Account Manager - Sales

Job Title: Account Manager
Department: Sales
Reports To: Regional Sales Manager
Location: Open

General Purpose of the Position:

The Account Manager is responsible for managing and growing a portfolio of medium-complexity customer accounts (single or dual location). This role focuses on sustaining existing business relationships while identifying and capturing new opportunities across Toyota Material Handling Midsouth's full range of products and solutions.

The Account Manager will drive revenue growth by promoting Toyota forklifts, allied equipment, racking, systems, automation, service, rental, and digital/connected solutions such as Toyota Smart Environment Network (SENs) and MyInsights. Success in this role requires a consultative sales approach, strong relationship management, and the ability to engage multiple stakeholders within each customer organization.

Essential Duties & Responsibilities:

Account Management & Retention

• Maintain and strengthen relationships with existing customers to ensure long-term satisfaction and retention
• Sustain and grow current Toyota forklift business within assigned accounts
• Serve as the primary point of contact for assigned accounts
• Proactively identify risks to customer satisfaction and implement solutions

Business Development & Growth

• Identify and develop new revenue opportunities within existing accounts
• Expand customer adoption of Toyota 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)

• Develop and execute account growth plans aligned with company objectives
• Prospect 10–15 new customers annually.
• Achieve a minimum conversion rate of 30% of new prospects into active customers

Customer Engagement

• Call on and build relationships with multiple decision-makers, including but not limited to:

o Plant Managers
o Safety Managers
o Purchasing/Procurement
o Production Managers
o Corporate EHS leaders
o Equipment Managers
o Maintenance Managers
o Continuous Improvement teams

• Understand customer operations, challenges, and strategic goals

Consultative Selling

• Analyze customer needs and recommend tailored solutions
• Present proposals and value-based solutions that improve safety, productivity, and cost efficiency
• Collaborate with internal teams to deliver comprehensive solutions

Pipeline & Performance Management

• Maintain an active sales pipeline and accurately forecast opportunities
• Enter and manage all pipeline opportunities within the TMH Midsouth CRM system
• Meet or exceed sales targets and key performance indicators
• Track account activity and performance using CRM tools

Knowledge and Skills Required:

• Bachelor's degree or equivalent experience
• 2+ years of sales or account management experience
• Strong communication, negotiation, and relationship-building skills
• Ability to manage multiple accounts and priorities effectively
• Experience in material handling or industrial equipment (preferred)
• Familiarity with warehouse operations, safety standards, or automation solutions (preferred)
• Experience selling to multiple stakeholders within an organization (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.