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 build and manage a portfolio of customers shipping freight via LTL. You will engage in consultative selling, qualify leads, uncover needs, and present a service-based value proposition to drive long-term relationships.

Responsibilities include managing 50+ key relationships, using CRM to track activities, and coordinating with operations and claims teams.

Qualifications

• Strong interpersonal skills for diverse engagement.
• Excellent organizational, written and verbal communication abilities.
• 1-3 years of sales experience, preferably in LTL/logistics/transportation.
• B2B sales experience preferred but not required.

Responsibilities

• Qualify 25+ inbound leads per week using a 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 proactive engagement.
• Handle first 3 weeks post-conversion with intensive customer support.
• Maintain 50+ retained customer relationships with regular touchpoints.
• Use CRM daily to track all activities and interactions.
• Coordinate with operations, customer service, and claims teams to resolve issues.
• Target revenue growth of $750k annually with 8-10 new $50k+ customers.

Skills

Interpersonal skills

Organizational skills

Written and verbal communication

Analytical skills

Decision making

Sales experience

CRM usage

MS Office

Self-motivated

Independent work

Tools

CRM systems

Mobile apps

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

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.

#SALES