Manager, Global Solutions

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 Manager, Global Solutions (GSM) is accountable for developing new business and securing incremental revenue and market share through promotion and sales of all services and products to  target and establish accounts.

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. 

• Model and act in accordance with our guiding principles and core values.
• Identify business opportunities and generate profitable sales in both new and existing accounts to meet or exceed monthly, quarterly and annual business revenue goals and sales quotas.
• Assist in the development and implementation of sales plans that support increased sales.
• Contribute to the company’s growth by closing deals.
• Handle objections, negotiate terms, and guide prospects toward making a purchase, in order to finalize deals effectively and efficiently.
• Identify and build strategic relationships with potential customers through calls, emails, networking, and referrals to understand opportunities and maintain a pipeline of qualified leads.
• Work closely with marketing, customer support, and other departments to ensure a seamless customer experience.
• Capitalize on value creation opportunities by working closely with the sales and operations management team to act as a trusted advisor, understanding customer needs and providing tailored solutions.
• Have in-depth knowledge of the company’s products and services offered in order to explain features, benefits, and value propositions to potential customers and to cross sell in a global team environment.
• Provide excellent post-sale support to ensure customer satisfaction, monitor and review customer sales activity and make strategy adjustments as needed.
• Utilize the EFW CRM to track customer interactions, manage leads, and update sales pipelines and maintain EFW expectations.
• Establish and nurture relationships with new and existing customers, by facilitating regular meetings with clients and relevant operations staff to evaluate performance and receive updates from clients on challenges.
• Prepare and present sales reports to managers to share feedback from customers to operational staff at multiple sites and locations to help improve products or services and ensure customers’ needs and expectations are met.
• Stay informed about industry trends, competitors, and market conditions to assist in the development and reporting of competitive market analysis and use insights to refine sales strategies.
• Prioritize tasks and manage time effectively to balance prospecting, meeting, and follow-ups.
• Keep abreast of emerging technology changes and innovations through formal or informal study, reading business and professional publications, networking, and participation in professional organizations.
• Attend training sessions, workshops, and conferences regularly.
• Meet or exceed minimum sales levels set as expectations for this role as laid out in the EFW sales plan.
• Support and promote company core values.
• 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

• Ability to read and interpret complex business and/or technical documents.
• Ability to write comprehensive reports and detailed business correspondence.
• Ability to work with managers or directors and communicate ambiguous concepts.
• Ability to present to groups across the organization.
• Ability to work independently or in a team setting, in a fast-paced environment.
• Ability to stay motivated and bounce back from rejection or setbacks.
• Maintain stable performance under pressure or opposition; handling stress in a manner that is acceptable to others and the organization.
• Intermediate proficiency in Microsoft Office, internet, web-based, and job specific software applications.
• Demonstrated knowledge of sales concepts, methods, and techniques, while continuously improving sales skills and product knowledge.
• Strong interpersonal skills (maturity, good judgment, diplomacy, and patience) and strong consulting and presentation skills.
• Demonstrated skills in organization group process, problem identification and resolution at both a strategic and functional level.
• Cognizant of domestic and international regulatory compliance laws and regulations related to the supply chain and transportation industry.
• Attention to detail in composing, typing, and proofing materials, establishing priorities and meeting deadlines.
• Excellent spelling, grammar, and written/oral communication skills.
• Ability to plan, organize and manage multiple projects and set priorities.
• 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.
• 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 semi-autonomously and has no direct reports.

EDUCATION/EXPERIENCE

Minimum of a bachelor’s degree (or equivalent) and a minimum of five years sales experience and four years industry experience. However, a combination of experience and/or education will be taken into consideration. 

LICENSES/CERTIFICATIONS

None required.

TRAVEL

Periodic travel up to 25% 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.

Typically sitting at a desk or table.  Intermittently sitting, standing, walking, or stooping.

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.

Normal office situation.

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