Territory Manager

CrossCountry Freight Solutions, Inc. DBA CCFS; Bridgeton (MO); Hybrid; USD 62,000 - 75,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Life Insurance

401K Retirement Plan - Match up to 4%

Biweekly Pay

Paid Holidays

Volunteer Time Off

Wellness Time Off

Job summary

CrossCountry Freight Solutions (CCFS) is seeking a Territory Manager to build and manage a diverse customer portfolio shipping freight via LTL, using consultative, relationship-focused sales. You will qualify leads, uncover needs, and position our service value while managing accounts from qualification to retention.

The role uses a structured sales process with CRM and mobile tools, handling 50+ relationships across stages and targeting $750k revenue growth annually.

Qualifications

• 1–3 years of sales experience, preferably in LTL, logistics, or transportation services.
• B2B sales experience preferred but not required.
• Valid driver's license and reliable transportation.
• Comfortable with technology: CRM systems and mobile applications.

Responsibilities

• Qualify 25+ inbound leads per week using structured discovery process.
• Conduct consultative discovery calls to understand customer shipping needs.
• Position service-based value proposition vs price-only competitors.
• Manage 3-week conversion period with follow-up and engagement.
• Maintain 50+ retained customer relationships with regular touchpoints.
• Use CRM daily to track activities, opportunities, and interactions.

Skills

Sales experience

Interpersonal skills

CRM proficiency

Communication

Tools

CRM software

Microsoft Office

Job description

Job Title: Territory Manager Department: Business Development Job Status: Exempt Compensation: Direct Reports: Yes

COMPANY OVERVIEW

CrossCountry Freight Solutions (CCFS) is an exceptional company with a mission to achieve universal prosperity with our Customers, Company, Team Members, & Communities. We use the latest technology to provide quality service and on-time delivery to our customers. CCFS provides direct service throughout the Western and Central United States. We look forward to having you Hitch on and Prosper with us!

SALARY

$62,000-$75,000 base salary (depends on experience)

REPORTS TO

Director of Regional Sales

DIRECT REPORTS

No

LOCATION

St. Louis, MO (Remote, but must be located in the St Louis area to be considered)

JOB SUMMARY

The Territory Manager is responsible for building and managing a portfolio of customers shipping freight via Less-Than-Truckload (LTL) transportation through consultative, relationship-focused sales.
The Territory Manager will qualify leads, uncover customer needs, position our service-based value proposition, and manage accounts through successful conversion and long-term retention.
This role will work within a structured sales process, using CRM and mobile technology to manage 50+ customer relationships at different stages.

ESSENTIAL JOB DUTIES

• Qualify 25+ inbound leads per week using 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) vs. price-only competitors.
• Manage 3-week conversion period with systematic follow-up and proactive customer engagement.
• Handle 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.
• Target: $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.

JOB SPECIFICATIONS

Skills and Knowledge Strong interpersonal skills with the ability to effectively engage with individuals from diverse backgrounds. Must possess excellent organizational, communication (written and verbal), analytical, and decision-making skills. 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. Work Conditions Extensive time out of the standard office environment (60-80%). Ability to travel when necessary. Ability to work irregular hours and/or on weekends as necessary.

BENEFITS

• Medical, Dental, Vision, and Life Insurance
• PTO, Paid Holidays, Volunteer Time Off, Wellness Time Off
• 401K Retirement Plan - Match up to 4%
• Biweekly Pay

All regular full-time employees are eligible for CrossCountry's benefit package after 30 days of employment.

• Medical Insurance
• Dental Insurance
• Vision Insurance
• Life Insurance
• 401(k) Plan*
• Uniform Incentive*
• Paid Holidays (after 30 days of service as a full-time employee)
• Paid Personal Time-Off
• Regular part-time employees are eligible for these benefits as well.