Sales Consultant - HVAC/Mechanical

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 Consultant (HVAC/Mechanical) is results‑driven and strategically aligned, requiring a proactive, competitive, and entrepreneurial‑focused individual. It demands quick decision‑making, innovation, and the ability to lead with confidence and urgency through change. Our ideal candidate is a self‑motivated, goal‑oriented leader who communicates effectively, adapts quickly, and thrives in a fast‑paced environment. Enthusiasm, accountability, and high performance are key, with an emphasis on successful behaviors and process. Key Responsibilities Documented Sales Plan (Sandler – Cookbook): Develop and execute a documented sales plan targeting key market segments while effectively managing territory activities. Track sales efforts, participate in industry events, and maintain accurate forecasts for annual sales volume, margins, and product mix. Industry Knowledge: Maintain strong knowledge of product applications within target markets while staying current on industry resources, tools, and competitive offerings. Interpret architectural and mechanical drawings and continue developing technical expertise in relevant specialties. Customer Knowledge: Understand customer culture, behavioral styles, and decision‑making structures to identify key stakeholders and performance drivers. Proactively recognize risks or opportunities within accounts and qualify customers to ensure strong, productive business relationships. Relationship Skills: Develop and maintain long‑term relationships with customers and industry professionals through effective networking and collaboration. Contribute positively within a team environment and seek customer feedback to continually improve service and performance. Selling Skills: Apply the Sandler sales process to prospect new opportunities, build rapport, identify customer needs, and present value‑driven solutions. Effectively manage proposals, objections, and negotiations to secure customer commitment while maximizing value rather than competing on price alone. Product Knowledge: Maintain a strong understanding of product features, benefits, and technical applications across HVAC/mechanical systems represented by K&W. Utilize manufacturer tools and resources to support proper application, specification development, and field guidance when needed. Quoting: Manage bid opportunities by reviewing drawings and specifications, coordinating with manufacturers for scopes and pricing, and compiling proposals for bidding contractors. Follow up on quotes to identify potential low bidders and support scope review discussions. Order Fulfillment: Ensure accurate and complete turnover documentation to project management while supporting collections efforts when required. Job Turnover to Inside Sales / Project Management: Verify purchase orders against quotes, complete sales order entry, and establish electronic job files while coordinating purchase orders, order tracking, and expediting. Support project documentation, submittals, and close‑out requirements as needed. Travel: 15‑20% Other duties as assigned What you need: Minimum Qualifications High school diploma or equivalent required. Bachelor’s degree in Business, Engineering, Construction Management, or a related field preferred; equivalent industry experience may be considered. A minimum of 3 years of sales, business development, or technical sales experience, preferably within HVAC, mechanical equipment, construction, or building systems industries. Ability to read and interpret architectural and mechanical drawings, specifications, and project bid documents. Familiarity with HVAC/mechanical systems and product applications preferred. Demonstrated ability to prospect new business, manage customer relationships, and successfully close opportunities using a consultative sales approach. Strong verbal and written communication skills with the ability to present solutions, develop proposals, negotiate effectively, and secure customer commitment. Ability to manage multiple opportunities, coordinate quotes and proposals with manufacturers, track bids, and support project turnover and order fulfillment processes. Proficiency with CRM systems, Microsoft Office, and industry prospecting tools (e.g., Builders Exchange, Insight) preferred. Reports to: Director of Sales 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 Chicago, IL #J-18808-Ljbffr Ketchum & Walton, Co.