Sales & Service Solutions Consultant - Material Handling

Total Industries•Fresno, CA

10d•Remote

About The Position

As a Sales and Service Solutions Consultant for Total Industries, you will serve as the primary customer contact within your assigned territory, identifying, developing, and growing customer relationships through the sale of material handling equipment, service programs, rentals, training, and other portfolio solutions. You will prospect for new business while managing and expanding existing accounts to increase market penetration, customer satisfaction, and long-term profitability. As a trusted advisor, you will assess customer needs and equipment and operational requirements, recommend tailored solutions, prepare proposals, coordinate demonstrations, and present options intended to improve customer productivity and business outcomes. You will collaborate with Equipment Sales peers, Service Advisors, Technicians, Parts, Rental, Operations, and Accounting teams to provide a seamless customer experience throughout the customer lifecycle. The role focuses on developing new business, building lasting customer relationships, and meeting individual sales and market-share objectives. The position is predominantly remote, with access to a professional office environment. It requires travel by car to customer and branch locations throughout Northern California and visits to customer sites, including warehouses, job sites, and outdoor environments with varying conditions. Salary is described as $60,000 plus commission.

Requirements

A four-year degree or an equivalent combination of education and work experience.
At least 2 years of progressive experience in material handling, industrial equipment, service sales, equipment sales, or a related B2B sales environment.
At least 3 years of cold-calling, prospecting, and territory development experience.
At least 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, and 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 the 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 and ability to pass a background check and drug screening.

Nice To Haves

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.

Responsibilities

Prospect and develop new business through cold calling, networking, referrals, lead follow-up, direct marketing, and territory management.
Source and sell material handling equipment, service programs, rentals, operator training, and other solutions that meet customer needs.
Assess customers’ equipment and operational needs to identify equipment, service, and productivity improvement opportunities.
Develop and present proposals, quotations, demonstrations, and solution recommendations.
Sell planned maintenance agreements, full maintenance programs, repair services, rentals, operator safety training, and new and used equipment.
Partner with internal subject matter experts to offer solutions across the product portfolio, including automation, warehouse solutions, racking, and doors.
Achieve annual sales, gross profit, market share, and territory growth objectives.
Monitor local market conditions, competitive activity, and customer needs.
Serve as the primary contact for assigned customer accounts and conduct regular business reviews and meetings.
Promote, protect, and expand existing accounts while identifying and converting competitive accounts.
Coordinate with Operations and Service teams to resolve customer concerns promptly and professionally.
Educate customers about equipment operation, maintenance requirements, safety practices, and service offerings.
Coordinate service onboarding and first-time maintenance activities with Service Advisors and Operations teams.
Build customer loyalty through consistent communication, responsiveness, transparency, and accountability.
Maintain accurate customer records, sales activities, opportunities, forecasts, and reports in the CRM platform.
Maintain account profiles, prospect records, pipeline information, 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.
Submit credit applications and coordinate with Accounting on customer account approval.
Comply 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 other duties as assigned by management.