Job Title: Strategic Operations Consultant
Department: Sales
Reports To: Regional Sales Manager
Location: Open
General Purpose of the Position:
The Strategic Operations Consultant is responsible for driving new customer acquisition and revenue growth within an assigned geographic territory. This role focuses primarily on identifying, prospecting, and converting new business opportunities.
This position requires a highly proactive, results-driven individual with a strong emphasis on cold calling, lead generation, and closing new business. The Strategic Operations Consultant will promote the full suite of Toyota Material Handling Midsouth's offerings, including Toyota forklifts, allied equipment, racking, systems, automation, service, rental, Dock & Door service, and digital/connected solutions such as Toyota Smart Environment Network (SENs) and MyInsights.
Success in this role is defined by the ability to generate profitable revenue across all lines of TMH Midsouth's business, consistently convert new opportunities, and expand the company's presence wherever opportunity exists.
Essential Duties & Responsibilities:
New Business Development (Primary Focus)
- Identify, prospect, and develop new customer relationships within assigned geographic territory
- Conduct high-volume cold calling and outreach activities to generate new leads and opportunities
- Build and maintain a robust pipeline of qualified prospects
- Close new business and drive immediate revenue growth
- Achieve or exceed established conversion targets for new customer acquisition
Customer Retention & Growth (Secondary Focus)
- Manage a limited number of lower-complexity existing accounts (single location)\
- Maintain and grow current Toyota forklift and service business within assigned accounts
- Identify expansion opportunities within existing customers
Business Development & Growth
- Promote and sell the full range of TMH Midsouth offerings, including:
o Toyota forklifts
o Allied equipment
o Racking and storage systems
o Automation solutions
o Service and maintenance programs
o Rental solutions
o Dock & Door service
o Digital solutions (e.g., SENs, MyInsights)
- Actively seek opportunities to expand TMH Midsouth's footprint across all product lines within new and existing accounts
- Develop and execute territory growth strategies aligned with company goals
Customer Engagement
- Establish relationships with key decision-makers, including but not limited to:
o Plant Managers
o Safety Managers
o Purchasing/Procurement
o Production Managers
o Equipment Managers
o Maintenance Managers
o Continuous Improvement teams
- Quickly assess customer needs and align solutions to drive value
Consultative Selling
- Conduct needs assessments and present solutions that improve safety, productivity, and operational efficiency
- Deliver compelling proposals and close business in a timely manner
- Collaborate with internal teams to support solution development and execution
Pipeline & Performance Management
- Maintain an active and accurate sales pipeline
- Enter and manage all pipeline opportunities within the TMH Midsouth CRM system
- Meet or exceed sales targets, activity metrics, and key performance indicators
- Track and report on sales activity, prospecting efforts, and revenue
Knowledge and Skills Required:
- Bachelor's degree or equivalent experience
- 2+ years of sales experience with a strong focus on new business development
- Proven success in cold calling, prospecting, and closing new business
- Strong communication, negotiation, and relationship-building skills
- Self-motivated with a high sense of urgency and results orientation
- Experience in material handling, industrial equipment, or related industries (preferred)
- Familiarity with warehouse operations, safety standards, or automation solutions (preferred)
- Experience working within a defined geographic territory (preferred)
Terms and Conditions:
This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments.
A review of this position has excluded the marginal functions of the position that are incidental to the performance of fundamental job duties. All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbent(s) will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.
This document does not create an employment contract, implied or otherwise, other than an “at will” relationship.
