Vice President of LTL Center of Excellence

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.

• 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.

• 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.

• 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.

• 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.

Partner closely with the departments below to ensure seamless customer onboarding and successful execution:

• Pricing
• Carrier Procurement
• Operations
• Customer Success
• Technology
• Product
• Marketing
• Implementation

• Bachelor’s degree in related field or equivalent.
• 7+ years of Less-Than-Truckload transportation experience.

• 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**

• 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