Sales & Service Solutions Consultant - Material Handling

Sales & Service Solutions Consultant

As a Sales and Service Solutions Consultant for Total Industries, you will serve as the primary customer contact within your assigned territory, responsible for identifying, developing, and growing customer relationships through the sale of material handling equipment, service programs, rentals, training, and other solutions across the Total Industries portfolio. You will prospect new business opportunities while managing and expanding existing customer accounts to increase market penetration, customer satisfaction, and long-term profitability.

As a trusted advisor, you will conduct customer needs assessments, analyze equipment and operational requirements, provide recommendations and proposals, coordinate equipment demonstrations, and present tailored solutions that improve customer productivity and business outcomes. You will work closely with Equipment Sales peers, Service Advisors, Technicians, Parts, Rental, Operations, and Accounting teams to ensure seamless customer experience and deliver exceptional service throughout the customer lifecycle.

The successful candidate will possess a passion for developing new business, a commitment to building lasting customer relationships, and the ability to provide consultative solutions that meet customer needs while achieving individual sales and market share objectives.

Key responsibilities include:

• Prospect and develop new business opportunities through cold calling, networking, referrals, lead follow-up, direct marketing, and territory management activities.
• Source and provide material handling equipment, service programs, rentals, operator training, and other solutions that meet customer needs.
• Conduct customer equipment and operational needs assessments to identify opportunities for equipment, service, and productivity improvements.
• Develop and present proposals, quotations, demonstrations, and solution recommendations.
• Sell planned maintenance (PM) agreements, full maintenance programs, repair services, rentals, operator safety training, and new and used equipment.
• Partner with internal subject matter experts to provide customers with comprehensive solutions across the Total Industries product portfolio, including automation, warehouse solutions, racking, doors, and other related offerings.
• Achieve annual sales, gross profit, market share, and territory growth objectives.
• Maintain awareness of local market conditions, competitive activity, and customer needs.

Additional responsibilities include:

• Serve as the primary point of contact for assigned customer accounts.
• Conduct regular business reviews and customer meetings to assess satisfaction levels, identify opportunities, and strengthen relationships.
• Promote, protect, and expand existing customer accounts while identifying competitive accounts to target and convert.
• Collaborate with Operations and Service teams to ensure customer concerns are resolved promptly and professionally.
• Educate customers regarding equipment operation, maintenance requirements, safety practices, and service offerings.
• Coordinate service onboarding and first-time maintenance activities with Service Advisors and Operations teams.
• Foster long-term customer loyalty through consistent communication, responsiveness, transparency, and accountability.

Account and territory management responsibilities include:

• Maintain accurate and current customer records, contact information, sales activities, opportunities, forecasts, and reporting within the designated CRM platform.
• Keep account profiles, prospect records, and pipeline information current and accurate.
• Maintain regular territory coverage and customer contact plans.
• Support customers through the Toyota Delivery Experience Program and other company initiatives.
• Develop account growth plans for strategic customers and target accounts.

Administrative duties include:

• Submit credit applications and coordinate with Accounting to confirm customer account approval.
• Ensure compliance with company policies, pricing guidelines, procedures, and ethical standards.
• Stay current on product knowledge, sales training, manufacturer certifications, and company e-learning requirements.
• Prepare forecasts, activity reports, and other required business documentation.
• Perform various other duties as assigned by management.

Qualifications:

• Desired: Sales or customer service experience within the material handling industry.
• Bachelor's Degree.
• Forklift Operator Certification.
• Experience selling service agreements, maintenance programs, industrial equipment, rentals, or related solutions.
• Knowledge of warehouse operations, material handling applications, and industrial equipment.
• Toyota industry certifications or similar sales certifications.

Physical environment:

• Position is predominantly remote with access to a professional office environment.
• Position requires the ability to visit and walk around customer sites, including warehouses, job sites, and outdoor environments with varying temperatures and conditions.
• Required to drive to customer and branch locations throughout Northern California.
• Regularly use a computer, phone, headset, keyboard, and mouse throughout the workday.
• Regularly sit, stand, and walk for long and short distances.
• Hear with or without correction to interpret and receive information and directions.
• Communicate verbally and in writing on a regular basis to provide detailed and accurate information internally and directly with customers.
• Occasionally lift and/or move material up to 25 lbs.
• Occasionally stoop, kneel, or crouch.
• Noise levels vary depending upon customer sites visited and are typically moderate.

Required:

• 4-year degree or equivalent combination of education and work experience.
• 2+ years progressive experience in material handling, industrial equipment, service sales, equipment sales, or related B2B sales environment.
• 3+ years of cold-calling, prospecting, and territory development experience.
• 3+ years of CRM experience with demonstrated pipeline management skills.
• Strong customer service, relationship-building, and account management experience.
• Ability to communicate effectively with employees, vendors, and customers.
• Ability to speak, read, and write English.
• Ability to work independently, manage priorities, and exercise sound business judgment in a fast-paced environment.
• Professional appearance and demeanor.
• Ability to speak with confidence and professionalism.
• Ability to use Microsoft 365 applications, including Outlook, Word, Excel, and PowerPoint.
• Reliable personal vehicle and/or willingness to participate in company leased vehicle program.
• Willingness to invest time in continuing education, sales development, product knowledge, and professional growth.
• Demonstrated ability to act consistently with company values.
• Qualified DMV record, background check, and drug screening.

The policy of RJMS Corporation is to hire, train, and promote all persons in all job groups in accordance with law, without regard to race, color, religion, sex, sexual orientation, age, marital or military status, national origin, gender identity, the presence of any sensory, mental, or physical disability, genetic information, or any other status or characteristic protected by local, state, or federal law.