture and behaviors, identifying and engaging key specifiers, influencers, and decision-makers, uncovering performance drivers and pain points, and proactively identifying and resolving at-risk relationships or accounts.
- Relationship Skills: Effectively gather, qualify, and communicate customer and segment insights; prioritize short-term objectives; accurately qualify and forecast sales volume, margins, and product mix; network strategically to maximize return on effort; and collaborate effectively within a team-based environment to achieve shared goals.
- Selling Skills: Demonstrate by effectively prospecting and growing existing accounts, setting meetings with clear expectations, building rapport, asking insightful questions, actively listening, and presenting tailored solutions. Leverage sales tools and analytics to create win-win pricing strategies, deliver clear and professional proposals, handle objections and negotiations confidently, secure customer commitment, and build long-term, trusted customer relationships that drive above-average results.
- Product Knowledge: Requires deep understanding of product and technical knowledge by understanding features and benefits, effectively using manufacturer sales tools, ensuring proper product application, developing project- and customer-specific specifications, leveraging filter industry and engineering principles, and providing field support for installation and troubleshooting.
- Order Processing: Includes verifying POs against quotes, entering sales orders, coordinating with fulfillment teams and account managers, issuing material POs, providing order status updates, expediting as needed, and ensuring complete project documentation and closeout, including warranties, manuals, and job confirmation.
- Demonstrate a positive, values-driven attitude by aligning with corporate values, showing strong self-motivation and ambition, going the extra mile for customers and colleagues, and maintaining self-awareness to continuously improve performance and deliver a high level of professionalism.
- Provide technical support for proper product installation and conduct site surveys as needed to ensure optimal solutions.
- Coordinate projects by leading meetings with installation/service crews and managing changes to scope, cost, or schedule.
- Ensure administrative excellence by adhering to standardized work processes, maintaining technical documentation, and complying with all company policies and procedures.
- Travel: 75% (local)
- 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.
- Proven ability to develop and execute sales plans across diverse market segments.
- Strong knowledge/willingness to learn 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.
- Detail-oriented and organized in managing orders, documentation, and project turnover
Reports to: Director of Sales, Cleveland
Status: Full-Time, onsite
Job Class: Exempt
Company Benefits
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:
- 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
