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: $66,000-$78,000 - Based on education and experience. REPORTS TO: Senior Director of Field Sales DIRECT REPORTS: No LOCATION: Must be located in or near the Oklahoma City, OK or Wichita, KS 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. 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 #BUSDEV