Director, Major Accounts Sales - Industrials or Warehouse

Job Title

Director, Major Accounts Sales - Industrials or Warehouse

Job Category

Sales

Job Description

What starts with YOU, moves the world! 

Hyster-Yale Materials Handling, Inc, a world-class manufacturer of industrial lift trucks, has an outstanding opportunity for an exceptional and talented Director, Major Accounts Sales – Industrials or Warehouse (Field-Based). 

  

What you will do: 

• Drive unit, revenue, and margin performance by leading a team of Major Account Managers (MAMs) focused on either industrial or warehouse customers. 

• Grow revenues and margins across machine sales, aftermarket, fleet, finance, and emerging technology by promoting the full portfolio of solutions. 

• Manage sales pipeline and prioritize opportunities based on account potential and strategic importance. 

• Guide and support MAMs in developing and executing Account Development Plans aligned to industry-specific needs. 

• Build and maintain strong relationships with dealer partners to ensure alignment and support for major account strategies. 

• Collaborate with cross-functional teams (strategy, inside sales, marketing, and product) to inform solutions and drive account growth. 

• Lead, coach, and develop a high-performing team, with an emphasis on strategic selling, customer alignment, and continuous improvement. 

• Customize approach based on focus:

  • Industrials: Support sales efforts in sectors like manufacturing, construction, and heavy equipment. 

  • Warehouse: Support sales growth in supply chain, e-commerce, distribution, beverage, food production, retail, and third-party logistics environments. 

Who you are: 

• A seasoned sales leader with deep knowledge in either industrial or warehouse customer segments. 

• Comfortable adapting sales strategies to match the operational realities of each sector. 

• A strategic thinker who connects big-picture vision to actionable team goals. 

• A trusted partner to both internal teams and external dealer networks. 

• Motivated by developing others, delivering results, and solving complex customer challenges. 

 

What you will need: 

• Bachelor’s degree strongly preferred (Business or related field) 

• 10+ years of sales leadership or management experience (15+ years without a degree) 

 

Skills, Experience & Abilities       

• Strong written, verbal, and presentation communication skills. 

• Technical and application knowledge of the lift truck industry. 

• Sales and financial management experience with a track record of delivering growth. 

• Proven success supporting either industrial or warehouse accounts. 

• Familiarity with dealer sales models, field support, and account planning. 

• Business acumen across strategy