Jeff Garcia
Fort Worth,Texas
Summary
Results-oriented professional with a proven track record in business development, customer relationship management, and strategic partnership development. Successfully driving revenue growth and fostering long-term relationships to achieve organizational goals. Adept at negotiating and executing strategic partnerships to maximize mutual value. Skilled in cross-functional collaboration and planning to drive business success.
Overview
10
10
years of professional experience
Work History
Customer Development Manager
Ryder System, Inc.
DALLAS, TX
01.2021 - Current
- Bob: 130 customer accounts, $30MM annual revenue, 1,275 units under management.
- YOY success retention targets and growth targets.
- RFP management: Directly responsible for developing response, project timeline, collaboration for solutions, content writing, and pricing on existing business accounts.
- Successful collaboration with all internal business partners: Ops, Rental, Dedicated, UVS, and many others that allow me to be customer-centric and operate efficiently.
- Retention and nurturing relationships with the customer for new business opportunities, upselling, cross-selling, and ensuring Ryder is in every transportation outsourcing conversation, including 3-PL, Dedicated, e-comm, and warehousing. Product knowledge to be dangerous
- Ensure contractual obligations are met with agile problem-solving skills and proactive anticipation.
- Financial data reviews to qualify customers, performance of equipment for asset management life cycle recommendations.
- Individual contributor influencing action, working in collaboration with teams across the organization, to accomplish the goals of the organization and customer.
- Developed and implemented customer service policies, procedures and standards.
- Created customized presentations for customers to explain product features and benefits.
- Analyzed customer VOC feedback to identify areas of improvement in customer service processes
Business Development Manager
Ryder System, Inc.
DALLAS, TX
01.2018 - 01.2021
- Successfully sold new contractual lease: Grew multiple location unit counts with easily retainable, financially sound customers.
- Achieved year-over-year growth in new account sales with ownership incentives
- Cadence development with RAMs to ensure we are efficiently vetting and building a quality pipeline. While offering mentorship and development of their careers.
- Customize solutions aligning with financial and operational objectives of prospects
- Seek new contractual sales through prospect development and relationship building
- Present proposals to the key decision makers of the organization, with a focus on positioning to win the business in the room.
- Ability to Listen to prospects needs in order to deliver what they are seeking from a partnership with the organization
- Key focus areas of questioning: Financial position when structuring the asset contract, spec of equipment, pain points of their operation today in order to position ourselves to alleviate those head aches
- Total Cost of Ownership financial analysis with ownership prospects to show the Cash Flow impact, ownership vs.
- Leasing has on their financials
- Mentor Rental Account Managers to help develop them into successful lease sales professionals
- Developed and implemented strategies to increase sales and market share. While following the Ryder sales process
- Identified potential clients, built relationships, and negotiated contracts.
Rental Account Manager
Ryder System, Inc
San Antonio, TX
09.2016 - 01.2018
- Sold over $1 million (120% of quota) in lease revenue in collaboration effort with my Lease Business Development Manager counterparts.
- Rental and Lease Pipeline development and management.
- Successfully sold new rental business opportunities for Ryder Rental in San Antonio, Pharr, and Laredo markets.
- Successfully collaborated with lease sales counterparts to identify target prospects for the lease product line.
- Build prospecting target lists and work on a cadence for a large territory.
- Developed and maintained relationships with current and potential clients.
- Created daily, weekly, monthly and quarterly reports to track rental account activity.
- Performed credit checks on potential customers to ensure they meet company requirements.
Rental Management Trainee
Ryder System, Inc.
DALLAS, TX
01.2015 - 09.2016
- Managed reports of equipment not earning revenue, strategizing priority units to generate revenue, and effectively communicating the strategy with counterparts.
- Ensure a quality customer service experience when renting vehicles and in communication with the customer base.
- Problem solve situations as they arise, primarily during high utilization seasons and high demand.
- Conducted market research to determine competitive rental rates in the area
Education
Bachelor of Business Administration - Operations Management
University of Texas at Arlington
Arlington, TX12.2014
Skills
- Lean Six Sigma Yellow Belt
- Salesforce
- Microsoft Office Suite
- Equipment Spec utilizing CPQ
- Interpersonal Skills for key relationship building
- CRM proficiency
- Competitor Analysis
- Sales Reporting
- Account Management
- New Business Development
- Territory Management
- Brand Marketing
- Contract Management
- Business Needs Assessment
- Bid Request Management
- Review of contracts
- Sales analytics
- Objection handling
- Closing Techniques
- Sales Targeting
- Market Trend Analysis
- Contract Negotiation
- Cold-calling
Entrepreneurial Endeavor
- Created Rios Garcia Ranch LLC in Texas 2023
- First generation ranch with an emphasis on all-natural native pasture grass fed angus beef and a sustainable future of beef production for our region keeping our soil healthy.
- 2023 Production: 1 whole beef sold
- 2024 Production Goal: 2 whole beef sold (reservations acquired in 2023)
- 2025 Production Goal: 4 whole beef
Timeline
Customer Development Manager
Ryder System, Inc.
01.2021 - Current
Business Development Manager
Ryder System, Inc.
01.2018 - 01.2021
Rental Account Manager
Ryder System, Inc
09.2016 - 01.2018
Rental Management Trainee
Ryder System, Inc.
01.2015 - 09.2016
Bachelor of Business Administration - Operations Management
University of Texas at Arlington
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