Manager, Tradeshow Marketing & Business Development
US-PA-Reading
Job ID: 2024-5389
Type: Regular Full-Time
# of Openings: 1
Category: Operations
EFW
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, Tradeshow Marketing & Business Development drives the market mapping, planning, strategy, branding, and communications within the tradeshow division. The Manager, Tradeshow Marketing & Business Development is responsible for identifying effective marketing solutions to sell services/products, enhance and maintain the organizations brand image, retain existing customers, attract new customers, support company initiative and drive revenue creation within their division. Directionally, this individual is responsible for driving goals for their segment to align with broader organizational goals.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Provide input to the marketing communications team for the preparation of marketing collateral, blogs, website page, social media, email campaigns and other demand generation campaigns, as it relates to the tradeshow division.
- Work with the digital marketing manager on initiatives related to paid digital marketing.
- Complete quarterly results analysis on ROI for paid digital initiatives.
- Provide review segment’s strategic markets, trends, drivers, outlook, market position, and competitive landscape. Provide a quarterly market update to the sales team on what to expect for a specific quarter as related to tradeshow.
- Attend EDPA Events to better position the sales team and increase brand awareness through involvement and sponsorships. This includes attending major events such as:
- EDPA Engage
- EDPA Access
- EDPA Classic
- Rally at the Ally
- ExhibitorLive
- Account Based Marketing- Develop an improved process to communicate with existing customers to proactively check in about upcoming shows/events and provide education to keep clients informed and stay top of mind.
- Bi-Annually, work with the EFW customer success team to survey customers and evaluate an NPS score.
- This individual is responsible for developing a strategic business plan to target sales growth for the trade show division.
- Develop a SOP and evaluation process for handling and follow up on digital marketing leads, including the use of Salesforce.
- Work with the EFW Tradeshow team as needed to support Estes and the Association partnerships.
- Develop and train an inside sales team for the trade show division. This team will be responsible for making outbound sales calls and eventually handing inbound digital leads. This induvial should determine the use of a call center or an on-site team to handle the initiative. This individual will be responsible to: train and manage the call center or inside sales team. This includes product training as well as Salesforce training.
- Ensure the inside sales team always has a consistent number of quality leads to call, scrubbing the leads against salesforce.
- Develop scripting.
- Develop incentives/competition/games to support motivation/performance.
- Evaluate performance of the team (metrics include- contact rate, dialing efficiency, conversion rates, lead response time, etc.) This individual is responsible for supporting the existing EFW sales teams as needed.
- Provide Tradeshow 101 training for all new sales individuals (inside sales, global solutions, national account managers, etc.)- as needed.
- Act as a resource for the Global Solutions Managers, National Account Managers and Inside Sales to help them close new business. This may include joining prospect meetings in person or via zoom or answering questions directly from the sales team.
- Proactively check in and build relationships with the regional sales managers at EFW and Estes to keep in tune with the efforts being made to sell event logistics services.
- Help to identify tradeshow opportunities with existing (non-tradeshow) customer and work with the sales to realize and convert this potential revenue stream.
- Provide internal support for questions related to Warehousing Contracts related to trade shows.
- Provide internal support for questions related to insurance for trade show shipments/warehousing.
- Provide support to large house accounts as assigned by upper management.
- Represent the company at educational events or trade shows. Work with sales team to follow through on networking opportunities.
- Regular attendance is required.
- Comply with company C-TPAT and TSA security procedures.
- Perform other duties as assigned.
Qualifications
QUALIFICATIONS
The qualifications listed below are representative of the minimum knowledge, skill, and/or ability required.
SKILLS AND ABILITIES
- Three to five years marketing experience.
- Expertise in the utilization of Salesforce.
- Ability to read, write, comprehend and speak English fluently; bilingual fluency is a plus.
- 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 solve practical problems through standardized solutions that require limited judgment.
- Ability to follow prescribed and detailed procedures to solve routine 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.
- Must pass a pre-employment drug screen, random drug and/or alcohol tests, and will be subject to a criminal history background check.
EFW is an Equal Opportunity Employer, Minorities/Female/Disabled/Veteran.
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