Sales Consultant – HVAC

Ketchum & Walton Co. • Full-time • Philadelphia • 1d ago

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. Key Responsibilities

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, proficient use of manufacturers’ sales tools, technical expertise to ensure correct application, ability to generate project- or customer-specific specifications, comprehensive knowledge of the mechanical contracting industry and engineering principles, and capability to provide field guidance for installation and troubleshooting. Basic Sales Responsibilities include the following items:

-Vibration Isolation of mechanical equipment and mechanical systems -Engineering Services -Seismic Engineering -Pipe Stress Analysis -Pipe Riser Analysis -Acoustical Products -Sound Attenuators -Barrier Walls -Acoustical Louvers and Enclosures

Quoting: Often involves direct negotiation with the owner, setting up new customers including ACH payments, Credit apps, 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. In some cases the salesperson will take full responsibility on order entry, procurement and delivery to the customer. At other times, all documents will be turned over to inside sales. The salesperson at times must offer support to collections efforts when requested.
Travel: 15-25%
Technology Proficiency: Due to the nature of this job this will require 75+% of the time taking off mechanical plans, schedules and specs and interpreting them quickly for project bids. Though this is an outside sales role, it will require a large portion of in-office time reviewing project plans and specifications to ensure adequate bid day coverage of our customers (mainly mechanical contractors)
Other duties as assigned

What you need: Minimum Qualifications

Bachelor’s degree in engineering or related field.
Additional education or certifications in relevant fields are a plus including but not limited to mechanical contracting and acoustical consulting.
Proven ability to develop and execute sales plans across diverse market segments.
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, in office 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:

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

Philadelphia, PA

Related Jobs

Outside Sales Representative: Philadelphia, PA

Jasper Engines & Transmissions • Collegeville, PA 19426, USA • 3d ago

Sales

Outside Sales Representative: Philadelphia, PA JASPER Engines & Transmissions, the nation’s leader in re-manufactured engines and transmissions, has been thriving since 1942 by working hard and having fun. We are see...

3d ago

Apply

Industrial Sales Representative

D&W Diesel • Philadelphia, PA, USA • 2w ago

Sales

D&W Industrial is looking for a highly motivated Outside Sales Representative to join our growing team in the Philadelphia, PA area. This person will represent the company in promoting, selling, and supporting D&...

2w ago

Apply

2801 W DAUPHIN ST SAVE A LOT ASSOCIATE

Leevers Supermarkets • Save A Lot 2801 W Dauphin St, 2801 W Dauphin St, Philadelphia, Pennsylvania, United States of America • 20h ago

Title: Associate Reports To: Store Manager Purpose The Associate reports directly to the store manager and indirectly to the assistant store managers. This position is responsible for duties such as, but not...

20h ago

Apply

4424 N BROAD ST SAVE A LOT ASSOCIATE

Leevers Supermarkets • Save A Lot 4424 N Broad ST, 4424 N BROAD ST, Philadelphia, Pennsylvania, United States of America • 20h ago

20h ago

Apply

101 W CHELTENHAM SAVE A LOT MEAT CUTTER

Leevers Supermarkets • Save A Lot 101 W Cheltenham, 101 W CHELTENHAM, Cheltenham, Pennsylvania, United States of America • 20h ago

Retail

Title: Meat Cutter Reports To: Store Manager Purpose The Meat Cutter will assist the Meat Manager for the proper operation of the Meat Department. This person will cut and work to achieve satisfactory operat...

20h ago

Apply

5800 WOODLAND AVE SAVE A LOT ASSOCIATE

Leevers Supermarkets • Save A Lot 5800 Woodland Ave, 5800 Woodland Ave, Philadelphia, Pennsylvania, United States of America • 20h ago

20h ago

Apply

400 W ALLEGHENY AVE SAVE A LOT ASSOCIATE

Leevers Supermarkets • Save A Lot 400 W Allegheny Ave, 400 W Allegheny Ave, Philadelphia, Pennsylvania, United States of America • 20h ago

20h ago

Apply

CASTOR AVE SAVE A LOT MEAT CUTTER

Leevers Supermarkets • Save A Lot 6412-6422 CASTOR AVE, 6412-6422 CASTOR AVE, Philadelphia, Pennsylvania, United States of America • 20h ago

Retail

20h ago

Apply

6801 FRANKFORD AVE SAVE A LOT ASSOCIATE

Leevers Supermarkets • Save A Lot 6801 FRANKFORD AVE, 6801 Frankford Ave, Philadelphia, Pennsylvania, United States of America • 20h ago

20h ago

Apply

701 W LEHIGH AVE SAVE A LOT ASSOCIATE

Leevers Supermarkets • Save A Lot 701 W Lehigh Ave, 701 W Lehigh Ave, Philadelphia, Pennsylvania, United States of America • 20h ago

20h ago

Apply