JAMES FANTICH
Oxford,MI
Summary
An experienced Sales professional with a demonstrated track record of exceeding performance expectations and a proven history of increasing company profits. Effective communicator possessing the ability to multi-task in fast-paced environments. Displaying excellent problem-solving and relationship building skills and a complete understanding of the entire sales process including multiple industries and vertical markets. Well organized and experienced working in large multi-state & National territories, requiring minimal supervision and very comfortable working remotely. More than 16 years of experience in the Telematics industry delivering results.
Overview
16
16
years of professional experience
Work History
Business Development Manager
Danlaw
11.2024 - 12.2025
- Focused on the creation of new business for the connected mobility division with offerings in both products and services
- Targeted telematics service providers (TSP's) selling our HW and PaaS as a MW offering. HW capable of gathering rich vehicle data, and passed it along to the TSP via an API feed to their backend which was managed by our device management portal
- Attended over a dozen trade shows/conferences Nationally in the Transportation, Agriculture and Mining Industries to not only seek out new partners, but to also do exploration and research for innovative ideas within those verticals that we could engineer, and ring to production
- Network with industry leaders to understand trends and identify new business opportunities
- Identify and nurture key partnerships with companies providing complementary products and services
- understand and address customer challenges and market needs
- Produce technical and commercial proposals with assistance from engineering teams
- Maintain pipeline and opportunities in SFDC/Odoo CRM systems while remaining active with customer projects throughout the engagement process
National Account Manager
CalAmp
10.2021 - 10.2024
- Representing and selling various business models including CalAmp Application to working directly with TSP's selling HW and SaaS to most Telematics verticals
- Coordinate resources through a sales cycle to include solution engineers, product management and marketing
- Collaborate with business development managers in partner planning process to develop mutual performance objectives, financial targets and critical milestones
- Built strong relationships with key decision-makers at the executive level within national accounts organizations..
- Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue.
- Practice effective and collaborative communication with customers, other members of the team and management
- Maintain regular updates for forecasting utilizing SFDC
- Participate in company growth activities including strategy setting, customer advisory boards, and marketing efforts
- Constantly giving attention to overall market conditions, competitive landscape, and future direction of Telematics solutions
- Identified multiple relevant trade shows, and attended -walking the floor with strategic targeted TSP's to meet and discuss gaps in their portfolio's and initiate POC's
- Supervised and trained new hires on best practices and proper protocols
Sales Specialist
Geotab
08.2019 - 10.2020
- Partner Account Manager - responsible for developing/supporting sales activity within a large Geotab reseller enterprise, consisting of approximately 160 individuals from Sr Manager down to BAE's in my 12 State Territory
- Grow new and existing partnerships, as well as to educate resellers on the benefits of utilizing Geotabs devices and technology, and to teach the strength and value of Geotabs open IoT platform with 3rd party software partners
- Identify hot transportation verticals for growth during changing times, and propose programs for initiatives accordingly with the reseller, as well as to maintain and develop business plans together
- Built and maintained relationships with channel stakeholders to ensure leads are actively qualified and managed, to develop the best strategies for efficiencies and success, throughout the sales process
- Coach and develop sales teams on company products/services, via in person meetings, webinars, as well as participating in customer calls and appointments
- Proactive retention with existing customers to mitigate churn
- Extremely accurate pipeline management and forecasting using SFDC daily
Regional Account Manager
Zonar Systems
11.2013 - 04.2019
- Experienced sales professional, that comfortably manages, and uses time effectively, in a multi-state territory setting, working remotely
- Complete understanding, and penetration of the Vocational, Utility, OTR, and pupil transportation verticals
- Strong experience/relationships working with software partners, to create the ultimate UI-customer experience, and maximize their ROI
- Represented company across multiple verticals, at over 30 trade shows
- Road Warrior, traveling 50% or more of the time, within multi-State territory
- Identified lucrative business prospects through cold calling, networking, marketing and database leads.
- Responsible for implementing all business-building and relationship-building expectations with uniquely assigned accounts and customers
- Increased revenue by obtaining and securing new accounts, while providing valueadded services to existing clients.
- Established critical alliances with several different software vendors within transportation arena
- Oversaw product implementations at customer locations.
Senior Account Executive
Land Air Sea
10.2011 - 05.2013
- Worked Remotely, covering Mid-Western territory
- Sold live and passive tracking device's to brick & mortar locations, to re-sell; as well as directly to medium-large sized companies
- Managed pipeline, and prospecting with the use of Salesforce.com
- Assisted in managing, and educating new and existing sales reps, of market trends, and vertical penetration, in relation to time of the year
- Attended company and industry events to network with potential customers and generate leads
- Led all sales, 16 out of 18 months during employment
Sales Account Manager
Teletrac Inc.
09.2009 - 10.2011
- Sold telematics tracking solutions to the SMB space, used consultative sales approach, encouraged trade organization membership, managed time effectively in a remote working environment
- Managed a diverse portfolio of accounts, ensuring each client received personalized attention and support.
- Increased sales revenue by identifying and pursuing new business opportunities.
- Negotiated prices, terms of sale and service agreements.
- Built client relationships by acting as liaison between customer service and sales teams.
Education
Associates of Arts -
Oakland Community College
Farmington Hills, MI1997
Skills
- Business Development
- Revenue retention
- Account management
- Compliance requirements(fmcsa)
- National/Regional accounts
- Team Leadership
- Very efficient working remotely
- Channel manager
- Excellent Negotiating tactics
- Goal-oriented
- Sales forecasting
- Employee mentoring
- Expense management
- Quick learner
Accomplishments
- Two time President's circle winner
- 2014 Rookie of the year - National
- Regional Account Manager of the year; Eastern half of the United States - 2014
- Received merit increase in salary, for outstanding performance - 2015, 2016, 2022, 2024
- Resolve product issues through consumer testing.
- Quota plus producer multiple times
- Winner of company bonus, for top CRM forecaster
- Revenue leader for outside sales, as well as accounting for close to 40% of the total company sales, across all sales teams in 2012
- Multiple A+ annual reviews
Additional Information
Spanish - on a conversational level
Additional past sales experience
- Solid Waste Industry, Telecom, and Private Consulting for SMB within those industries
Timeline
Business Development Manager
Danlaw
11.2024 - 12.2025
National Account Manager
CalAmp
10.2021 - 10.2024
Sales Specialist
Geotab
08.2019 - 10.2020
Regional Account Manager
Zonar Systems
11.2013 - 04.2019
Senior Account Executive
Land Air Sea
10.2011 - 05.2013
Sales Account Manager
Teletrac Inc.
09.2009 - 10.2011
Associates of Arts -
Oakland Community College