Sales Manager

Frank Garcia Mobile 770-***-**** . ********@***.***

***** ******* **** *****, **********, FL 34786

Senior-Level Executive / Profit & Loss Leader

Global General Business Management / Operations / Sales & Marketing /

Business Development

Turnaround / Startup / High Growth / Public & Private Entities

Profile & Value

General Management Expert Highly successful P&L leader with 20+ years of

global multifunctional experience in Distribution & Logistics, Corporate

Strategy & Development, Sales, Marketing, IT, and Finance.

Consummate Management Executive Consistent top performer with a track

record of verifiable results. Relentless top grader of talent. Versatile

leader with public and private equity; small and Fortune 50; domestic and

international; turnaround and growth experience in multiple industries.

Corporate Strategy Specialist Originator of innovative business

strategies that result in extraordinary growth, operational performance,

profitability, and cash flow. Considerable experience in acquisitions &

integrations, business divestiture to private equity, industry rollups, new

market startups, and business turnarounds.

Process Excellence Champion Leader of strategic business initiatives,

applying methodologies such as Constraint Management and Six Sigma to drive

continuous process improvement and achieve aggressive performance

objectives.

Global Commerce Leader Executed business transactions in more than 100

countries and directly managed operations in 15 countries. Traveled to 40+

nations to foster business relationships. Speak conversational Spanish.

CEO Endorsements

"Exceptional business leader with a powerful action orientation, tremendous

business judgment, and great teamwork."

"Fortitude to do the right thing... Battlefield calm... unflappable."

Professional Experience

HD Supply - The Home Depot, Atlanta GA/Orlando FL, 2004-2009

$10B diversified wholesale distribution company providing a broad range of

products and services to professional customers. Formerly the wholesale

division of The Home Depot with a combined $90B in revenue.

President - Plumbing/HVAC Division 2006-2009

P&L leader of division with $1.2B in revenue, more than 155 branches, and

2600+ employees. Member of HD Supply founding leadership team; HD Supply

Corporate Officer; Home Depot Corporate Officer.

Effectively managed the business through a collapse of the residential new

construction market by top-grading talent, gaining market share,

diversifying end markets, restructuring, enhancing gross margins, and

generating cash. Simultaneously led highly successful long-term value

creation initiatives such as proprietary brand launch, Zilliant margin

software implementation, government sales start up, and off-shoring.

. Expense Reduction & Productivity Drove long-term sustainable expense

reductions through the integration of Hughes, Apex, and Ram Pipe as well

as 2 major business restructurings, off-shoring of administration activity

to India, freight outsourcing, and strict management of discretionary

spend. Result: $110M+ in annual SG&A savings.

. Free Cash Flow Generation Delivered $70M of pre-tax FCF in 2007 and

$44M in 2008 through EBITDA, process improvements, and significant

reductions in working capital.

. Margin Enhancement Delivered 30bps-50bps year-over-year gross margin

improvements in a highly competitive market through relentless

implementation and execution of sourcing strategies, pricing technology,

and proprietary brand initiatives.

. Proprietary Brand Extension Launched Seasons and Brigade proprietary

brands (40+ product lines) that achieved 5% sales penetration in year 3 of

the program. Implemented a Proprietary Brand market value pricing

methodology that delivered a 45% gross margin in 2009.

. HD Supply Divestiture Partnered with CEO and executive team to divest

HD Supply. Successfully sold the business in 2007 to a consortium of Bain

Capital, The Carlyle Group, and CD&R for $8.5B.

Senior Director - Government Solutions and National Accounts, THE HOME

DEPOT 2004-2006

Recruited to drive growth in B2B and government sectors, formed a new high-

growth, market-driven organization by consolidating 5 sales, market

development, and store teams into 1 business unit focused on commercial

customers.

. Government Solutions

- Grew sales 65% year-over-year, elevating revenues to $195M in 2005.

- Saved $1.4M annually by consolidating operations and streamlining

management structures.

- Led the corporate initiative to aid the US Government's hurricane relief

programs.

. National Accounts

- Delivered 2005 sales growth of 17%, generating $120M in total sales.

- Eliminated fixed rebate expenses by converting customer rebate programs

to growth rebate programs.

- Expanded THD's relationship with State Farm and acquired net new

business from GE, Clean Harbor, and BMS.

. Emerging Markets

- Identified opportunity and launched new Emerging Markets organization to

tap into growing Hispanic contractor market. Outperformed non-Hispanic

Market Store growth by 52bps ($100M) in 2005 and 76bps ($150M) in 2006.

The Stanley Works - New Britain CT/Miami FL, 2001-2004

A leading worldwide $4.5B manufacture and marketer of construction,

industrial, DIY, and security products.

Vice President & General Manager - Latin America

Recruited to turn around $80M Latin American business with operations in

Florida and 9 Latin American and Caribbean countries. Fully accountable for

P&L including sales, marketing, distribution, manufacturing, and finance.

. Developed and implemented a dynamic strategic shift by redeploying bulk

of Brazilian assets to Mexico and Florida and executing a channel shift in

Mexico. Reengineered sales, marketing, product development, distribution,

and manufacturing to deliver transformational financial improvement of the

business:

- Increased adjusted gross margins from 35.7% to 39.4%.

- Reduced SGA to sales ratio from 17.7% to 15.1%.

- Improved operating margin before taxes from 18% to 24.3%.

- Grew return on capital employed from 1% to 21.4%.

Federal-Mogul Corporation - Southfield MI/Westin FL, 1985-2001

A worldwide $8B manufacturer and distributor of automotive OEM and

aftermarket parts.

General Manager - Latin America & Central Distribution 1998-2001

P&L leader of the $200M International Export Division with additional

operational responsibility for 3 domestic distribution facilities.

Worldwide product distribution totaled $1B with an employee population of

1000.

. Achieved 11% revenue growth and 2% margin improvement in 2000.

. Delivered $5M SGA savings through acquisition integrations.

. Improved Puerto Rican operating margin 150% by transitioning from branch

to third-party distribution.

. Implemented ERP system that drove 100bps SGA decrease through business

process improvement and digitization.

retail operations manager - Latin America 1996-1998

Held P&L responsibility for 75 retail automotive stores in 5 Latin American

and Caribbean countries.

. Achieved 161% of ROIC performance target in 1997.

. Boosted gross margin from 39% to 42% through an innovative velocity

pricing process.

. Cut inventory 11% by overhauling the inventory management/auto

replenishment process.

. Pioneered remote-site processing for Latin America, centralizing

operations by connecting all stores to US operations by frame relay and

satellite. Delivered dramatic cost reductions and cash flow improvement.

product & sales manager - Latin America 1995-1996

Performed dual role of Export Wholesale Sales & Marketing Manager and Latin

American Retail Product Manager. Also served as Global Process Leader for

corporate-wide CRM initiative.

. Delivered top-line sales growth of 10% in 1995.

product & sales manager - Latin America (continued)

. Added 20,000+ automotive SKUs in support of Federal-Mogul's vertical

integration into the retail channel.

. In 2 years slashed export wholesale expense-to-sales ratio from 10% to

7.7% and increased wholesale gross margin from 32.5% to 35.3%.

marketing manager export division 1994-1995

Managed product, promotion, pricing, and technical training for Western

Florida Export Division.

. Served as Team Leader for highly successful Sealed Power International

acquisition/integration that added $13M in sales and 15K SKUs to global

offerings.

. Significantly increased output with zero additional headcount by

reengineering processes for product line additions.

SENIOR REGIONAL SALES MANAGER 1992-1994

Managed $60M international region (Southwest US and Mexico), directing 18

Territory Sales Managers in automotive aftermarket sales.

. Created new cross-border marketing program and integrated Mexican and US

border regions into new group, generating $12M revenue in year 2.

. Smoothly integrated TRW Southwest sales organization into Federal Mogul

following acquisition.

REGIONAL SALES MANAGER 1988-1992

Managed 10 Sales Managers generating $25M automotive aftermarket sales in

Houston Region and Mexico.

. Led region to best year-over-year growth for 3 straight years in the US

Automotive Aftermarket, while consistently performing under budget and

delivering favorable selling expense-to-sales ratio.

. Integrated newly acquired Switches Electrical Export Business, adding

$3.6M in revenue to the region with no additional resources.

. Developed and launched Spirex branded line of roller bearings and seals

for export to Mexico; built to $1M sales in year 2.

HEAVY-DUTY SALES ENGINEER 1985-1988

Served as Sales Engineer for wholesale distribution network in 6 New

England states.

. Consistent top performer in sales growth over prior year.

. Created "pull strategy," driving Federal-Mogul products to be specified

at the end-user fleet level and pulled through wholesale distribution

customers.

. Developed Heavy-Duty Carter Fuel Pump Program that was adopted

nationwide.

Profile

Education B.S. (Major: Business Management/Minor: Spanish): Providence

College, Providence, RI - 1980

Spanish Language and Culture: Almansa, Albacete, Spain - 1979

Professional Accelerated Leadership Program - THD Finance for the Non-Financial

Development Manager - AMA

Leadership Mastery I & II - F-M Constraint Management - F-M

Advanced Development I & II - F-M Root Cause Analysis - F-M

Account Development Strategies - Xerox Mexican Business Strategies

- Mex-Con

Civic & Board of Trustees, Educational Foundation of the American Supply

Industry Association (ASA)

Leadership Advisory Board, United States Hispanic Contractor Association

Vice President and Board of Directors, Overseas Automotive Council

Mayor's Certificate of Appreciation, Hispanic Contractor Safety

President George W. Bush's Service Gold Award, Civic Participation

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