Sales Account Manager; Air Filter

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.

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.

• 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…