Territory Manager

About the role

• Job Title: Territory Manager
• Department: Business Development
• Job Status: Exempt

Compensation

Direct Reports: Yes

Salary

$75,000-$85,000 - Based on education and experience.

• REPORTS TO: Senior Director of Field Sales
• DIRECT REPORTS: No
• LOCATION: Must be located in or near Eagan, MN

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.

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