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Sales Supply Chain

Herndon, Virginia, United States
May 08, 2019

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Gene Ficarra

***** *** ***** **

Herndon, VA ****1


COO/ VP / Director of Operations, Senior Level Executive

Strategic Planning – Change Management – Operational Excellence – Organizational Growth

Executive Profile

Entrepreneurial and driven executive with 20 years of For Profit, Non-Profit industry expertise. Passionate, results driven, operationally focused. Motivated by creating and executing complex strategic growth plans, the identification, pursuit and capture of new business. Proven capabilities and success in achieving desired corporate goals through organizational and operational excellence. Skilled in organizational leadership, quickly creating and building genuine partnerships, delivering excellence and maintaining long term business relationships.


Business Development & Operations: Seasoned professional with the capability to cut through organizational politics, identify core root of a situation and deliver action accordingly. Experienced in connecting organizational resources together to support strategic growth and establish sound infrastructure. Executive mentality with the willingness to take on corporate initiatives and deliver successful results. Promoted to Director and then AVP to launch new lines of business. Delivered over $100M in new business contracts in complex lines of service.

Turnaround Expert/Financial Analysis: Reengineer underperforming revenue channel. Implement new business model and strategy - Increase retail sales by 20% within 12 months. Successfully reduced “expense to revenue Ratio” (E/R) from 125% to 75% within 18 months, avoiding bankruptcy.

Leadership: Live and lead by example. Motivate, mentor and inspire talented professionals. Built highly effective teams with exceptional morale, commitment and talent retention. Increased productivity and new business capture rate by 30%.

Core Competences

Strategic Planning

Accelerated Growth Strategies

Insight & Innovation

Budgeting & Finance

Profit and Loss analysis

Profitability Improvement

Turnaround Operations

Operations Reengineering

Problem Solving

Change Management

Business Process

Cross-Functional Leadership

New Business Start-Up

Organizational Management

Performance Optimization

Channel Marketing

Product Management

Supply Chain/Logistics

Professional Experience

SourceAmerica - provider of over $2.2B in services/products to the Federal Government 2007 - 2018


Assistant Vice President 2015 - 2018

Public Sector / Commercial Sales and Operations

Promoted to launch Commercial Sales and Operations division. Create and execute go-to-market strategy for new business startup. Recruit and manage a team of 28 employees including sales executives, operations and shared service matrix.

Reduced logistical expense by over $1M within first 12 months by consolidating 25 process centers into 2 processing facilities.

Within first 12 months, won over 45 new commercial contracts and introduced a National Commercial Sales team.

Generated a $20M opportunity pipeline by leading efforts in securing new federal, state, local government and commercial contracts through business partnership. Manage all new commercial initiatives, coordinate trade show activities and capture management strategy, resulting in a $20M opportunity pipeline. Analyzed and monitored organizational dashboard reports to ensure KPIs are aligned with annual and long-term goals.

Managed and promoted 8 lines of business with over 25 individual services, resulting in expanding current book of business by 20% year over year. Established operational infrastructure and SOP to streamline team efforts yielding 30% increased capture rate of priority opportunities and acquiring over $3M in new commercial business in 24 months.


Director, National Business Development 2012 - 2015

Total Facilities Management

Promoted to execute strategic growth plan for Facilities Management line of business.

Secured federal government facility management (FM) contracts through new strategic approach, and expanded current Facility Management services of existing contracts, resulting in over $100M in new contracts.

Increased federal government contract revenue by $200M within 48 months by coordinating bid proposal teams.

Increased business development productivity by 20% reducing new hire training to 90 days. Executed strategic business development plan, coordination of resources, opportunity identification and capabilities review and presentation.

Evaluated and developed Facility Management opportunity pipeline, identifying specific capabilities, lines of business synergy, resources, risk assessment, and partnerships, yielding increased cross-sell revenue by $20M.


Senior Program Manager, National Business Development 2007 - 2012

Supply Chain Management, Reverse Logistics, Order Fulfilment

Solicited Federal Government and Commercial organizations for contracts in relation to Supply Chain Management/Logistics services and captured contracts valued at over $50M. Supported 6 regions nationwide.

Launched, managed and promoted a National Supply Chain Management line of business. Built and maintained strategic business development relationships, created new business opportunities to include customer consultation, pricing and technical proposals.

Created and coordinated capabilities presentation to Federal Government agencies and Commercial organizations to include DoD, DHS, CDC, EPA VA, Lockheed Martin, Raytheon, BAH, and HP.

Goodwill of Greater Washington 2001 - 2007

Vice President of Operations

Reorganized Retail/Salvage export division under extreme circumstances to avoid bankruptcy.

Responsibility and oversight of $14M P&L, 125-member team, 13 retail locations and logistics, covering Maryland, Virginia and Washington D.C.

Generated over $2.5M net profit ensuring Mission-related goals were accomplished. Implemented operational efficiencies and discipline through strategic planning and long-term vision. Enhanced audit scope to include an assessment of execution on strategic plans.

Coordinated and managed lease negotiations and construction permits. Expanded new retail sites and launched an e-commerce division.

Wards Distribution, HQ Chicago, IL / Brandywine, Maryland 1998 - 2001

Director of Logistics / Supply Chain

Managed global merchandise flow for the nationwide distribution centers in support of 1800 retail locations. Monitored inbound and outbound logistics and inventory integrity of over $500 million. Created and launched SOP for all reverse logistics procedures and merchandise disposition. Captured reusable inventory valued of over $500K in first 12 months of operation while reducing merchandise handling by 35% for returns.

Developed and implemented pre-receiving procedures, decreasing transit time to the local distribution centers, retail stores by 48 hours and reduced merchandise handling by 67%. Increased product flow through the distribution center by 28% of all inbound receipts by identifying and staging high turnover product in designated areas.

Created and implemented new merchandise receiving procedures, resulting in a decrease product damage and vendor claims by 36%.


Bachelor of Science, State University College at Buffalo, New York

Goodwill International, Participated in CEO Executive Development Program

Member: United States Army Association, Reverse Logistics Association, International Facilities Management Association, National Retail Federation

Good Shepherd, Non-Profit Agency, Leesburg, VA – Board of Directors

Goodwill International, Supply Chain Management Consultant, Gi Kaizen Trainer, Lean Six Sigma

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