LTL Sales Representative

Last Updated:
September 19, 2023

Job Description Overview

As an LTL Sales Representative, your main responsibility is to generate sales in the less-than-truckload (LTL) transportation industry. You will be responsible for selling shipments that don't require a full truckload, which is where the term "less-than-truckload" comes from. You will work with both current and potential customers to determine their shipping needs, and then use your knowledge of the industry to develop a customized plan that will meet those needs. You will also be responsible for negotiating prices, setting up contracts, and maintaining positive relationships with your customers.

To be successful in this role, you should have strong communication and negotiation skills, as well as a deep understanding of the transportation industry. You should also be able to work independently, be comfortable with sales metrics and goals, and have a passion for meeting and exceeding sales targets. Overall, an LTL Sales Representative job description requires someone with excellent people skills, a strong work ethic, and a passion for helping customers get what they need.

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Job Duties and Responsibilities

  • Develop and maintain a customer base of shippers that require less-than-truckload (LTL) shipping services.
  • Prospect and qualify potential customers within the assigned territory, using a combination of cold-calling, networking, and referrals.
  • Conduct customer needs assessments and provide tailored transportation solutions that meet those needs.
  • Negotiate pricing and contractual terms with customers that result in profitable business for the company.
  • Maintain accurate and up-to-date customer information in the company's CRM system.
  • Coordinate with internal departments such as operations and customer service to ensure customer satisfaction and resolution of any issues that may arise.
  • Continuously monitor market trends, competitor activity, and industry news to stay informed and adjust sales strategies as needed.
  • Attend and participate in industry-related events such as trade shows and conferences to stay connected to the transportation community.
  • Meet or exceed sales targets and revenue goals set by the company.
  • Provide regular reporting and analysis to management on sales activity and customer trends.

Experience and Education Requirements

To become a LTL Sales Representative in the transportation industry, you'll typically need a combination of education and experience. First, you'll need a high school diploma or equivalent. Additionally, a college degree in business or a related field can be helpful. On the experience front, you'll need to demonstrate strong communication and organizational skills, as well as a proven track record in sales. Some experience in the transportation industry, specifically in LTL (less-than-truckload) shipping, is typically required. You'll also need to be a team player and have a strong work ethic. Other desirable traits may include being detail-oriented, customer-focused, and having a competitive spirit.

Salary Range

LTL Sales Representative salary range in the transportation industry can vary based on experience, location, and company. According to Glassdoor, the average base pay for LTL Sales Representatives in the United States is around $50,000 to $60,000 a year. However, some employers offer a base pay of up to $80,000 with additional bonuses and commissions. In Canada, the average salary range for LTL Sales Representatives is between CAD 50,000 to 60,000 a year, according to Indeed. In the UK, salaries can range from £20,000 to £30,000 per annum, as per Totaljobs. Keep in mind that salary range can also be affected by factors such as education, certifications, and bilingualism.


  • Glassdoor:,24.htm
  • Indeed:
  • Totaljobs:

Career Outlook

The career outlook for LTL Sales Representatives in the transportation industry seems to be promising over the next five years. According to the Bureau of Labor Statistics, the employment of wholesale and manufacturing sales representatives is projected to grow 2% from 2019 to 2029, which includes LTL Sales Reps. The growing need for efficient transportation services, especially in the e-commerce sector, is likely to boost the demand for LTL Sales Reps. Companies are increasingly relying on LTL transportation for their shipments, which requires the expertise of sales representatives to ensure the smooth functioning of the process. Hence, LTL Sales Representatives are expected to enjoy a moderate demand in the job market in the forthcoming years.

Frequently Asked Questions (FAQ)

Q: What is an LTL sales representative?

A: An LTL sales representative is a professional responsible for selling Less Than Truckload shipping services to businesses and meeting revenue targets.

Q: What are the job requirements for an LTL sales representative?

A: Job requirements include strong communication and persuasion skills, knowledge of the freight industry and LTL pricing, and the ability to analyze customer needs.

Q: What are the primary duties of an LTL sales representative?

A: Responsibilities include prospecting new customers, negotiating pricing, managing customer accounts, and ensuring customer satisfaction.

Q: How does an LTL sales representative generate leads?

A: LTL sales representatives generate leads through cold-calling and networking events, following up on leads from marketing campaigns and referrals, and targeting potential customers in their area.

Q: What is the earning potential for an LTL sales representative?

A: Earning potential can vary based on experience and performance, but typically includes a base salary and commission on sales. Top earners in this position can make over six figures annually.

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