James Garcia
Fremont,CA
Summary
Sales and business development leader with extensive experience in identifying and optimizing new sales opportunities within foodservice and retail sectors. Proven track record of enhancing customer service experiences to foster strong alliances and differentiate offerings from competitors. Skilled in understanding client objectives and facilitating targeted solutions to achieve desired outcomes. Strong leadership abilities demonstrated through advocacy for client needs and commitment to continuous improvement in customer interactions, driving revenue growth and client retention.
Overview
19
19
years of professional experience
Work History
District Sales Representative
Performance Food Group
San Jose, CA
10.2023 - 02.2024
- Trained for 60 days, then assisted in covering a major territory due to the Sales person being out on short term disability.
- I had an issue with my Direct report, and I went to HR to asked to be let go.
Senior Account Executive
Portillo Sales and Marketing
08.2021 - 04.2023
- Maintained long-term business relationships with the end-user operator community and Wholesale Foodservice Distributors in Northern California region.
- Successfully placed 18 new items with 3 National Foodservice distributors since January 2023.
- Served as a Senior Account Executive, continually provided outstanding customer service by developing new account relationships as well as building/increasing individual sales volume to consistently win new customers/accounts.
- Managed a portfolio of key accounts in Northern California region, resulting in a rapid increase in annual revenue, placing 18 new items with 3 National Foodservice distributors (bonus of $3500 for growth of new business 2022).
- Implemented a customer-centric approach to account management, resulting in a higher customer retention rate.
- Collaborated with cross-functional teams including sales, marketing, and operations to develop and implement strategic account plans, increasing market share in region.
- Utilized data analysis and market research to identify new opportunities and expand existing accounts, resulting in an immediate increase in sales within the first year.
- Cultivated strong relationships with key decision makers and stakeholders, improving customer loyalty, leveraging industry experience and connections for referrals.
- Earned account recognition as a trusted advisor within the industry.
- Applied experience in initiating, developing, and nurturing direct client relationships through a passion for sales, professionalism, and a focused commitment to offering new products and customer service to close deals.
- Established and maintained strong relationships with clients, resulting in increased trust and long-term partnerships.
Senior Area Sales Manager – Foodservice and Retail Channel
Atalanta Corporation
SF Metro Area, CA
04.2005 - 04.2020
- Turned over the Pacific Northwest portfolio of clients in April of 2019 with $2M+ increase in sales revenues and earned substantial bonuses for calendar sales years for 2017, 2018, and 2019.
- Created double digit annual sales growth at Atalanta.
- Worked in 2 regions – Northern California and the Pacific Northwest.
- Managed 2 brokerages on the company’s behalf in the SF Bay area and Pacific Northwest regions.
- Successfully introduced new products to market, resulting in an increase in sales revenue and market share throughout assigned region in the first year.
- Developed and maintained strong relationships with key decision makers and stakeholders, resulting in recognition as a trusted advisor within accounts in territory.
- Collaborated with cross-functional teams including marketing, operations, and finance to develop and implement sales strategies, resulting in a dramatic increase in sales revenue.
- Managed and grew an established book of business, resulting in expanding annual revenue and recognition as a top performer within the organization.
- Provided leadership and active participation in market research and analysis to identify new opportunities and provide insights to product development teams for better product adoption and market penetration.
Sales Representative (Commissioned)
Sysco
- Established a robust commissioned sales revenue producing territory of over $3M.
- Penetrated new accounts via a 'consultative sell' – focusing on challenges identified by prospects to consistently win and bring in significant new accounts.
- Management recognized as a fearless and persistent cold caller – an expert in prospecting and opening profitable high-volume accounts.
- Completed regular feedback sessions with employees to identify areas for improvement.
- Conducted strategic Business Reviews for customers and prospects – helping them succeed and earn strong customer loyalty and trust by leading in menu analysis, menu development, and menu engineering.
- Developed sales territory and initiated a food cost management program for customer to better control costs.
Sales Representative
US Foodservice / Rykoff Sexton / S.E. Rykoff
- Sold a large portfolio of specialty food products and services via account penetration and personal relationship cultivation.
- Developed and maintained strong relationships with key decision makers and stakeholders, resulting in increased customer loyalty and referrals.
- Conducted market research and analysis to identify new account opportunities.
- Utilized a consultative sales approach to understand customer issues/needs and provide tailored solutions.
- Consistently exceeded sales targets and quotas as a Sales Representative.
- Recognized as a top sales performer.
- Named Salesperson of the Year 4 times.
- Earned Top Sales/Top Earnings/Top Account Penetration numerous years.
- Won Chairman’s Roundtable National Award for US Foodservice right at the time when the company went national.
Education
Business Administration and Management
Skyline Junior College
San Bruno, CASkills
- Relationship Development
- Sales Staff Training/Mentoring
- New Business Development
- Strategic Sales Forecasting
- Business Development
- Established Accounts
- Sales Team Leadership
- Timely Deal Closing
- Revenue/Market Growth
- New Product Positioning
- Territory/Account Planning
- Team Collaboration
- Product Demonstrations
- Partner/Client Relations
Languages
Spanish
Professional
References
References available upon request.
Timeline
District Sales Representative
Performance Food Group
10.2023 - 02.2024
Senior Account Executive
Portillo Sales and Marketing
08.2021 - 04.2023
Senior Area Sales Manager – Foodservice and Retail Channel
Atalanta Corporation
04.2005 - 04.2020
Sales Representative (Commissioned)
Sysco
Sales Representative
US Foodservice / Rykoff Sexton / S.E. Rykoff
Business Administration and Management
Skyline Junior College
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