Territory Manager

CrossCountry Freight Solutions•Wichita, KS

10d•$66,000 - $78,000•Hybrid

About The Position

CrossCountry Freight Solutions (CCFS) is seeking a Territory Manager to build and manage a portfolio of customers shipping freight via Less-Than-Truckload (LTL) transportation. This role focuses on consultative, relationship-focused sales, involving qualifying leads, understanding customer needs, presenting service-based value propositions, and managing accounts through conversion and long-term retention. The Territory Manager will operate within a structured sales process, utilizing CRM and mobile technology to manage over 50 customer relationships at various stages. The company's mission is to achieve universal prosperity with its Customers, Company, Team Members, & Communities, using the latest technology to provide quality service and on-time delivery throughout the Western and Central United States.

Requirements

1-3 years of sales experience, preferably in the LTL, logistics, or transportation services.
B2B sales experience preferred but not required.
Comfortable with technology: CRM systems, mobile applications, Microsoft Office.
Ability to work within structured processes.
Self-motivated with ability to work independently.
Valid driver's license and reliable transportation.
Strong interpersonal skills with the ability to effectively engage with individuals from diverse backgrounds.
Excellent organizational, communication (written and verbal), analytical, and decision-making skills.

Responsibilities

Qualify 25+ inbound leads per week using a structured discovery process (1 week qualification period).
Conduct consultative discovery calls to understand customer shipping needs, pain points, and requirements.
Position service-based value proposition (transit time, reliability, claims ratio) versus price-only competitors.
Manage a 3-week conversion period with systematic follow-up and proactive customer engagement.
Handle the first 3 weeks post-conversion (highest service issue risk) with intensive customer support.
Maintain 50+ retained customer relationships with consistent touchpoints and value-added service.
Use CRM daily to track all activities, opportunities, and customer interactions accurately.
Follow established sales process and complete assigned tasks within company systems.
Coordinate with operations, customer service, and claims teams to resolve issues.
Achieve a target of $750k annual revenue growth (8-10 new $50k+ customers 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, service existing accounts, and maintain consistent customer contact within the assigned geographic area(s).
Other duties as assigned.