Senior Director of Sales - Central

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: Our ideal Senior Director of Sales candidate is a strategic and influential sales leader who thrives on developing people, growing markets, and delivering measurable business results. They excel at coaching leaders, building high-performing teams, and using data to drive decisions while maintaining strong customer and manufacturer relationships. This individual balances strategic vision with operational execution, inspires accountability, embraces change, and leads with confidence, collaboration, and an ownership mindset.

Key Responsibilities

Regional Sales Leadership

• Develop and execute regional sales strategies that drive revenue growth, profitability, and market expansion.
• Lead, coach, and develop Sales Directors and local leadership teams to build high-performing organizations.
• Establish clear performance expectations and accountability through KPIs, CRM metrics, and sales processes.

Business Performance & Operations

• Ensure each office meets or exceeds revenue, gross profit, margin, and operating income objectives.
• Analyze sales, financial, and operational performance to identify trends and implement improvement strategies.
• Support annual budgeting, forecasting, capital planning, and inventory strategies across the region.

Customer & Market Development

• Strengthen relationships with key customers, manufacturers, and strategic partners while expanding market presence.
• Partner with Marketing to develop regional campaigns, lead generation strategies, and customer engagement initiatives.
• Resolve complex customer issues while ensuring an exceptional customer experience across all locations.

Cross-Functional Leadership

• Collaborate with Operations, Finance, HR, Marketing, and Executive Leadership to align regional strategies with organizational priorities.
• Support acquisitions, organizational growth initiatives, and operational integration within the region.
• Champion Ketchum & Walton's culture, core values, and leadership expectations across all offices.

Operational Excellence

• Drive CRM adoption, sales process consistency, and execution of standardized sales methodologies.
• Conduct regular office visits to coach teams, evaluate performance, and identify opportunities for improvement.
• Develop presentations, training materials, and best practices that strengthen sales capabilities across the region.

Success Metrics / KPIs

• Regional revenue growth and net income performance
• Gross profit dollars and gross profit margin achievement
• Year-over-year regional growth
• CRM adoption and sales process effectiveness
• Leadership development and team performance
• Customer satisfaction, retention, and market growth
• Bonus potential based on:
• Regional Gross Profit Sales Goals
• Regional Gross Profit Margin %
• Year-over-Year Growth %
• Regional Net Income Performance
• Other duties as assigned

What you need: Minimum Qualifications

• High school diploma or equivalent required.
• Bachelor's degree required.
• 10+ years of technical sales, sales management, or executive sales leadership experience.
• Demonstrated success driving revenue growth, profitability, and market expansion across multiple locations.
• Strong financial acumen with experience managing budgets, forecasts, KPIs, and operational performance.
• Technical aptitude; HVAC, IAQ, acoustics, or related industry experience preferred.
• Exceptional leadership, coaching, communication, and relationship-building skills.
• Experience with CRM systems, sales analytics, and performance management tools.
• Strong strategic planning, business development, and market analysis capabilities.
• Ability to travel 50–60% throughout the assigned region.

Reports to: VP of Sales

Status: Full-Time, onsite

Job Class: Exempt

Annual Base Pay Range*: $165,000-$190,000