Sales Manager

Allen R. Burkacki

***** ******** ( Macomb, MI ***44 ( 586-***-**** (

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

Sales/Account Management - Manufacturing & Distribution

Business Development ( OEM/Fluid Power Equipment Sales ( Technical

Support

Results-driven sales professional with a sixteen-plus-year track record in

hydraulic/pneumatic/power transmission component manufacturing and

distribution environments. Consultative sales strategist with proven

success driving revenue performance, new business development and customer

retention. Persuasive communicator and analytical problem solver adept in

specification sales, technical support, product development and purchasing.

Solid career history of industry relationship building among internal

groups, manufacturers and distributors. Strong motivational team

leadership, presentation and negotiation skills. Key competencies include:

Hydraulic Equipment Automation/Fluid Power Product Demonstrations

Specification Sales Product Sales Cost

Customer/Vendor Control/Containment

Direct/Consultative Relations Strategic Marketing

Sales Distribution Management Purchasing/Procurement

Business Development Product Development

Contract Negotiation Technical Training

Professional Experience

WILLIAMS LANDSCAPING - Clinton Twp. MI, 2008 - Present

Supervisor

Interim supervision of four landscaping crews charged with general lawn and

flower-bed maintenance and snow removal. Also charged with equipment

maintenance, quoting, landscape design, sub-contracting and personnel

recruitment.

DORRIS GEAR DRIVES - Fraser, MI, 2008

Recruited to manage development and implementation of sales and marketing

initiatives for a North American distribution network with 1000+ branches

for this manufacturer of custom and standard speed reducers and gear

drives.

OEM/Distribution Sales & Marketing Manager

Managed strategic action planning and execution for sales and marketing

efforts supporting direct and distribution customer contact through

teambuilding and improved internet initiatives. Supervise the activities

and measure the performance of internal customer service and external

manufacturers representatives. Develop marketing collateral, including

design of literature for e-mail advertising campaigns and a hard-copy

catalog to present product offerings.

. Generated an additional $300,000 in sales by developing and executing

key marketing campaigns and forging strategic relationships to create

cross-marketing synergy; gained first-time exposure on major

distribution sites.

. Boosted internet exposure and improved online tracking capabilities by

initiating critical improvements and enhanced functionality to the

Company websites.

A.B. ENTERPRISES - Macomb, MI, 2006-2008

Independent consultant providing lead follow-up, contacts and strategic

sales information relating to current and future OEM, Tier 1&2 tooling

programs and the use/specification of fluid power and power transmission

tooling components and capital equipment.

OEM Sales/Marketing Consultant

Provided onsite and remote support of launch activities within OEM, design

and integrators. Delivered strategic recommendations and facilitated sales

planning, lead generation, and customer qualification. Identified key

decision makers and influencers of prospect companies.

. Integral in sales and marketing activities leading to multi-product

and system specifications for major OEM and Tier 1 & 2 tooling

programs.

. Maximized lead generation opportunities by identifying prospective

client companies/key target markets while forming new and

strengthening existing relationships with executive, management, and

skilled trade contacts.

NSK PRECISION AMERICA ( Franklin, IN, 2004-2006

Sold and promoted the specification/sales of power transmission tooling

components and capital equipment by automotive, OEM, Integrators, and

Tier1/2 accounts for this global manufacturer of linear guides, ball

screws and robot modules.

Territory Manager

Provided sales and consultative technical support for power transmission,

automation tooling components. Promoted and supported direct/distributor

sales, distributor new products and prototypes with application engineers.

Supervised skilled trades/service team and delivered customer training.

Conducted sales demonstrations and provided after-sales support. Liaised

among engineers and manufacturing plants. Assisted in plant trials with

sales engineers and product specialists. Interacted with customers to

ensure application success, cost control, inventory maintenance and product

delivery.

. Increased new business development/promotion and improved customer

service and retention; secured system and product specification for

multiple major automotive and tier one programs.

. Generated industry demand and facilitated development of wide-scale

implementation by automotive plants and integrators by aggressively

marketing new products and systems.

MSX INTERNATIONAL ( Southfield, MI, 2003: Materials Logistics Analyst, Ford

Motor Company

Temporary contract position eliminated due to Ford Motor Company reduction

in staffing.

DE-STA-CO INDUSTRIES ( Madison Heights, MI, 1998-2002

Recruited by VP of Sales to facilitate specification/sales of tooling

components and systems by automotive, OEM, Integrators, and Tier1/2

accounts for this global $100 million multi-division manufacturer.

DaimlerChrysler Account Manager

Executed consultative sales and provided technical support for

hydraulic/pneumatic, automation/robotic tooling components and systems.

Advanced new products and prototypes in tandem with application

engineers. Oversaw distributor sales and product demonstrations. Provided

post-sales support. Supervised and trained skilled trades and sales

engineers. Liased among engineers and manufacturing plants. Interacted

with customers to ensure application specific product development, cost

containment and product delivery. Coordinated with sales engineers/OEM

product specialists for plant trials.

. Increased sales 30% and secured multi-product specification for major

automotive programs.

. Marketed new products to boost industry demand, and assisted in

plant/integrator implementation.

MRM INCORPORATED ( Novi, MI, 1997-1998

Recruited by President to manage territory sales for this fluid power

automation equipment distributor with $10 million in sales.

Territory Sales Manager

Serviced and developed existing and new OEMs and user/automotive accounts,

representing 13 manufacturers of pneumatic, hydraulic, vacuum, and

electronic equipment. Conducted sales calls, demonstrated products, and

provided customer training. Facilitated prototype production, developed

specification modifications and negotiated pricing.

. Boosted annual territory sales 62% in one year by executing a high

volume of sales calls.

. Reduced costs and streamlined processes with customer engineering,

purchasing, and manufacturing.

INDUSTRIAL AIR & HYDRAULIC EQUIPMENT CO. ( Detroit, MI, 1992-1997

Conducted consultative sales for this distributor of fluid power automation

components with $2 million in annual sales.

Outside Sales Representative

Executed sales of hydraulic and pneumatic equipment across 15

manufacturers. Serviced existing and developed new OEMs, user, and resale

accounts. Liaised among customers and manufacturers in production of

prototype equipment. Negotiated special pricing and delivery terms.

. Grew sales 70% by developing a non-producing territory into a leading

revenue generator.

. Increased average monthly territory sales 105% within one year.

. Led company sales for four consecutive years among all Eastern

Michigan Sales Representatives.

Educational Background

BS in Industrial Administration ( Central Michigan University, Mt.

Pleasant, MI

Track Selling Sales Training Seminar, MRM Inc. ( Product Knowledge

Training, Multiple Manufacturers

Advanced Sales Training: Are You Good Enough To Get Better? ( Creating

Competitive Business Solutions

Technical Proficiencies: MS Word, Excel, Ford Tracking Systems (GPIRS,

WIPS, EISI, WERS, CMMS3-VPP)

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