Astor Garcia

  • Madison US-WI
Astor Garcia

Summary

Senior Sales & Sales Management Executive—A bilingual strategic leader recognized for exceeding national sales goals and leading sales teams with full budget responsibility – managing annual revenue of up to $460M – and reorganizing/motivating sales teams of 150+ associates.  Channel experience includes:  all major retail channels, distributors and dealers. Led development and the launch of new technology and reporting tools for a successful sales force.

 KEY ACCOMPLISHMENTS 

  • Progressive roles with the Springs Window Fashions (SWF) organization, totaling four promotions. Began as a sales representative. First promotion to Distributor/Fabricator Specialist. Second promotion to National Acct Manager. Third promotion to Sr. National Acct manager. Final promotion to Director of Field Sales & Service. Accomplished promotions through relationship building with accounts and increased sales. Relocated twice for SWF.
  • Negotiated contracts and pricing with national accounts. Example includes negotiating a price increase during 2002/2004 resulting in approximately 3% cost savings and 2% in incremental margin.

  • Foresaw business needs of national accounts and provided solutions prior to negative impact to the customer or to SWF.  Examples included acquiring additional regional measure/install training sessions resulting in $200k cost savings.

  • Lead negotiator and corporate representative in securing contracts with The Home Depot Mexico and Argentina.  
  • Instrumental role in the development and implementation of strategic sales plans resulting in the growth of SWF from $120M to $500M during career (1986-Present). Accomplished this through selling techniques, training, and developing relationships with key accounts. These accomplishments resulted in growth as well as forming strong partnerships with accounts, winning partner of the year from The Home Depot nine out of the past twelve years. 

Work History

Work History

Sales Representative for Springs Window Fashions

Springs Window Fashions
  • Sold components to local distributors and fabricators in Florida markets, sales over $6M
  • Called on regional retail accounts
  • Conducted training seminars for installers and decorators 

Distributor Fabricator Specialist for Springs Window Fashions

Springs Window Fashions

Awards: Springs Window Fashions Division “Goal Buster” for achieving 32% over goal in 1993

  • Managed Distributor/Fabricator accounts in the Southeast region – Dalphis, Skandia, United Supply, Ortega and other smaller dealer accounts
  • Conducted training seminars for designers and decorators
  • Negotiated pricing to maintain high profitability margins
  • Reformed the Essex account in Newark, New Jersey, over a four month period through a series of inventory control, financial policy changes, and budgetary reconfiguration of the fabrication policies
Apr 1986 - Present

Springs Window Fashions, LLC

$500M manufacturer of blinds, shades and drapery hardware under the brand names of Bali®, Graber® and Nanik® for mass merchants, home centers, and private label accounts.

Jun 2005 - Present

Director of Field Sales & Service for Springs Window Fashions

Springs Window Fashions, LLC

  • Led multinational (U.S., Canada & Puerto Rico) field service organization with more than 150 associates including regional and district managers responsible for selling, training and servicing the National Retail Accounts and Budget Blinds. Accomplished this with a budget of $11.5 M
  • Instrumental in establishing a world-class service model that was recognized as “Partner of the Year” by the Home Depot nine out of the last twelve years, and two out of the last five at JC Penney’s
  • Created the Window Décor Training Specialist Program which increased sales 21% over previous year
  • In addition to the field sales team, managed two Sales Analysts positions and a Process & Technology position
  • Responsible for regulating sales compensation for the sales force at $1.4 M in order to increase company profitability while retaining and motivating the sales force
  • Managed Fleet Vehicles for organization ($1.6 million Budget)
  • Developed new training techniques and technology for Field Sales organization, established best practices website for sharing of best practices
  • Acquired new business opportunities through organic growth which resulted in over $3.1 M in annual sales
  • Increased sales growth over the past 10 years by 100% to $500M
  • Reduced sales force by 10% and still managed 12% increase in sales calls and reduction in travel time by 6% and administrative time by 5% by reassigning territories as well as recasting associates into roles that exploited their strengths
  • Successfully designed and led five National sales meetings with increased attendance (200 associates) and cost reductions of 8%-15% annually through negations with meeting vendors

Fluent in Spanish

Jul 2000 - Jun 2005

Sr. National Account Manager for Springs Window Fashions

Springs Window Fashions
Awards: Home Depot Partner of the Year 2000, 2002, 2003, 2004
  • Launched Home Depot Mexico – now at 54 stores, in 2004 grew sales up over 40%in two years
  • Negotiated and trained“United Trading Co.” in Mexico, an independent organization to service Mexico for SWF
  • Assisted in the start up of Builder Solutions, a division selling exclusive products to home builders – estimated sales of $500k in 2004
  • Grew Home Depot Expo to 54 stores – sales of $4.8M in 2003 with an increase of 19%
  • Participated in Genesis Team creation and other process improvement teams (Product Steering Team, Sales Communications MPI, Store Service MPI, etc.) in order to improve corporate processes’ and product introductions to the market place
  • Awarded Springs “President’s Recognition” for contribution and work with the Genesis Team 2003
  • Awarded “Certificate of Appreciation” for dedication and commitment to the Design Place from Home Depot 2002
  • Developed Graber Brand merchandising vehicle for Home Depot Expo, which allowed us to compete with the higher-end targeted market
  • Implemented new Spanish Point of Purchase, merchandise materials, pricing, cutting wheels and Bali catalogue for Home Depot International stores
  • Helped to control costs and improve profitability by 7%
Aug 1998 - Jul 2000

National Account Manager for Springs Window Fashions

Springs Window Fashions

Awards: Home Depot Partner of the Year 1998 and 1999

  • Successfully managed Home Depot Expo and Home Depot Southeast, Southwest, and Puerto Rico divisions with double digit increase every year
  • Opened eight new Home Depot stores in Puerto Rico, consisting of training, sampling and merchandising 
Feb 1988 - Aug 1998

Distributor Fabricator Specialist for Springs Window Fashions

Springs Window Fashions

Awards: Springs Window Fashions Division “Goal Buster” for achieving 32% over goal in 1993

  • Managed Distributor/Fabricator accounts in the Southeast region – Dalphis, Skandia, United Supply, Ortega and other smaller dealer accounts
  • Conducted training seminars for designers and decorators
  • Negotiated pricing to maintain high profitability margins
  • Reformed the Essex account in Newark, New Jersey, over a four month period through a series of inventory control, financial policy changes, and budgetary reconfiguration of the fabrication policies
Jan 1983 - Apr 1986

Associate Buyer / Department Merchandiser

Burdines Department Store

Leading department store chain in the state of Florida, part of Federated Department Stores, Inc., which is now Macy’s Inc.

  • Responsible for $6M children’s division as Associate Buyer
  • Began in the Home Textile Division in the executive training program 

Education

Education

Professional Development

— Sales Meetings & Seminars Courses

— Communispond Professional Presentation Skills

— Xerox Professional Selling Skills