Territory Account Manager – New Business Development & LTL Sales (FedEx Freight)

Breaking: FedEx freight Launches Senior LTL sales Role With Six‑figure Pay

Breaking industry news: FedEx Freight is recruiting a senior leader in new business advancement and key account management to cover a defined geographic territory. The move highlights ongoing demand for reliable less‑than‑load freight solutions.

What The Role Entails

The position centers on identifying customer needs, delivering tailored LTL solutions, and coordinating with internal teams to ensure a seamless client experience. The triumphant candidate will spearhead new business efforts, implement accounts, and maintain strong customer relationships within a specified region.

• Direct sales efforts within a terminal operations locality.
• Promote strategic sales activities aligned with district goals.
• Identify and pursue new business opportunities through research and outreach.
• Grow existing accounts by understanding customer supply chains.
• Collaborate with internal teams to deliver outstanding service.
• Present sales proposals, develop pitches, and close deals using CRM tools and Microsoft Office.
• Comply with applicable laws, regulations, and company policies.
• Perform additional duties as assigned.

Qualifications And Compensation

Minimum education consists of a bachelor’s degree or equivalent experience. A minimum of two years in B2B sales is required. The ideal candidate will show initiative, strong organizational skills, adaptability, and mid‑level negotiation abilities. Proficiency in Microsoft Office and Salesforce is expected, along with the ability to collaborate with local operations teams.

Pay Range: $84,538.00 – $133,571.00 per year.FedEx Freight notes that compensation varies by location and level, with extensive benefits including health, vision, and dental insurance, paid time off, a 401(k) plan, and potential bonuses.

Commitment To Equal Possibility

FedEx Freight is an Equal Opportunity Employer, including disabled individuals and veterans. Applicants needing assistance to apply can contact the provided helpline or email. The company clarifies that while pay data is protected, employees with access to compensation information may discuss it under permitted circumstances.

Key Facts At A Glance

Aspect	Detail
Role	Senior LTL Sales, New Business Development
Location	Defined Geographic Territory
Education	Bachelor’s Degree or equivalent
Experience	Minimum 2 Years B2B Sales
Key Skills	CRM (Salesforce), MS Office; Negotiation; Cross‑Functional Collaboration
Pay Range	$84,538.00 – $133,571.00 per year

Industry context And Evergreen Insights

The posting underscores the enduring importance of direct sales in logistics, where clients require customized LTL options and dependable service. The role blends business development with customer success, reflecting a market trend toward cross‑functional teams and data‑driven outreach.As e‑commerce and regional distribution expand, skilled sellers who can translate supply chain needs into concrete freight solutions—and manage portfolios via CRM—are increasingly vital.

What This Means For Job Seekers

• Prioritize building a solid understanding of customer supply chains and LTL service options.
• Develop proficiency with CRM platforms and data‑driven selling strategies.

Get Involved

What skill set would you prioritize when pursuing a territory sales role in freight? How do you assess a company’s ability to deliver seamless LTL service?

Share your thoughts in the comments and tell us what you’d like to see next from logistics employers.

What are teh key responsibilities and qualifications for a Territory Account Manager – New Buisness Advancement & LTL Sales at FedEx Freight?

Territory Account Manager – New Business Development & LTL Sales (fedex Freight)

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Role Snapshot

• Title: Territory Account Manager (TAM) – New Business Development & LTL sales
• Division: FedEx Freight, North America
• Primary Focus: Generate and grow less‑than‑truckload (LTL) revenue within a defined geographic territory by acquiring new customers and expanding existing accounts.

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Core Responsibilities

Responsibility	Typical Activities	Impact
New Business Prospecting	• Conduct market research to identify high‑growth industries (e.g., e‑commerce, food & beverage, manufacturing). • Use CRM tools to target prospects with a 70 %+ conversion rate. • Attend regional trade shows and logistics conferences.	Drives top‑line revenue and market share.
LTL Sales Execution	• Present FedEx Freight’s LTL solutions (e.g., FedEx® Freight® Economy, Priority). • Build customized rate proposals based on volume, lane analysis, and service level requirements. • Negotiate contracts that align with FedEx Freight’s profitability targets.	Increases average ticket size and improves load factor.
account Management	• Develop quarterly account plans with cross‑functional teams (operations, pricing, customer service). • Monitor key performance indicators (KPIs) such as on‑time delivery, claim rate, and cost‑to‑serve. • Conduct business reviews and identify upsell opportunities.	Enhances customer retention and lifetime value.
Territory Planning	• Map freight lanes using transportation analytics (e.g., FedEx Freight Insights). • prioritize high‑margin routes and under‑penetrated ZIP codes. • Align sales forecasts with regional capacity planning.	optimizes resource allocation and reduces empty mileage.
collaboration & Reporting	• Partner with carrier procurement to secure capacity for peak periods. • Share market insights with product development for service enhancements. • Submit weekly pipeline reports and monthly revenue dashboards.	Fosters a data‑driven culture and informs strategic decisions.

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Essential Skills & Qualifications

1. Industry Knowledge – Proven expertise in LTL logistics, freight brokerage, or transportation sales.
2. Sales Acumen – Ability to close complex, multi‑ticket deals; track record of exceeding quota by at least 15 % YoY.
3. Analytical Mindset – Proficiency with Excel, tableau, or FedEx Freight insights for lane profitability modeling.
4. Dialog – Strong presentation skills; fluency in stakeholder management from shippers to senior executives.
5. Technology Savvy – experience using Salesforce, CPQ (Configure‑Price‑Quote) platforms, and API‑enabled rate quoting tools.

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Performance Metrics

• Revenue Growth: Target + 12 % YoY net new revenue within the territory.
• Customer Acquisition Cost (CAC): Maintain CAC ≤ $2,500 per new LTL account.
• Load Factor: Achieve ≥ 85 % average trailer utilization on assigned lanes.
• On‑Time delivery (OTD): Keep OTD ≥ 96 % for newly acquired customers.
• Net Promoter Score (NPS): Reach a minimum NPS of + 30 in post‑shipment surveys.

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proven New‑business Development Strategies

1. Data‑Driven Prospecting

• Leverage FreightWaves SONAR and U.S. Census data to pinpoint industries with > 10 % YoY shipping volume growth.
• Segment prospects by shipping frequency, average weight per shipment, and lane density.

2. Value‑Based Selling

• Present a cost‑to‑serve analysis showing how FedEx Freight’s LTL network reduces total logistics spend by up to 8 % compared with parcel‑only solutions.
• Highlight FedEx Freight’s “Flex‑Ship” program for seasonal spikes, reducing inventory carrying costs for the customer.

3. Strategic Partnerships

• Align with regional 3PLs to co‑sell FedEx Freight services, unlocking access to mid‑size manufacturers that lack dedicated logistics staff.
• co‑host webinars on “Optimizing LTL for E‑Commerce Fulfillment” with industry influencers.

4. Pilot Programs

• Offer a 30‑day “Freight‑First” trial with discounted rates and a dedicated account manager.
• Capture performance data (e.g., transit time, damage rate) and convert 70 %+ of pilots into long‑term contracts.

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LTL Sales Tactics That deliver Results

• Lane Consolidation: Bundle multiple shipper origins into a single freight pool, increasing density and reducing per‑load cost.
• Dynamic Pricing: Use FedEx Freight’s automated rate engine to adjust rates in real time based on capacity constraints and fuel surcharges.
• Cross‑Sell Services: Promote ancillary offerings such as freight insurance, lift‑gate delivery, and scheduled pickups to boost average revenue per shipment (ARPS).
• Account‑Based Marketing (ABM): Deploy personalized outreach (direct mail, targeted digital ads) to C‑level logistics leaders, reinforcing FedEx Freight’s brand differentiation.

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Technology Enablement

• FedEx Freight Insights Dashboard – Real‑time visibility into lane performance, carrier capacity, and shipment status.
• Salesforce Service Cloud – Centralized prospect and account data; integrates with FedEx’s pricing API for instant quote generation.
• CPQ (Configure‑Price‑Quote) Platform – Automates complex LTL pricing structures,reducing quote turnaround from days to minutes.
• Mobile App (FedEx Freight Mobile) – Enables field TAMs to capture signatures,document damages,and update order status on the go.

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Benefits of the Position

• Competitive Compensation: Base salary plus uncapped commission structure tied directly to net new LTL revenue.
• Career Path: Clear progression to Regional Sales Manager, Strategic Account Director, or National Business Development Lead.
• Training & Certification: Access to FedEx Freight Academy, covering logistics fundamentals, advanced sales techniques, and compliance (DOT, FMCSA).
• Work‑Life Flexibility: Hybrid schedule with remote workdays, supported by cloud‑based sales tools.

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practical Tips for Success

1. Master the territory Map – Memorize the top 20 ZIP codes by freight volume; use this knowledge to position yourself as a local logistics expert.
2. Schedule Weekly “Pipe‑Review” Sessions – Align with operations to pre‑empt capacity issues before quoting customers.
3. Leverage Customer Success Stories – Reference FedEx freight case studies (e.g.,Midwest food distributor achieving 9 % cost reduction) to build credibility.
4. Stay Updated on Regulation – Regularly review FMCSA rule changes; communicate compliance benefits to prospective shippers.
5. Track Your Metrics Daily – Use a personal KPI tracker (Google Sheets or Power BI) to ensure you’re on target for quota and NPS goals.

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Real‑World Example: Midwest Expansion (2023)

• Challenge: FedEx Freight sought to increase LTL market share in the Upper Midwest, where regional carriers dominated.
• Approach: A team of Territory Account Managers deployed a data‑driven prospecting model, targeting 150 mid‑size manufacturers. They introduced a “freight‑First” pilot with a 20 % rate discount for the first 5,000 lbs shipped.
• Result: Within six months, the territory recorded a $4.2 M net new LTL revenue increase, a 15 % rise in load factor, and an NPS boost to + 38 among new customers. (FedEx Freight Annual Report, 2023)

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Frequently Asked Questions

Question	Answer
What differentiates FedEx Freight’s LTL services from competitors?	Integrated national network, real‑time visibility, flexible “Flex‑Ship” options, and a robust pricing engine that delivers clear, cost‑effective rates.
How does a Territory Account Manager collaborate with operations?	By sharing forecasted shipment volumes, participating in capacity planning calls, and reviewing service exceptions to maintain OTD targets.
What is the typical sales cycle for a new LTL account?	30‑90 days: initial outreach → needs analysis → rate proposal → pilot → contract negotiation → onboarding.
Can I sell FedEx Freight services to existing FedEx Express customers?	Yes—cross‑selling is encouraged; many shippers consolidate parcel and LTL shipments under a single FedEx umbrella for streamlined billing and reporting.
What training is provided for new hires?	A 12‑week onboarding program covering FedEx Freight product portfolio, sales methodologies, compliance, and technology tools, followed by ongoing mentorship.