The Vice President of LTL Center of Excellence serves as the company's Less-Than-Truckload (LTL) subject matter expert, partnering with Strategic National Sellers, Strategic Account Executives, and brokers to win, grow, and retain LTL business.
This role is not responsible for originating business independently. Instead, the VP of LTL Center of Excellence provides commercial, operational, and technical expertise throughout the sales process, helping sellers confidently position NTG's LTL capabilities, develop transportation solutions, overcome objections, and secure profitable freight opportunities.
The VP of LTL Center of Excellence bridges Sales, Operations, Pricing, Procurement, and Technology to ensure customers receive best-in-class LTL solutions while enabling sales teams to expand wallet share within existing and prospective accounts.
ESSENTIAL DUTIES AND RESPONSIBILITIES :
Sales Support & Opportunity Development- Partner with Strategic National Sellers, Strategic Account Executives, and brokers on qualified LTL opportunities.
- Serve as the primary LTL expert during customer meetings, discovery sessions, presentations, and solution design.
- Help identify opportunities to convert truckload, parcel, managed transportation, and competitive freight into LTL solutions.
- Assist sellers in developing account strategies focused on profitable LTL growth.
- Participate in customer presentations, QBRs, RFPs, and executive meetings as the LTL SME.
- Support new logo pursuits as well as expansion within existing accounts.
Solution Design- Design customer-specific LTL transportation strategies.
- Recommend optimal carrier mix, pricing strategies, technology solutions, and operating models.
- Evaluate freight profiles and recommend the most effective service offerings.
- Collaborate with pricing and procurement teams to ensure competitive and profitable solutions.
- Develop customized implementation strategies for complex opportunities.
Commercial Expertise- Explain NTG's LTL capabilities, technology, carrier network, and value proposition.
- Educate customers on:
- Carrier selection
- Transit strategies
- Density and freight classification
- NMFC optimization
- Accessorial management
- Mode optimization
- Cost reduction opportunities
- Support contract reviews from an LTL operational perspective.
- Help position value beyond price.
Internal Enablement- Collaborate with Sales Enablement to Train brokers and sellers on LTL best practices.
- Develop sales tools, playbooks, and customer-facing materials.
- Share market intelligence and carrier updates.
- Promote adoption of LTL products and technology across the organization.
- Serve as a trusted advisor to the commercial organization.
Cross-Functional CollaborationPartner closely with the departments below to ensure seamless customer onboarding and successful execution:
- Pricing
- Carrier Procurement
- Operations
- Customer Success
- Technology
- Product
- Marketing
- Implementation
JOB REQUIREMENTS:- Bachelor's degree in related field or equivalent.
- 7+ years of Less-Than-Truckload transportation experience.
KNOWLEDGE, SKILLS, AND ABILITIES:- Strong understanding of:
- LTL pricing
- Carrier networks
- NMFC classifications
- Freight optimization
- Accessorial management
- Claims
- Capacity strategies
- Experience in transportation brokerage or 3PL
- Experience supporting enterprise or strategic customers
- Excellent presentation and consultative selling skills
- Ability to simplify complex transportation concepts for customers
- Strong analytical and problem-solving capabilities
- Experience collaborating across multiple functional teams
- Proficiency with CRM platforms, TMS systems, and transportation technology
- Enterprise sales support experience
- Knowledge of managed transportation and multimodal solutions
- Experience responding to RFPs
- Strong executive presentation skills
- LTL Subject Matter Expertise
- Consultative Selling
- Solution Design
- Customer Discovery
- Commercial Acumen
- Executive Communication
- Cross-Functional Leadership
- Strategic Thinking
- Negotiation & Influence
- Analytical Problem Solving
- Customer Focus
- Collaboration
**MAY PERFORM OTHER DUTIES AS ASSIGNED**
Our Benefits:- Competitive base salary (starting at $100k) + bonus potential
- Paid time off
- Paid health days
- Company paid Holidays and Floating Holidays
- Paid parental leave
- Competitive Benefit Package, including Medical, Dental, Vision, and Pet insurance!
- 401(k) with Company Matching
- Casual dress code
- Access to professional development resources such as LinkedIn Learning
- Build relationships and take part in learning opportunities through our Employee Resource Groups
- Mental health aid through our Employee Assistance program (EAP)
- Get paid to work with your friends through our Referral Program!
WORK ENVIRONMENTStandard office environment, usually indoors away from the elements with moderate noise. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
PHYSICALEFFORTMaintain a stationary position for extended periods; move about the office, operate computers and files, as needed; and frequently communicate with others. The physical demands described here are representative of those that an employee must meet to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is required to stand, walk, and reach with hands and arms. Occasionally, the employee is required to lift boxes up to 20 pounds.
SCHEDULINGThis is a full-time benefits-eligible position, working Monday through Friday; 8:00 a.m. - 5:00 p.m. An employee in this position must be available to work occasionally on weekends and evenings, during peak periods.
TRAVELLocal travel is required. Out-of-state travel is limited but may be required for special training/conferences.
DISCLAIMERThe above statements are intended to describe the general nature and level of work being performed. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required.
