Territory Manager

CrossCountry Freight Solutions; Phoenix (AZ); On-site; USD 78,000 - 90,000; Full time

Job summary

CrossCountry Freight Solutions in Phoenix seeks a Territory Manager to grow a portfolio of customers shipping freight via LTL. You will qualify leads, uncover needs, and position our service-based value, managing accounts through a structured sales process using CRM and mobile tech to handle 50+ relationships.

The role requires 1–3 years of sales experience, strong communication and organizational skills, and a valid driver’s license. Travel and flexible hours may be required.

Qualifications

• Strong interpersonal, organizational, analytical and decision‑making skills.
• 1–3 years of sales experience, preferably in LTL/logistics.
• B2B sales experience preferred but not required.
• Comfortable with technology: CRM systems and mobile apps.

Responsibilities

• Qualify 25+ inbound leads per week using a structured discovery process.
• Conduct consultative discovery calls to understand shipping needs and requirements.
• Position service-based value proposition vs. price-only competitors.
• Manage a 3‑week conversion period with follow-up and proactive engagement.
• Maintain 50+ retained customer relationships with consistent touchpoints.

Skills

Interpersonal skills

Organizational skills

Communication skills

Analytical skills

Decision-making

Sales experience (1-3 years)

B2B sales

CRM proficiency

Independent worker

Driver's license

Tools

CRM software

Microsoft Office

Job description

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!

Job Title

Territory Manager

Department

Business Development

Job Status

Exempt

Compensation

Salary: $78,000-90,000, based on education and experience.

Reports To

Director of Regional Sales

Direct Reports

No

Location

Must be located in the Phoenix, AZ area.

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.

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