Estes Forwarding Worldwide, LLC

Sales Development Representative

Job Location US-VA-Richmond
Job ID
# of Openings
Regular Full-Time
2nd (Day)


Founded in 2003, Richmond-based Estes Forwarding Worldwide (EFW) is a domestic and international freight forwarder. At EFW, we are always on. Our commitment to personal service has made us a leader in logistic solutions across the globe. With offices across the country, EFW offers a full range of domestic and international solutions—including air, ocean, ground and international transportation—that few competitors can match.


The Sales Development Representative is accountable for coordinating, cultivating, and developing successful sales leads that secure revenue and profits of services through sales campaigns, marketing, attending sales functions, sales lead sources, and by collaborating with Estes Express Account Managers in designated markets. 


Duties include but are not limited to:


  • Coordinate and cultivate sales opportunities for actively prospecting, qualifying, and managing sales leads to meet sales and profit goals.
  • Collaborate with all sales efforts within a set territory and with outside sales that will work directly with potential customers or current customers.
  • Enter all leads into the Customer Relationship Management (CRM) database. Qualify/disqualify leads through gathering strategic information about the prospect and completing detailed prospect research.  Gather detailed information about the internal shipping process of the prospective account.  Work with the prospect to establish a buying criteria outline for EFW to develop a strategic plan of action.  Based upon the opportunity timeline, successfully convey the lead to a direct sales team member to progress with developing the lead into an account.
  • Partner with Estes Express Sales Team, to increase the number of leads prospected and managed within a territory as defined by EFW Management.
  • Quote, book, and setup domestic and global shipment in the EFW WorldTrak system
  • Gather, manage, and maintain accurate customer and competitive information, pricing information, and legal documents in the CRM database to support sales efforts and comply with company policies.
  • Engage team members by developing CRM tasks and due dates.  Team collaboration will be required to complete tasks, manage leads/accounts, and close business.
  • Interact regularly with management and develop close and cooperative working relationships with operational staff to ensure the customer’s needs are met.
  • Follow-up with new accounts/customers to ensure customer satisfaction with the service is being performed.
  • Support the development and implementation of assigned account Standard Operating Procedures and Handling Procedures.
  • Develop and maintain functional knowledge of EFW Global Transportation Solutions.
  • Participate in developmental classes or training sessions.
  • Maintain a pre-determined number of target leads and actively convey as many leads as possible to direct sales to progress towards converting the leads into accounts and closing business.
  • Meet expectations, metrics, and Key Performance Indicators (KPI) as defined by management.
  • Support teams and or departments with resolving any customer service problems; such as OS&D, billing and claims.Regular attendance is required
  • Regular attendance is required
  • Comply with company C-TPAT and TSA security procedures.
  • Perform other duties as assigned.







  • Intermediate proficiency in Microsoft Office, internet, web-based, and job specific software applications.
  • 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.
  • Excellent written and oral communication skills.
  • 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.
  • Understanding of non-asset expedited transportation concepts and pricing.
  • 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.
  • Minimum of a High School Diploma (or equivalent) and 0-2 years of experience.  However, a combination of experience and/or education will be taken into consideration. 
  • 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.











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