Territory Manager

CrossCountry Freight Solutions•Eagan, MN

11d•$75,000 - $85,000

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, positions 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 50 or more customer relationships at different stages. The position covers one or more designated sales territories and requires travel as needed to develop business, service accounts, and maintain customer contact. The role is based in or near Eagan, Minnesota.

Requirements

1–3 years of sales experience; experience in LTL, logistics, or transportation services 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 the ability to work independently.
Valid driver's license and reliable transportation.
Ability to travel when necessary and work irregular hours and/or weekends as necessary.

Nice To Haves

Sales experience in LTL, logistics, or transportation services.
B2B sales experience.

Responsibilities

Qualify 25 or more inbound leads per week using a structured discovery process and a one-week qualification period.
Conduct consultative discovery calls to understand customers’ shipping needs, pain points, and requirements.
Position the company’s service-based value proposition, including transit time, reliability, and claims ratio, against price-only competitors.
Manage a three-week conversion period with 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 50 or more 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 spending $50,000 or more per year.
Identify and qualify truckload opportunities through customer conversations and coordinate introductions to NAL.
Cover designated sales territories, traveling as needed to develop new business, service existing accounts, and maintain customer contact.
Perform other duties as assigned.