Sales Consultant - Construction (HVAC)

Overview

Sales consultant selling HVAC vibration isolation solutions in DC, MD, Nova Scotia.

Key Responsibilities

• vibration isolation
• order entry
• procurement
• project submittals
• quote management
• sales forecasting

Tasks

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 project managers. The salesperson at times must offer support to collections efforts when requested. -Vibration Isolation of mechanical equipment and mechanical systems 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. 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. 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.

Requirements

• engineering degree
• drawing interpretation
• acoustical louvers
• sandler process
• negotiation
• bid management

What You Bring

Travel: 15-25% throughout District of Columbia, Maryland, Northern Virginia (0-2+ hours from homebase), 5%-10% outside of sales territory for company meetings. -Acoustical Louvers and Enclosures -Pipe Riser Analysis 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. Status: Full-Time, Office is in Germantown MD and expectations are to work from the office when not on sales calls. Will require a minimum of 3-4 months of training with local Ketchum and Walton Sales team member based out of Germantown MD. -Sound Attenuators 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. 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. 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 adequeate bid day coverage of our customers (mainly mechanical contractors) 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. -Pipe Stress Analysis -Excellent relationship-building skills with a deep understanding of customer needs and decision-making processes. -Skilled negotiator with the ability to handle objections and secure customer commitments. -Proficient in a structured sales process (e.g., Sandler), with strong prospecting, qualifying, and closing abilities. -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. -Effective communicator, both written and verbal, with strong networking and teamwork capabilities. -Strong knowledge of industry products and applications, including technical drawing interpretation. -Analytical mindset with experience managing bids, pricing, and competitive analysis. -Detail-oriented and organized in managing orders, documentation, and project turnover.

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Benefits

What you need: Minimum Qualifications -Biannual bonus opportunities -Paid time off, holidays, and leaves -100% employer-paid healthcare premiums -Annual contribution into ESOP account -401(k) retirement plan

About Ketchum & Walton Co.

-The company represents premium manufacturers in HVAC equipment, air filtration, acoustics, and vibration isolation. -It offers delegated design engineering services, including pipe stress, seismic, and wind analysis. -Projects span commercial and industrial facilities across Ohio, the Midwest, and Northeast. -Typical work includes acoustical solutions, HVAC equipment supply, indoor air quality upgrades, and vibrational support systems. -Through acquisitions like Bost & Filtrex (2008) and Huff Company (2013), it broadened its product and regional reach. -Today, leadership under CEO Jay Ford manages about ten offices serving major U.S. markets.

Sector Specialisms