Territory Manager

CrossCountry Freight Solutions•Wichita, KS

26d•$66,000 - $78,000

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, presents the company’s service-based value proposition, and manages accounts through conversion and long-term retention. The manager follows a structured sales process and uses CRM and mobile technology to manage more than 50 customer relationships at different stages. The position covers one or more assigned sales territories, with travel as needed to develop business, serve existing accounts, and maintain customer contact. The role is based in or near Oklahoma City, Oklahoma, or Wichita, Kansas, and reports to the Senior Director of Field Sales.

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 individuals 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.
Ability to work irregular hours and/or weekends as necessary.

Nice To Haves

B2B sales experience is preferred but not required.
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, against price-focused 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-issue risk is highest.
Maintain consistent touchpoints and value-added service for more than 50 retained customer relationships.
Use the CRM daily to accurately track activities, opportunities, and customer interactions.
Follow the established sales process and complete assigned tasks within 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 at least $50,000 each per year.
Identify and qualify truckload opportunities through customer conversations and coordinate introductions to NAL.
Cover one or more designated sales territories, traveling as needed to develop new business, serve existing accounts, and maintain consistent customer contact.
Perform other duties as assigned.