Territory Manager

Description

The Territory Manager plays a critical role in driving growth by identifying and securing new business opportunities with large companies and enterprise clients across assigned territories or markets. This role requires a strategic, results-driven professional with a “hunter” mentality and a strong growth mindset. The Territory Manager will quickly immerse themselves in our business, develop targeted sales strategies, and build strong client relationships to generate revenue and consistently exceed performance goals. 

Duties and Responsibilities: 

Developing Customer Relationships 

• Identify and engage in new business opportunities by researching and targeting prospective clients in the trucking and logistics space. 
• Conduct discovery calls and site visits to uncover client pain points, and align our solutions to improve operational efficiency, compliance, and cost-effectiveness. 
• Develop and maintain strong relationships with key stakeholders at all levels of client organizations.  
• Use data-driven insights to identify and target customers with enterprise-level structures or those operating in high-potential, large-scale markets.   

Growing the Business  

• Execute Account-Based Sales and Marketing (ABSM) strategies to engage a defined list of high-value target customers with personalized, data-driven outreach.   
• Demonstrate a strategic approach to expanding offerings in current customer locations with a focus on solution selling.  
• Conduct regular business reviews with key customers to identify opportunities for growth, deepen partnerships, and drive long-term value. 
• Understand client operations and challenges, and position our solutions to improve efficiency, productivity, and profitability. 
• Establish and leverage a strategic network to generate leads, strengthen client relationships, and drive revenue growth within key markets. 
• Map the client’s organizational structure to identify key decision-makers and influencers critical to the sales process.   
• Collaborate with internal teams including Sales Operations, Market Operations, Recruiting, Compliance, and Leadership to ensure client satisfaction and solution effectiveness.  

Utilizing Technology and Resources 

• Effective use of data and market intelligence to identify job prospects, analyze employment trends, and track new companies entering the market.   
• Stay informed on industry trends, competitor offerings, and evolving technologies in the logistics and transportation ecosystem. 
• Utilize CRM, sales enablement tools and technology to manage pipeline, track activities, and report progress. 
• Leverage AI-driven tools to monitor and analyze client behavior, digital engagement, and communications to identify buying signals and accurately gauge where each prospect is in their buying journey. 

Requirements

Education and Certifications: 

Bachelor's degree in Business, Supply Chain, Transportation, or a related field is preferred. 

Skills and Qualifications: 

• 7-10 years of sales experience required in B2B sales, business development, or strategic partnerships. 
• Experience in the staffing/recruiting industries is highly preferred.  
• Experience in the trucking, logistics, or transportation industry preferred. 
• Proven track record of solution-based selling with a focus on long-term relationship building. 
• Strong technical aptitude; comfortable leveraging sales tech stacks, CRM systems, and digital automation software/tools. 
• Excellent interpersonal and communication skills—both written and verbal. 
• Ability to work independently and as part of a collaborative, cross-functional team. 
• Strong problem-solving skills and the ability to think on your feet in client-facing scenarios. 
• Strong goal orientation with a sales “hunter” mindset.