Ketchum & Walton Co. · 1 week ago
Sales Account Manager - Air Filters
Cleveland, OH
Full-time
Onsite
Mid LevelKetchum & Walton is a trusted manufacturers’ representative serving industry leaders in Noise Control, HVAC Equipment, and Indoor Air Quality. The Sales Account Manager (Air Filter) is responsible for growing existing accounts through consultative selling and managing the full sales cycle while ensuring customer satisfaction.
CommercialConstructionHeating Ventilation and Air Conditioning (HVAC)Industrial
Responsibilities
Execute a documented sales plan including targeted market segments, territory management, relationship-building events (trade shows, lunch & learns, customer entertainment), and consistent tracking of sales activities
Demonstrate strong industry knowledge 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
Understand customer culture and behaviors, identify and engage key specifiers, influencers, and decision-makers, uncover performance drivers and pain points, and proactively identify and resolve at-risk relationships or accounts
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
Effectively prospect and grow existing accounts, set meetings with clear expectations, build rapport, ask insightful questions, actively listen, and present 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
Demonstrate 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
Verify POs against quotes, enter sales orders, coordinate with fulfillment teams and account managers, issue material POs, provide order status updates, expedite as needed, and ensure 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
Qualification
Required
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
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!
Company
Ketchum & Walton Co.
Employee-Owned Manufacturers' Rep Firm specializing in Acoustic, Air Quality and Engineered HVAC Solutions.
Founded in 1949
51-200 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase