Sales Manager

SERGIO N. CARO

**** ****** ***** ( Weston, FL *3332 (

954-***-**** ( ************@*****.***

Senior-level Sales and Management Executive

OVERVIEW

Highly experienced, Senior-level Professional with more than 20 years of

diverse experience in competitive industries with a proven record of

continuous performance and significant achievement gained with the

International Division of a Global 100 Company. Demonstrated success in

leading high growth, large scale organizations with emphasis on being a

catalyst of change and a driver of revenues and fiscal results. Broad

leadership expertise within startup, turnaround challenges and rapid growth

situations, driven to improve processes and operations.

AREAS OF EXPERTISE

( Vision, Leadership and Execution ( Business Development/Growth

Initiatives ( Distribution Management

( Targeted Logistics Strategies ( Organizational Development

( Strategic Planning

( Market Alignment & Vendor Alignment ( Fiscal Results & P&L

Accountability ( Global Channel Development

( Strategic Partnerships/Alliances ( Revenue/Gross Margin

Attainment ( Major Account Cultivation

EXECUTIVE PROFILE

. Sales and Operations strategist with proven record of continuously

assessing the marketplace and competition, identifying new business

opportunities and changing company direction to compete more

effectively. Cultivate global relationships with strategic partners

and alliances to achieve goals. Bilingual: English & Spanish.

. Performance-oriented staff manager, developer and mentor. Dynamic

leader of individuals and cross-functional teams to produce optimum

performance in pursuit of organizational goals. Key member of the

senior management team and work closely with all stakeholders.

. Proven record of taking on new challenges and positively impacting the

bottom line. Develop creative, cost-effective profit/revenue growth

strategies which maximize business opportunities and achieve financial

and strategic objectives.

PROFESSIONAL EXPERIENCE

FERGUSON ENTERPRISES (FE) - Newport News, VA

1987 - 2009

North America's largest plumbing distributor with 17,000 associates. Parent

company, Wolseley PLC, is the world's largest distributor of plumbing and

heating products with 4400 branches in 27 countries, 51,000 employees and

$16B in revenues.

( VP, Business Development, FE International Division (FEI) (2005 - 2009)

Spearheaded and directed expansion of the international division including

all aspects of sales, marketing and distribution activities for the

Caribbean, Central America and South America. Responsibilities included

strategic planning, leadership and execution, business development

initiatives, training and motivating sales staff of 100, evaluating market

trends, sales forecasts, and determining policies/strategies for the

region.

. Played a pivotal role in the international division's growth and

success with sales topping $59M through securing major contracts

within the hospitality business segment. Profit Center of the Year FY

2006.

. Worked closely with senior management developing pricing and

international marketing strategy.

. Developed and implemented innovative sales and marketing strategies

which successfully targeted and captured major accounts and further

strengthened Ferguson Enterprise's image and reputation in this key

market.

. Well-developed network of business/industry contacts. Developed

strategic relationships with key executives opening distribution

channels in regional, national, and international markets and

delivering best-in-class service to clients.

. Maintained financial and operational integrity in the face of strict

budgetary constraints.

. Integral part of the startup management team for operations in Panama in

2006. Took on additional accountability for the division's P&L in 2008 to

assist with declining revenues. Increased EBIDT from -2% to +2% within

first 6 months to 15% FY 2009. Panama was Branch of the Year in 2009 as

well.

. Assumed responsibility for P&L for Puerto Rico operations in FY 2008

and reduced operating expenses, restructured departments and

positioned FEI to compete more effectively, FY 2008 and 2009.

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R sum of Sergio N. Caro . 954-***-****

( ************@*****.*** . Page Two

PROFESSIONAL EXPERIENCE - (continued)

FERGUSON ENTERPRISES - (continued)

. Leveraged resources and logistics program to attract a higher quality

customer and provided product solutions to maximize wallet share

resulting in increased revenues and profits.

. During tenure, created organizational structures which allowed for the

expansion of the company's presence in the Caribbean, Central America

and South American markets opening multiple branches in Puerto Rico.

( President/GM/Operations Manager, FEI Puerto Rico (1997-2005)

Promoted to President in 1999 as result of outstanding sales and managerial

performance. Accountable for the overall operation, management, fiscal

success and future expansion of FE's International Division. Provided

leadership and direction to staff of 43, set goals, increased distribution,

performed P&L management and planned sales strategies.

. Orchestrated the development of strategic sales plans that reflected

Ferguson's business strategy to advance market share/penetration, and

achieve profitable growth.

. Raised EBIDT from 3% to 10% and increased sales from $3.5M to $16M.

Built strong business relationships with developers and key decision

makers and expanded to multiple markets and business segments.

. Successfully trained, mentored and promoted many employees to

supervisory and managerial positions.

. Streamlined logistics strategies to provide high quality product

distribution in a timely and economical fashion, allowing customers to

get their orders in 3 weeks instead of 10. Developed inventory

strategies to meet critical market needs.

. Designed and implemented a JIT inventory management program to reduce

overhead expenses.

. Conducted market research, sourced more competitive pricing on

product/materials, and increased profit margins consistently making the

branch one of the profitable units in the company.

. Branch was recognized as Improved Branch of the Year, FY 2005.

( Operations Manager (1997-1999)

Selected as Operations Manager to assist with the opening and establishment

of FE's Puerto Rico Division, the first venture outside the US in the

history of the company. Responsible for instilling Ferguson's culture into

a new venture, as well as market alignment, vendor alignment, logistics,

inventory management, and operating as a bridge between corporate

initiatives and local market realities. Hired, trained and managed a staff

of 32.

. Strong emphasis on strategy, direction, vision, innovation, and creation

of key business solutions in support of organizational dynamics. Integral

role in leading company direction and providing leadership for operating

considerations.

. Conducted SWAT analysis of competitors to identify strengths and

weakness. Conducted market research, identified the compelling needs of

customers, and delivered products that met their unique needs.

. Held additional accountability as Sales Manager for the Plumbing

Division.

. Grew branch from $4M to over $7M in two years.

Prior Responsibilities with Ferguson Enterprises in Fayetteville, NC

include Sales Manager, All Divisions (1993-1997); Sales Manager,

Commercial (1991-1993); and Sales Representative/Management Training

Program (1987-1991).

. Positioned Ferguson to compete more effectively in the Southeast North

Carolina region through effective vendor alignment, establishing

strategic partnerships with vendors, and appropriate marketing

alignment.

. Raised Branch ranking in several key areas and Won Branch of the Year

3 times.

. Increased customer retention, grew revenues from $5.6-7.8M and

increased EBIDT from 11.4% to 14%, FY93-97.

. Maintained a strong account base among Fortune 500 companies,

construction companies, mechanical contractors, plumbing contractors,

local/state governments, municipalities and manufacturers.

EDUCATION

Bachelor of Arts Degree, Business Administration

Methodist University, Fayetteville, NC

Continued education and personal growth by attending a variety of seminars

in Sales, Marketing, Communications, & Management

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