Territory Manager

CrossCountry Freight Solutions•Oklahoma City, OK

11d

About The Position

The Territory Manager builds and manages a portfolio of customers shipping freight via Less-Than-Truckload (LTL) transportation through consultative, relationship-focused sales. The role qualifies leads, uncovers customer needs, presents the company’s service-based value proposition, and manages accounts through conversion and long-term retention. The Territory Manager follows a structured sales process and uses CRM and mobile technology to manage more than 50 customer relationships at different stages. The role covers one or more designated sales territories, with travel as needed to develop new business, service existing accounts, and maintain customer contact. The position is based in or near Oklahoma City, Oklahoma, or Wichita, Kansas, and involves extensive time outside a standard office environment.

Requirements

1–3 years of sales experience; LTL, logistics, or transportation services experience is preferred.
Strong interpersonal skills and the ability to engage effectively with people from diverse backgrounds.
Excellent organizational, written and verbal communication, analytical, and decision-making skills.
Comfort with CRM systems, mobile applications, and Microsoft Office.
Ability to work within structured processes.
Self-motivation and ability to work independently.
Valid driver's license and reliable transportation.
Ability to travel when necessary.
Ability to work irregular hours and/or weekends as necessary.
Must be located in or near Oklahoma City, Oklahoma, or Wichita, Kansas.

Nice To Haves

B2B sales experience is preferred but not required.
Sales experience in LTL, logistics, or transportation services is preferred.

Responsibilities

Qualify 25 or more inbound leads per week using a structured discovery process, with a one-week qualification period.
Conduct consultative discovery calls to understand customer shipping needs, pain points, and requirements.
Present the service-based value proposition, including transit time, reliability, and claims ratio, compared with price-only competitors.
Manage a three-week conversion period through systematic follow-up and proactive customer engagement.
Provide intensive customer support during the first three weeks after conversion, when service issues are most likely.
Maintain relationships with more than 50 retained customers through consistent touchpoints and value-added service.
Use the CRM daily to accurately track activities, opportunities, and customer interactions.
Follow the established sales process and complete assigned tasks in company systems.
Coordinate with operations, customer service, and claims teams to resolve issues.
Pursue a target of $750,000 in annual revenue growth, including 8–10 new customers generating $50,000 or more annually.
Identify and qualify truckload opportunities through customer conversations and coordinate introductions to NAL.
Travel within one or more assigned sales territories as needed to develop new business, service existing accounts, and maintain customer contact.
Perform other duties as assigned.