Sales Manager

Douglas E. Ferrante 954-***-**** ( C ) Page *

DOUGLAS E. FERRANTE

**** ** ***** **** (954) 336-

**** (C)

Coral Springs, FL 33076

**********@*******.***

SALES, OPERATIONS AND GENERAL MANAGEMENT EXECUTIVE

20 plus years of revenue generating experience as a Vice President of Sales establishing the vision and strategies necessary

for sustainable growth and EBIT gains. A team builder with strong P&L management in both healthcare and consumer

package goods industries working for Cardinal Health and PepsiCo. Bachelor of Science in Business Administration. Key

competencies include:

• • Sale

Process Improvement Forecasting & Budgeting

• •

People Development Business Development

• •

Strong P&L Leadership Strategic Planning

• •

Operational Excellence Revenue & Profit Growth

EXPERIENCE

LBJ CORP 2011 -

Current

(Convenience and Gas Store)

President / Owner Operator Chevron, West Palm Beach, FL

• Provide customers with an outstanding buying experience by providing quality service in a clean and pleasant

atmosphere by implementation of “The Chevron Way”. Responsible for sales and operations of station and

convenience store.

• In store merchandise sales growth of 35% and fuel sales increase of 32% to prior year.

• Completed in store re-merchandising of 4,000 SKU’s to increase assortment, price, promotion and presence by

leveraging vendor relationships and service.

H. D. SMITH 2007

- 2011

(A Private Healthcare company)

Vice President / General Manager, Pompano Beach, FL (2007- 2011)

Responsibilities include Pharmaceutical Distribution for the Southeast Region, total P&L and all aspects of this business.

• Achieved 13% revenue growth in FY 2010 vs. prior year by utilizing consultative based selling process.

Exceeded revenue and profit targets three straight years.

• Reduced controllable expenses by $2.1 million vs. prior year through improving operational efficiencies in 2010.

• Instituted operational scorecard to track and measure key performance indicators in warehouse and delivery on

all shifts.

• Implemented new selling structure to expand focus into Institutional and Specialty segments in 2010.

• Improved gross profit $5.1 million in FY 2010 vs. prior year by effectively managing net price and increasing

generic compliance.

• Successfully led restructuring of division workforce with a 33% increase in organizational effectiveness.

CARDINAL HEALTH

2004 - 2007

(An $84 billion Healthcare company)

Vice President Retail National Accounts, Dublin, OH (2006 - 2007)

Responsibilities include management of existing clients and the development of new business acquisition relationships for

Pharmaceutical Supply Chain sales for the 12 Western States. Lead training and development for direct and indirect

reports regarding Cardinal Health value added offerings, selling process and financial modeling. Development of annual

budget, delivered profitable top line sales results in Brand Rx, Generic Rx, and over the counter (OTC) sales totaling

38,000 SKU’s.

• Achieved 8% revenue growth in FY 2007 by developing proactive relationships with customers.

• Increased total revenue to $843 million from prior year of $780 million by driving contract purchasing

compliance.

• Improved Generic compliance by 36% in FY 2007 vs. prior year through strategic sourcing agreements.

• Development of strategic account management plans for assigned accounts along with strategy to win new

business.

Vice President of Retail Sales, Aurora, Illinois (2005 - 2006)

Provide leadership to field sales, marketing, operations, and senior leadership team for two direct and seven indirect

reports for the Pharmaceutical Distribution in 13 Midwestern states. Development of strategies, budgets for Brand Rx,

Generic Rx, over the counter (OTC) targets, pricing, and overall customer negotiations for Retail Independents, Regional

Chain, and Alternate Care businesses.

• Achieved 10% growth over prior year or $1.9 billion in Retail Independent sales in 2006 by demonstrating value.

• Selected to be a part of Sales Transformation Task Force changing to a value based selling process.

• Exceeded Generic Rx sales goal for Retail Independents at 103% to plan.

Director of Sales, Aurora, Illinois (2004 - 2005)

Led Great Lakes Region for Pharmaceutical Distribution in four Midwestern states. Responsibilities include setting goals

and objectives, coaching eight direct reports, developing strategies, increasing penetration with existing customers and

obtaining new business for the Regional Field Sales team. Complete understanding of financial goals, P&L, and key

performance metrics as it relates to regional and quarterly goals, growth, budgeting, and forecasting.

• Achieved 107% of Sales budget or $ 2.4 billion while obtaining region EBIT by $1.2 million in FY 2005.

• Closed 12 new Retail Independent customers or $2.4 million annual incremental revenue.

• Led country in Generic Rx compliance at 10% for Retail Independent class of trade.

• Captured $50 million in annual sales by negotiating a three - year contract with a regional chain in Michigan.

PEPSI COLA BOTTLING GROUP

1989 - 2004

(A $13 billion beverage distribution company)

Director of Urban Markets, Aliso Viejo, CA (2002-2004)

Managed six direct reports, customer development agreements, pricing architecture, marketing, and thought leadership.

Developed and implemented retail trade execution strategies for the Independent segment of the business.

• In 2004 built and launched a new selling structure and strategic go to market plan for the Super Independent

market segment in Southern California. Total of $65 million in annual revenue.

• Generated 21% volume and profit growth compared to prior year vs. a plan of 15%.

• Responsible for an annual sales and marketing budget of $1 million.

Director of Retail Sales, Riverside, CA (1999 - 2002)

Managed Riverside and San Bernardino Counties. Responsibilities include senior level trade relationships with the largest

retail customers in the Convenience, Gas, Food, Drug and Mass Merchandiser segments. Managed a team of eight direct

reports.

• Directed all aspects of sales and trade promotions totaling $120 million in revenue in a 150 employee sales

organization.

• Exceeded full year Market Unit volume and profit plan four straight years. In 2002 finished as the number one

Bottler in the PBG system with volume growth over 6% to prior year while obtaining full year profit plan.

• Grew volume in Convenience and Gas by + 12%, Mass Merchandisers by + 15% and Food stores + 4%.

Market Development Manager, Riverside, CA (1997- 1999)

Provide leadership for Retail and On Premise sales of $100 million in annual revenue and over 400 SKU’s. Manage ten

direct reports successfully which included five On Premise Key Account Managers and five Retail Key Account

Managers.

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Douglas E. Ferrante 954-***-**** ( C ) Page 3

• P.B.G. volume growth averaged 14% growth per year from 1998 - 2000 with largest retail customer.

• Achieved four of six top selling brands for P.B.G. with largest retail customer in the Carbonated Soft Drink

category.

• Provide cross functional leadership for manufacturing, delivery, warehousing and forecasting of 17 million units

annually.

Product Availability, Operations Manager, Buena Park, CA (1995 – 1996)

Responsible for warehouse and delivery operations in a 110 employee 100,000 sq. ft. operation. Managed

seven direct reports and over 400 SKU’s.

• Successfully managed through a 49 day labor dispute while growing market share in Southern California.

EDUCATION AND DEVELOPMENT

Bachelor of Science, Business Administration, University of Phoenix, 1994

Lean Six Sigma Sponsor Training, 2006

Myers Briggs Leadership Development Training, 2005 and 2009

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