Craig M. Fontaine
Draper,UT
Summary
Creative Carrier Procurement Manager with strong business development skills in support that have generated an impressive track record of improving sales and growing the company's customer base. Innovative program management and negotiating skills that consistently arrive at win-win solutions making for a successful team builder with top flight communication skills.
Overview
31
31
years of professional experience
Work History
Agent LTL BDM and Carrier Procurement Manager
England Logistics
Salt Lake City, UT
12.2017 - Current
- Developed and implemented favorable pricing structures balancing firm objectives against customer targets.
- Developed evaluative criteria, scheduled and conducted carrier and customer business reviews.
- Streamlined operations by delivering recommendations for knowledge-based processes and procedures.
- Negotiated major service related adjustments with LTL carriers.
- Coordinated and secured carrier sponsors for annual company conference.
- Facilitated complex customer solutions with carriers.
- Developed and presented carrier scorecard and performance feedback to leadership team.
- Implemented sales strategies that drive both agent performance and revenue.
- Present monthly accountability of performance numbers to leadership team.
- Participate in weekly market trend meetings by providing latest "intel" on LTL carriers.
- Provide leadership with necessary information for forecasting new business, changes in current forecast, as well as penetrating existing customers.
- Handled 20 calls per day to address customer inquiries and concerns10
Logistics Coach
England Logistics
Salt Lake City, UT
08.2015 - 12.2017
- Managed team of 12 sales professionals.
- Responsible for generating revenue and meeting monthly revenue goal.
- Motivate team to generate and maintain existing business.
- Train new employees on sales and operations techniques.
- Provide regular feedback to employees via one-on-one meetings either in person or via TEAMS.
- Participate in joint calls with customers.
- Assist in sales closing process where necessary.
- Handle upset customers.
- Facilitate 4DX meetings on weekly basis.
- Provide performance feedback to management team during monthly "Accountability" presentations.
Vice President of Franchise Coaching
InXpress
Sandy, UT
10.2013 - 12.2014
- Coach, inspire, train and develop franchisees to meet LTL revenue and personal goals.
- Develop and facilitate sales incentive programs that drive bottom line LTL results.
- Direct and monitor all sales activities that drive LTL sales performance.
- Present LTL agenda to entire franchise team at annual conference
- Hired and managed employees to maximize productivity while training staff on best practices and protocols.
- Attended trade shows and client meetings, promoting company brand and building rapport with prospects and partners.
- Shaped solutions and approaches by leveraging trends in customer marketplaces and industries.
Vice President of Sales and Marketing
Intelogistics
Lindon, UT
09.2012 - 10.2013
- Responsible for developing and achieving monthly revenue goal
- Supported business development efforts and coordinated with marketing team on special campaigns.
- Resolved problems with high-profile customers to maintain relationship and increase account retention.
- Hired, supervised and coached 6 employees on sales strategies to optimize performance
- Regularly participated in joint calls with high value customers.
Manager, Inside Sales
FedEx Freight
Salt Lake City, UT
03.2007 - 09.2012
- Exceeded targeted sales goals through continuous pursuit of new sales opportunities and expert closing of customer deals.
- Established revenue and productivity metrics
- Participated in recruiting and hiring of sales professionals
- Approved regular payroll submissions for employees.
- Evaluated employees' strengths and assigned tasks based upon experience and training.
- Accomplished multiple tasks within established timeframes.
- Negotiated pricing agreements with key customers.
- Maximized productivity by keeping detailed records of daily progress and identifying and rectifying areas for improvement.
- Developed and maintained relationships with customers and suppliers through account development.
- Answered customers' questions regarding products, prices and availability.
- Established and administered annual budget with controls to prevent overages, minimize burn rate and support sustainability objectives.
- Delivered feedback to decision-makers regarding employee performance and training needs.
- Adjusted job assignments and schedules to keep pace with dynamic business needs, factoring in processes, employee knowledge and customer demands.
- Prepared and recommended long-range plans for development of department personnel.
- Maximized performance by monitoring daily activities and mentoring team members.
Supervisor, Inside Sales
FedEx Freight
Salt Lake City, UT
03.1997 - 03.2007
- Managed all sales skills training for UT and AZ inside sales offices.
- Developed strategic relationships with existing customers by learning preferences and managing regular communications.
- Created and administered annual incentive program that resulted in 11% increase in new business.
- Audited sales incentive compensation claims to ensure accurate payout to sales staff.
- Achieved multiple company awards for management excellence.
- Assisted in creation and management of Team Selling program.
- Helped facilitate transition of inside sales department from LTL freight environment to FedEx Services environment.
Supervisor, Inside Sales
Viking Freight System
San Jose, CA
03.1994 - 08.1997
- Responsible for directing and motivating Senior Inside Sales team, consisting of most tenured inside sales account managers.
- Applied strong leadership talents and problem-solving skills to maintain team efficiency and organize workflows.
- Interviewed, hired and trained new employees for production positions.
- Introduced team contests and goals to enhance productivity and improve employee morale.
- Performed annual evaluations and reviews for large staff of employees.
- Handled customer complaints, resolved issues and adjusted policies to meet changing needs.
- Communicated sales promotions to customers to grow average customer account size and maintain strong revenue streams.
- Had shared responsibility for driving revenue results with key inside sales accounts.
Inside Sales Account Manager
Viking Freight System
San Jose, CA
03.1991 - 03.1994
- Attained sales quotas consistently through tenacious dedication to always seeking new business and efficiently closing sales.
- Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives.
- Trained and mentored junior inside sales account representatives
- Awarded highest percent of revenue growth for Inside Sales 1993 and 1994.
- Winner of numerous employee and inside sales and sales excellence awards.
Education
Associate of Arts - Communication With An Emphasis in Public Relations
California State University - Fullerton
Fullerton, CA05.1987
Skills
- Relationship Building
- Behavioral Interviewing
- Power Negotiating
- Karrass Negotiating
- Map for Action sales skills
- Sales REDI
- Leadership Effectiveness Training
- Purple Promise Training
- Pricing Development Training
- 4DX Training
Accomplishments
Awarded the FedEx All Star Award for excellence in project management. May 2008.
Awarded the England Logistics Backbone of the Month Award iJuly 2019.
Timeline
Agent LTL BDM and Carrier Procurement Manager
England Logistics
12.2017 - Current
Logistics Coach
England Logistics
08.2015 - 12.2017
Vice President of Franchise Coaching
InXpress
10.2013 - 12.2014
Vice President of Sales and Marketing
Intelogistics
09.2012 - 10.2013
Manager, Inside Sales
FedEx Freight
03.2007 - 09.2012
Supervisor, Inside Sales
FedEx Freight
03.1997 - 03.2007
Supervisor, Inside Sales
Viking Freight System
03.1994 - 08.1997
Inside Sales Account Manager
Viking Freight System
03.1991 - 03.1994
Associate of Arts - Communication With An Emphasis in Public Relations
California State University - Fullerton