Director, Equipment Application & Fleet Solutions

Director, Equipment Application & Fleet Solutions

The Director, Equipment Application & Fleet Solutions is TFS's internal subject matter expert for material handling equipment specification, application analysis, and equipment selection. This field-based role spends significant time at customer facilities across North America, observing operations firsthand and helping account management teams recommend equipment that fits the customer's actual application. The position serves as a single point of reference for equipment knowledge across TFS and supports accurate, practical, brand-independent fleet solutions for multi-site customers.

This is a full-time exempt position and reports to the EVP, Fleet Management; 60% or more travel is to be expected.

• Conduct on-site application analyses at customer facilities, including material handling equipment, docks, aisles, staging areas, production zones, rack layouts, traffic patterns, load profiles, and shift activity.
• Gather facility data through direct observation, measurements, photos, video, telematics, and operational data to support practical fleet recommendations.
• Present findings and recommendations clearly to customer stakeholders, including warehouse leaders, operations teams, and executive decision-makers.
• Specify the right equipment for the application, including forklifts, reach trucks, pallet jacks, order pickers, AGVs, and related material handling equipment.
• Maintain strong, brand-independent knowledge of major OEMs and material handling equipment classes I through VII.
• Build and maintain a standardized specification library and decision tools that help account management teams develop consistent solutions faster.
• Join account management teams on strategic customer visits, prospect walk-throughs, and business reviews to provide technical credibility and support consultative selling.
• Serve as the go-to equipment resource for account management teams, supporting solution development, customer meetings, and technical objections both in person and remotely.
• Train account management teams on equipment fundamentals, application principles, and how to position fleet solutions based on customer needs.
• Partner with Supplier Management on vendor programs, pricing alignment, OEM pricing comparisons, and market trends.
• Work with Operations and Service teams to compare real-world equipment performance against specification assumptions.
• Share insights with leadership on equipment trends, OEM performance, automation, telematics, alternative power, and other emerging technologies.
• Other duties as assigned.

Required Qualifications

• 7+ years of experience with material handling equipment in a dealer, OEM, or large end-user fleet environment.
• Bachelor's degree in Engineering, Supply Chain, related field or equivalent work experience
• Proven experience in application engineering, fleet consulting, or equipment sales engineering with a strong field-based track record.
• Deep working knowledge of MHE classes I through VII, warehouse operations, facility layouts, and equipment applications.
• Ability to read facility drawings and rack layouts and interpret operational data such as throughput, utilization, hour meters, and telematics.
• Strong analytical skills, including comfort with Excel, fleet management platforms, and customer data.
• Ability to translate technical information into clear, business-focused conversations with customers and internal teams.
• Willingness and ability to travel 60% or more, including overnight travel.
• Valid driver's license and ability to fly domestically without restriction.
• Familiarity with AGV/AMR automation, lithium-ion power, warehouse management systems, and emerging fleet technologies.
• Six Sigma, Lean, industrial engineering, equipment leasing, or equipment finance experience.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is…