Michelle LaFontaine

• Identified new product opportunities and target customers.
• Coordinated full sales operations within assigned region.
• Researched customer needs, market trends and competitor activities.
• Directed work of efficient administrative team maintaining accurate sales, inventory and order documentation.
• Built and managed sales funnel using metrics to forecast achievements and measure goals.

• Collaborated with facility, finance, and C Suite individuals regarding financial solutions for building and mechanical maintenance.
• Leveraged my expertise and professionalism in preparing documents for each step in sales process including request for proposal (RFP), financial analyses, projected energy savings, capital spending forecasting, total cost of ownership (TCO), and annual asset depreciation.
• Utilized Trusted Advisor sales techniques to drive value and problem solving over price.
• Identified additional opportunities by reviewing overall facility functions to provide enterprise-level solutions.
• Quarterbacked and fostered team selling environment with other ABM service divisions.
• Mentored new representatives throughout organization and aid in annual Continuing Education conference.

Notable Contributions

• Circle of Excellence Award or 2016, 2017, 2018 and 2019
• 12 Linc Service Bronze Awards for 110% of quarterly quota
• Linc Service Gold Award for 2017, 2018, 2019 for $1M annual sales
• Champion's Club Award for 130% of annual quota in 2017
• President's Club Award for Top 20% of annual quota in 2018
• National Top 10 Performer 2017 (190% of Quota)
• #2 National Sales Award 2017, 2018 (200% of Quota)
• Voted 2020 International Women Who Make a Difference

• Worked with service and project management departments to provide total support to clients.
• Effectively communicated with clients using well-developed interpersonal skills, which helped to improve relationships and rapport.
• Developed creative solutions to meet individual client needs.
• Asked appropriate questions to identify prospects' needs and pinpoint solutions for best fit.

• Developed in-depth knowledge of each client's business through research and regular on-site meetings.
• Tracked territory sales activity and revenue growth using SalesForce.
• Developed bottom-up forecasting plans for territory to address quarterly sales goal attainment for wireless devices and IOT (Machine-to-Machine).
• Managed and developed opportunities within active account base of 200 customers.

Notable Contributions

• Sales Leader December 2014
• Record Breaker Award 2014 and 2015
• Annual Quota Attainment 102%

• Marketed and sold solutions and services to stakeholders across multiple levels of organization.
• Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities.
• Articulated and demonstrated product concepts and offerings to clients easily understandable terms.
• Demonstrated products, responded to questions, redirected concerns and overcame objections to close sales.
• Generated new contacts through networking and cold calling.
• Led development and review of contractual documents binding relationship between company and clients, partners, vendors and employees.

Notable Contributions

• Sales Leader May 2013
• ICON Winner October 2013
• Sales Leader November 2013
• Hospitality SME (West Coast) 2014