VP, Enterprise Sales

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
• Salary Range of $150,000.00 to $185,000.00 base salary + Incentive plan. 

Responsibilities

The VP, Enterprise Sales, is responsible for providing leadership and coordination of EFW sales functions, developing and implementing sales strategy, and monitoring and analyzing sales activity against goals. The position requires experience in strategic planning and execution, knowledge of contracting, negotiating, and change management, knowledge of structuring sales quota goals and revenue expectations.

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. 

• Develop and execute sales strategies, tactics, forecasts, and actions required to achieve revenue/profit objectives and client satisfaction.
• 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.
• 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.
• 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.
• Promote positive relations with partners, vendors, and distributors.
• 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

• Intermediate proficiency in Microsoft Office, internet, web-based, and job specific software applications.
• Experience in strategic planning and execution.
• Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects.
• 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.
• Use appropriate methods and a flexible interpersonal style to help build a cohesive team and facilitate the completion of team goals.
• Ability to read and interpret comprehensive and intricate business and research documents.
• Ability to write scientific reports and technical correspondence.
• Ability to work with executives and communicate abstract concepts.
• Ability to present to a high level of the organization and groups outside of the organization.
• Ability to solve problems with complex variables through non-standardized solutions that require independent judgment and analysis.
• Ability to draw inferences and use deductive reasoning with no prescribed procedures to solve complex problems.
• Ability to stay motivated and bounce back from rejection or setbacks.
• Must be eligible to work in the United States.
• Must pass a pre-employment drug screen, random drug and/or alcohol tests, and will be subject to a criminal history background check.
• 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) in Business, Operations, or related field of study and 10-15 years of experience. Fifteen years or more of sales and development business experience. 10-15 years of experience in the transportation or logistics industry preferred. However, a combination of experience and/or education will be taken into consideration. 

LICENSES/CERTIFICATIONS

None required.

TRAVEL

Periodic travel up to 50% 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.