Manager Tradeshow Marketing & Business Development

Estes Forwarding Worldwide
US - Pennsylvania - Reading
May 8, 2024

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 segments 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 relationsh.

Read the full job description and apply online on the recuiter's web-site

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