Specialty Solutions Field Specialist

Position Purpose

Contribute to making Southern States Material Handling a leader in the material handling industry by providing specialized support to the sales team. This role serves as a product specialist and consultant on multiple material handling product lines, offering expertise in training, quoting, product specifications, and customer presentations. The position also works closely with manufacturers to stay current on product features, pricing, lead times, and industry trends. By delivering informed and timely support, this role plays a key part in enhancing the effectiveness of the sales team and ensuring the highest level of service to our customers.

 

Major Tasks, Responsibilities, and Key Accountabilities

• Serve as the primary resource and product expert for a range of specialty equipment lines, maintaining up-to-date knowledge of features, advancements, and industry trends to effectively support sales and training efforts, including but not limited to:
• JLG Aerial Platforms
• Genie Aerial Platforms
• Snorkel Aerial Platforms
• Powerboss Floor Cleaning Equipment
• Combilift Forklifts
• Aislemaster Narrow Aisle Forklifts
• Manitou Rough Terrain Forklifts
• Columbia Electric Vehicles
• Autocar Terminal Tractors
• Mastercraft Rough Terrain Forklifts
• Bendi and Drexel Narrow Aisle Forklifts

• Assist with the specification of specialized equipment for customer projects and provide technical support during the sales process.

• Provide internal product expertise to support a team of 25+ sales consultants.
• Assist with quoting, specifying equipment, and preparing presentations for customers.
• Conduct training sessions for sales consultants on the features, benefits, and applications of various product lines to ensure they have the knowledge needed to sell effectively.
• Deliver ongoing training and support to sales consultants through field visits, phone, and email communication, providing in-depth guidance on product features, benefits, and applications to ensure consultants are well-equipped to confidently position and sell various product lines.

• Accompany sales consultants on client visits to provide real-time support, product expertise, and on-the-spot training, while offering constructive feedback to enhance sales effectiveness and delivery.

• Evaluate the training needs of sales consultants while actively supporting them in selling specialty products and communicate observed trends and skill gaps to management for targeted training initiatives.

• In collaboration with consultants, develop tailored client proposals by working to identify customer pain points to provide warehouse solutions, highlighting how this solution solves customer problems.

• Perform and present cost-benefit and needs analysis studies to present to customers as evidence to prove customer need.
• In collaboration with consultants, schedule and perform product demonstrations with potential customers as needed.
• Collaborate with the Specialty Solutions Director on non-standard account planning and pricing decisions.
• Attend equipment deliveries and installations to provide support and ensure proper setup and functionality.
• Conduct product demonstrations and training for select customers at the time of specialized equipment delivery, ensuring proper usage and customer satisfaction.
• Expedite the resolution of customer problems and complaints by communicating with proper internal associates to maximize customer satisfaction.
• Act as the primary liaison with a few designated equipment manufacturers, maintaining current knowledge of product features, benefits, pricing, discount structures, and lead times, while coordination with majority of specialty manufacturers remains under the purview of the Director of Specialty Solutions.
• Stay informed on industry trends, competitor products, and new technologies to provide insight to both the sales team and customers.
• Actively pursue and successfully obtain OEM certification to become a certified Combi-lift Specialist, demonstrating expertise and commitment to product knowledge and industry standards.
• Develop sales strategies, techniques and tactics based on customer feedback and the mar