Inside Sales Representative, Tradeshow

Overview

Estes Forwarding Worldwide (EFW) is a leading domestic and international freight forwarder in the United States, providing customized logistics and warehousing solutions for clients around the world and across all industries via air, ground, and ocean freight. A subsidiary of Estes Express lines with corporate located in Richmond, Virginia, EFW is uniquely backed by Estes Express Lines’ extensive line haul network providing EFW clients with a hybrid transportation network. The company has received industry awards, including Specialty Carrier of the Year and E-Commerce Delivery Carrier of the Year, and has been recognized by Global Trade Americas as a leading 3PL to watch.

We are proud to offer highly competitive pay and a comprehensive benefits package, including:

• Paid vacation, sick time, and holidays
• 401(k) plan with company match
• Medical, dental, and vision insurance
• Short- and long-term disability plans
• Life and accidental death & dismemberment insurance
• Job referral bonus program

Responsibilities

The Inside Sales Representative, Tradeshow is responsible for the development of new business for EFW Tradeshow Division.  This includes identifying, researching and engaging with prospects, understanding needs, aligning EFW as a solutions provider and ultimately creating new customers.  This role is also responsible for growing and expanding active customer relationships.

To perform this job successfully, an individual must satisfactorily perform each essential duty.  Reasonable accommodations will be made to enable individuals with disabilities to perform the essential duties. 

• Identify and Qualify Leads: Evaluate potential sales opportunities specifically for trade show logistics to determine alignment with EFW’s solutions.
• Research and Targeting: Use online research tools and platforms to identify prospects in the trade show industry and gather strategic insights.
• Digital Marketing Leads: Respond (within 1 hour) to incoming leads generated from digital marketing efforts and work to qualify each opportunity and record efforts in Salesforce. 
• Outreach Activities: Engage in outreach efforts, including cold calls, emails, LinkedIn messages, conference calls, and video meetings with prospects and current customers in the trade show logistics sector.
• Utilize Sales Content: Employ EFW’s content—both original and standardized—in customer communications such as emails, presentations, and call scripts tailored for trade show inside sales.
• Present Proposals: Understand and deliver pricing proposals and presentations to potential customers focused on trade show shipping, warehousing and I&D services.
• Collaborate for New Business: Work with Estes Express Lines sales counterparts to support their customers and prospects with EFW’s trade show logistics solutions.
• CRM Management: Manage the sales process and customer information within EFW’s Customer Relationship Management (CRM) system, focusing on trade show inside sales.
• Achieve Sales Goals: Target and successfully meet sales goals and Key Performance Indicators (KPIs) for trade show logistics as set by management.
• Leverage LinkedIn: Maintain and use a current LinkedIn account to develop new business.
• Understand EFW Structure: Develop a thorough understanding of EFW’s organizational structure and service offerings to accurately identify the best department, service, or solution for trade show logistics customer needs.
• Stay Informed: Keep up-to-date with industry news and events related to trade show logistics, integrating relevant information into the sales process.
• Spot Quote Management: Handle spot quote requests for trade show logistics prospects and customers, directing opportunities to the appropriate EFW team.
• Onboarding Support: Follow Standard Operating Procedures for new trade show logistics customer onboarding.
• Customer Relationship Management: Follow up, develop relationships, and support both new and existing customers in the trade show logistics sector to ensure satisfaction with services, manage escalations, claims, etc.
• Internal Collaboration: Work closely with internal teams and departments to address customer-related needs and issues concerning pricing, accounting, legal, claims, operations, etc., specifically for trade show logistics.
• Team Participation: Participate in team meetings, required training sessions, and various programs relevant to the trade show inside sales role.
• Regular attendance is required.
• Comply with company C-TPAT and TSA security procedures.
• Perform other duties as assigned.

Qualifications

The qualifications listed below are representative of the minimum knowledge, skill, and/or ability required.

SKILLS AND ABILITIES 

• Experience in MS Excel, Word, Outlook, internet, web-based, and job specific software applications.
• Experience in CRM or similar software application preferred.
• Ability to establish and maintain effective working relationships with employees, other agencies, and the public.
• Ability to develop and use collaborative relationships to accomplish work goals; develop individual relationships by listening, sharing ideas, and appreciating others' efforts.
• Maintain stable performance under pressure or opposition; handling stress in a manner that is acceptable to others and the organization.
• Must possess strong verbal, written and listening communication skills. Must be able to communicate in a positive, enthusiastic manner even under adverse conditions.
• Strong organizational and time management skills with the ability to manage tasks and set priorities.
• Strong problem solving skills and the ability to think and respond quickly to sales and service issues.
• Strong interpersonal skills including diplomacy and patience.
• Positive, competitive, confident personality with strongly developed persuasive and negotiation skills and a customer-focused orientation.
• Ability to prioritize and complete tasks in order to deliver desired outcome within given time frame.
• Ability to set, pursue, and attain goals.
• Ability to work effectively in a team environment to achieve results, or work independently with little or no supervision to achieve positive results in a fast-paced high stress environment.
• Ability to read and interpret complex business and/or technical documents.
• Ability to write comprehensive reports and detailed business correspondence.
• Ability to work with groups of people such as other departments and communicate known concepts.
• Ability to present to a group of departments.
• Ability to solve problems with a variety of concrete variables through semi-standardized solutions that require some ingenuity and analysis.
• Ability to draw inferences and follow prescribed and detailed procedures to solve moderately complex problems.
• Must be eligible to work in the United States.
• At this time, EFW will not sponsor a new applicant for employment authorization for this position.
• Must pass a pre-employment drug screen, random drug and/or alcohol tests, and will be subject to a criminal history background check.
• EFW offers an opportunity to grow and develop your career in an environment that provides a fulfilling workplace for employees, creates an environment for continuous learning, and embraces the ideas and diversity of others. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, ethnicity, color, creed, religion, national origin, age, disability status, protected veteran status, marital status, sexual orientation, gender identity or expression, or any other legally protected status.

SUPERVISION

Position functions with supervision and has no direct reports.

EDUCATION/EXPERIENCE

Bachelor’s degree or any combination of education and experience which would provide an equivalent background.

Minimum of 2 years sales or customer service experience is highly preferred.

Trade show experience is preferred.

Transportation or logistics experience is preferred.

Understanding of non-asset, expedited, transportation concepts and pricing is a plus.

LICENSES/CERTIFICATIONS

None required.

TRAVEL

None required. 

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential duties of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform essential duties. 

Extended periods sitting at a desk or table, typing, and viewing a computer screen.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential duties of this job.  Reasonable accommodations will be made to enable individuals with disabilities to perform essential duties. 

Standard office environment or remote work from home.

EFW is an Equal Opportunity Employer, Minorities/Female/Disabled/Veteran.