Saul Garcia
San Diego,CA
Summary
Holds a bachelor's degree in Business Administration and Management. This highly skilled professional has experience in data analysis, advanced MS Excel, shortfall analysis, and extracting customer data from internal systems to prepare detailed reports on contract shortfalls and performance issues.
Experienced in using macros to merge, manage, and analyze large datasets from various sources, as well as utilizing advanced Excel functionalities, including pivot tables and complex formulas, to create comprehensive reports.
Sales experience in b2b, commercial and industrial sales.
Possesses excellent communication and organizational skills.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Analyst 2 Contract Compliance
Becton Dickinson BD Medical
San Diego, CA
07.2024 - Current
- Contract Compliance Shortfall Analysis
- Make recommendations to the sales team to resolve non-compliant contracts
- Shortfall Calculator Analysis
- Created plans to propose solutions to problems related to efficiency, costs or profits.
- Analyzed key performance indicators to identify effective strategies.
- Developed financial models to analyze data and identify potential risks.
- Provided recommendations based on data analysis results.
- Analyzed large datasets using statistical methods and software programs.
- Identified opportunities for process improvements across the organization.
Sr. Contract / RFP Specialist
Waste Management San Diego
San Diego
10.2022 - 06.2024
- Collaborate with account executives to develop proactive and collaborative approaches to strengthen relationships and manage customer needs.
- Pull data from internal systems to assess contract performance.
- Analyze contract compliance and performance metrics for commercial and government agency contracts.
- Identify shortfalls by comparing actual performance against contractual commitments.
- Prepare detailed reports on contract shortfalls and performance issues.
- Document findings and propose actionable recommendations to address contract deficiencies.
- Draft, review, and negotiate commercial contracts with clients and vendors.
- Ensure contract terms align with company policies and objectives.
- Implemented macros to standardize data entry formats and validate data, minimizing errors and ensuring consistency across reports.
- Leveraged pivot tables to summarize large volumes of data, enabling quick insights into contract performance metrics, sales trends, and shortfall analysis.
- Perform comprehensive downstream analysis to identify trends, opportunities, and areas for improvement, contributing to strategic decision-making.
- Leverage financial and pricing expertise to develop and implement effective pricing strategies, ensuring competitive positioning and profitability.
- Conduct detailed analysis to evaluate return on investment and profit margins, ensuring optimal financial performance using advanced Excel functionalities including pivot tables, complex spreadsheets, formulas, used macros to merge & manage and analyze large data sets from various sources to create comprehensive reports
- Leverage Excel for financial modeling and pricing strategy development, ensuring competitive positioning and profitability
- Established customer relationships, interfacing with representatives and collaborating to achieve mutually beneficial results
- Brought in over 500k in revenue while managing multiple high-profile accounts
- Prepared documentation, finalized sales and maintained records
- Met with new customers to share product and service information, listen to needs and learn about business operations
- Obtained pricing deals, negotiated contracts, and solidified beneficial agreements
- Sold new products and services and developed new accounts to maximize revenue potential
- Contributed to annual revenue goals by selling new services and developing new accounts
- Cold called prospects to explain partnership benefits, representing company values
- Maintained extensive knowledge of company products and services to provide top-notch expertise to customers
- Brought in new accounts through successful networking strategies and promotional approaches
- Used SalesForce to handle current portfolio and prospective leads
- Exceeded target individual average revenue goals year over year
Territory Manager
Haaker Equipment Company
, Arizona
01.2022 - 06.2023
- Discovered sales opportunities by showcasing products and services to interested clients
- Boosted division performance by maximizing territory customer base and profit percentages
- Developed and implemented new sales strategies to update product lines
- Educated customers on product features and use to provide optimal service
- Expanded territory by successfully cold-calling retail leadership and negotiating profitable contracts
- Expedited resolutions to correct customer problems and complaints
- Presented products and services to prospective customers
- Manage entire Arizona state sales and drive growth by implementing business strategies to archive sales and retention goals
- Achieved sales goals and service targets by cultivating and securing new customer relationships
- Established successful account relationships by building rapport and maintaining consistent communication
- Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth
- Worked with vendors and suppliers to support timely delivery of products and services
- Attended trade shows and industry events to promote company products and services
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction
- Developed and monitored sales representative goals and performance to drive territory goals
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning
- Built relationships with customers and community to establish long-term business growth
- Demonstrated products to show potential customers benefits and advantages and encourage purchases
Sales Representative
Cintas
10.2017 - 03.2022
- Responsible for the customer relationships along with increasing catalog sales, contract renewals and price adjustments
- Pull data from internal systems to assess contract performance
- Analyze contract compliance and performance metrics for commercial and government agency contracts
- Identify shortfalls by comparing actual performance against contractual commitments
- Prepare detailed reports on contract shortfalls and performance issues
- Document findings and propose actionable recommendations to address contract deficiencies
- Draft, review, and negotiate commercial contracts with clients and vendors
- Ensure contract terms align with company policies and objectives
- Implemented macros to standardize data entry formats and validate data, minimizing errors and ensuring consistency across reports
- Leveraged pivot tables to summarize large volumes of data, enabling quick insights into contract performance metrics, sales trends, and shortfall analysis
- Built rapport with key decision makers, ensure quality standards and handle customer complaints
- Key Responsibilities
- Generating revenue and meeting sales targets
- Developing and qualifying leads within respective territory to drive additional sales opportunities through cold-calling and lead generation campaigns
- Gathering and utilizing business intelligence on prospects to support sales calls, product presentations and driving new business
- Nurtured connections with established customers to identify new needs, match offerings and drive sales
Account Executive
Republic Services
09.2019 - 01.2022
- The Account Executive is responsible for identifying leads and proactively prospecting and selling new and profitable business within an assigned geographic area
- Pull data from internal systems to assess contract performance
- Analyze contract compliance and performance metrics for commercial and government agency contracts
- Identify shortfalls by comparing actual performance against contractual commitments
- Prepare detailed reports on contract shortfalls and performance issues
- Document findings and propose actionable recommendations to address contract deficiencies
- Draft, review, and negotiate commercial contracts with clients and vendors
- Ensure contract terms align with company policies and objectives
- Implemented macros to standardize data entry formats and validate data, minimizing errors and ensuring consistency across reports
- Perform comprehensive downstream analysis to identify trends, opportunities, and areas for improvement, contributing to strategic decision-making
- Leverage financial and pricing expertise to develop and implement effective pricing strategies, ensuring competitive positioning and profitability
- Conduct detailed analysis to evaluate return on investment and profit margins, ensuring optimal financial performance using advanced Excel functionalities including pivot tables, complex spreadsheets, formulas, used macros to merge & manage and analyze large data sets from various sources to create comprehensive reports
- Leverage Excel for financial modeling and pricing strategy development, ensuring competitive positioning and profitability
- Leveraged pivot tables to summarize large volumes of data, enabling quick insights into contract performance metrics, sales trends, and shortfall analysis
- The Account Executive is required to sell the full suite of Republic Services products', which includes small and large container for municipal solid waste and recycling, as well as electronic and universal recycling
- The Account Executive meets regularly with prospective new clients in his or her assigned market area to deliver sales presentations, follow up with key decision makers and sell all services, including total waste stream management solutions, as appropriate
- Effectively maintains and retains existing customers by proactively reaching out to existing customers on a daily basis
- Develops and maintains a thorough knowledge of the Company's available services, lines of business, pricing structures, and offers additional services as appropriate to assigned existing customers
- Performs contractual re-signs on existing customers to extend customer relationship and increase customer profitability where appropriate
- Responds to all cancellation requests in alignment with the established escalation policy
Sales Representative
Bisco Industries
01.2015 - 10.2017
- Managed sales efforts including cultivating new accounts and servicing existing customers through proactive sales and marketing efforts
- Developed and implemented strategic sales plans to accommodate corporate goals and to establish new business
- Met with key clients and assisted other sales representatives with maintaining relationships, negotiating and closing deals
- Developed and managed pricing strategies that maximized profitability
- Provided quotations and supplied technical information to customers
- Scheduled appointments visited clients and potential customers
- Handled international accounts with maquiladoras in Tijuana and Mexicali
- Waste Management /Emeralds Circle achieve 155% New business quota
- Consistently achieve or exceed sales quota
Education
Bachelor of Science - Business Administration And Management
University of Michigan - Ann Arbor
Ann Arbor, MI06-2021
Skills
- Advanced Excel : Pivot Tables, Spreadsheets, HLOOKUPS, vlookups, & Macros (5 Years)
- Large Data Set analysis (5 Years)
- Downstream Analysis (5 Years)
- Shortfall Analysis (5 Years)
- Commercial Contracts (5 Years)
- Reporting (5 Years)
- Pricing Deals & Strategies
- Profits, Revenues
- MS Office
- QlikView
- Power BI
- Salesforce
- Bilingual Spanish
- Root Cause Analysis
- BI dashboards
- Process Improvements
- Strategic Planning
- Excel proficiency
Certification
- Successful Negotiation: Essential Strategies - EDX Verified Certificate
- CSP - Certified Sales Professional
- Microsoft Excell Data Analyst
Timeline
Analyst 2 Contract Compliance
Becton Dickinson BD Medical
07.2024 - Current
Sr. Contract / RFP Specialist
Waste Management San Diego
10.2022 - 06.2024
Territory Manager
Haaker Equipment Company
01.2022 - 06.2023
Account Executive
Republic Services
09.2019 - 01.2022
Sales Representative
Cintas
10.2017 - 03.2022
Sales Representative
Bisco Industries
01.2015 - 10.2017
Bachelor of Science - Business Administration And Management
University of Michigan - Ann Arbor
Similar Profiles
Mariles MirandaMariles Miranda
Molding Machine Operator at BD Becton Dickinson BD - MedicalMolding Machine Operator at BD Becton Dickinson BD - Medical
Briana Godoy SalazarBriana Godoy Salazar
ASSEMBLY SET-UP -SUBSTITUE PRODUCTION LEAD at Becton Dickinson BD MedicalASSEMBLY SET-UP -SUBSTITUE PRODUCTION LEAD at Becton Dickinson BD Medical
Kendria StokesKendria Stokes
Senior Program Manager at Becton Dickinson (BD Medical)Senior Program Manager at Becton Dickinson (BD Medical)
Christian SteinerChristian Steiner
Associate Territory Manager at Becton Dickinson BD MedicalAssociate Territory Manager at Becton Dickinson BD Medical
Andrew CrossAndrew Cross
Cashier at Vons Grocery StoreCashier at Vons Grocery Store