Inside Sales Representative - Estes Forwarding Worldwide

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 is responsible for the development of new business for EFW.  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.

Duties include but are not limited to:

• Qualify potential sales opportunities to identify a fit for EFW’s solution offerings.
• Leverage tools and online research platforms to target prospects and gather strategic information.
• Perform outreach activities including cold calls, e-mails, LinkedIn communication, conference calls, and video meetings with prospects and existing customers.
• Utilize EFW content, original and standard, for customer interactions including: emails, presentations, voice mail scripts, call scripts.
• Understand and present pricing proposals and presentations to potential customers.
• Create new business by collaborating with Estes Express Lines sales counterparts to support their customers and prospects with EFW solutions.
• Manage the sales process and customer information in EFW’s Customer Relationship Management (CRM) system.

• Target and successfully achieve sales goals and Key Performance Indicators (KPIs) as defined by management.
• Maintain a current LinkedIn account and leverage this platform for the development of new business.

• Develop understanding of EFW organizational structure, service offerings, and be able to identify which department, service, and solution best fits a customer’s need.
• Stay current with industry related news/events and incorporate in sales process.
• Manage the spot quote intake for prospects and customers, and route opportunities to the most appropriate EFW team.
• Support the development and implementation of account specific Standard Operating Procedures or Scopes of Work for new customer on-boarding.
• Follow-up, develop relationships and support new and existing customers to ensure satisfaction with services being performed, escalations, claims, etc.
• Collaborate with, support and respond to internal teams and departments with customer related needs and issues related to pricing, accounting, legal, claims, operations, etc.
• Participate in team meetings, training sessions, and various programs as needed for the role.
• Regular attendance is required

• Comply with company C-TPAT and TSA security procedures.
• Perform other duties as assigned.

Qualifications

SKILLS AND ABILITIES

• 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.
• Transportation or logistics experience is preferred.
• Understanding of non-asset, expedited, transportation concepts and pricing is a plus.
• 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 pass a pre-employment drug screen, random drug and/or alcohol tests, and will be subject to a criminal history background check.
• 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.