BRIAN GARCIA
Santa Cruz,CA
Summary
Strategic and results-driven Sales Leader with 20+ years of success in the California commercial property restoration and facility services sectors. Expert at navigating C-Suite relationships and securing Master Service Agreements (MSAs) with healthcare, hospitality, and retirement community portfolios. Proven "Hunter" mentality with a track record of exceeding quotas by up to 200%, transforming underperforming territories into high-revenue engines through data-driven prospecting, consultative solution-selling, and a focus on measurable ROI. Strategic Account Executive with proven success increasing sales and revenue through developing loyal account relationships. Articulate communicator with exceptional negotiation skills. Known for understanding customer needs and delivering effective solutions.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Account Executive
CAMP FACILITY SERVICES
01.2025 - Current
- New Market Penetration: Actively developing a pipeline of enterprise-level commercial accounts through targeted outreach to VPs and Directors of Capital Expenditures and Capital Projects.
- Relationship Restoration: Re-building high-value client trust by auditing service gaps and implementing customized facility solutions to drive market position.
- Strategic Alignment: Collaborating with internal operations teams to ensure exceptional service delivery and contract renewals meet the rigorous standards of property stakeholders.
Director of Corporate Relations
RESTORATION MANAGEMENT COMPANY (RMC)
04.2022 - 12.2024
- Revenue Milestone: Scaled regional revenue from $30.5M (2023) to a projected $36.9M (2024), representing a 30% year-over-year increase.
- Enterprise Leadership: Spearheaded the acquisition of large-scale commercial contracts by positioning restoration as a critical risk-mitigation tool for Commercial, Public Entity, and Multi-Family verticals.
- Sales Architecture: Developed a proprietary sales training and mentorship program that improved team conversion rates and standardized executive-level presentations.
- Strategic Reporting: Maintained detailed activity and pipeline reporting through CRM systems to provide executive leadership with actionable market insights and sales forecasts.
Account Executive
RESTORATION MANAGEMENT COMPANY (RMC)
07.2019 - 04.2022
- Record-Breaking Sales: Consistently surpassed performance metrics, achieving 208% of quota in 2020 and 172.3% in 2021.
- Portfolio Diversification: Successfully pivoted sales strategy during economic volatility to capture market share in the hospitality and healthcare sectors, identifying key problems and positioning tailored solutions.
- Operational Integration: Partnered with production teams to create a "seamless customer journey," leading to a 40% increase in referral business.
Regional Sales Manager
CAGWIN & DORWARD
04.2016 - 07.2019
- Growth Results: Outperformed sales goals by an average of 122% year-over-year across diverse regional branches by developing strategic territory expansion plans.
- Consultative Approach: Utilized a "problem-solver" sales model to secure long-term contracts with commercial management firms that had previously been unresponsive.
Director of Business Development
LANDSCAPE MANAGEMENT SERVICES
07.2011 - 08.2014
- C-Suite Prospecting: Cultivated a robust network of C-level contacts within the California commercial real estate industry to facilitate new business opportunities.
- Performance Coaching: Mentored field representatives on high-level negotiation, enterprise prospecting, and upselling techniques.
Education
Bachelor of Science - Business Management
UNIVERSITY OF PHOENIX
Skills
- Enterprise account acquisition
- Territory expansion
- Revenue forecasting
- Commercial property restoration
- Multi-family housing knowledge
- C-suite relationship management
- MSA contract development
- ROI presentation skills
- Competitive analysis
- Educational event planning
- Industry association engagement
- Collaborative leadership
- Conflict resolution strategies
- Adaptability skills
- Consultative selling techniques
- Salesforce proficiency
- Pipeline management strategies
- Data analytics capabilities
- Microsoft Office Suite proficiency
- Advanced Excel skills
- PowerPoint presentations
- Google Workspace familiarity
Websites
Certification
- AI Credentials: Google AI Essentials; Coursera AI for Business.
- Professional Development: Currently developing a proprietary Online Sales Training Program for B2B/BDR professionals.
Technical Skills
Salesforce, Microsoft Dynamics (Pipeline Management & Data Analytics), Microsoft Office Suite (Advanced Excel/PowerPoint), Google Workspace.
Timeline
Account Executive
CAMP FACILITY SERVICES
01.2025 - Current
Director of Corporate Relations
RESTORATION MANAGEMENT COMPANY (RMC)
04.2022 - 12.2024
Account Executive
RESTORATION MANAGEMENT COMPANY (RMC)
07.2019 - 04.2022
Regional Sales Manager
CAGWIN & DORWARD
04.2016 - 07.2019
Director of Business Development
LANDSCAPE MANAGEMENT SERVICES
07.2011 - 08.2014
Bachelor of Science - Business Management
UNIVERSITY OF PHOENIX