Territory Manager

CrossCountry Freight Solutions; Wichita (KS); On-site; USD 66,000 - 78,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Life Insurance

Paid Time Off

Job summary

CrossCountry Freight Solutions is seeking a Territory Manager in the Business Development department to build and manage a portfolio of customers shipping freight via LTL. This exempt role requires consultative, relationship-focused sales to qualify leads, uncover needs, and drive conversion and long-term retention.

You will work in a structured sales process using CRM and mobile tech to handle 50+ accounts.

Qualifications

• 1-3 years of sales experience, preferably in LTL, logistics, or transportation services.
• Strong interpersonal and communication skills, both written and verbal.
• Ability to work within structured processes and manage multiple opportunities.

Responsibilities

• Qualify 25+ inbound leads per week using a structured discovery process.
• Conduct consultative discovery calls to understand customer shipping needs 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 engagement.
• Handle post-conversion activities to ensure customer satisfaction and retention.
• Maintain 50+ retained customer relationships with regular touchpoints and value-added service.
• Use CRM daily to track activities, opportunities, and customer interactions.
• Travel within designated territories to develop new business and service accounts.

Skills

LTL freight sales

Relationship building

Prospecting

B2B sales

CRM proficiency

Tools

CRM systems

Mobile applications

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
Direct Reports:
YesCompany 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: $66,000-$78,000 - Based on education and experience.
LOCATION: Must be located in or near the Wichita, KS areaJob 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
  

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