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