Sales Manager

Thomas R. Burke, Jr.

***** ******* ***** 734-***-****

Canton, MI 48188 abl53t@r.postjobfree.com

Professional Profile

Technical sales and management professional experienced in selling electrical interconnection

systems, passive components and heat exchanger products into industrial, automotive, military

and PC markets. Strong presentation skills at management, engineering and sales levels.

Key responsibilities include:

• • •

Market evaluation Project management Production control

• • •

Engineering teaming Global forecasting Transportation focus

• • •

Distribution focus Direct marketing Program development

PROFESSIONAL EXPERIENCE

ThermaSys Corporation, Montgomery, Alabama 2009-2010

ThermaSys Corporation is a manufacturer of heat exchangers, radiators and radiator tubing for

the transportation and HVACR industries.

National Accounts Sales and Marketing

Responsible for planning, directing and coordinating sales strategies in heat exchanger,

condenser and tubing product groups to meet top line sales growth objectives. Established new

racing radiator distribution channel with first year potential of $350 thousand. Collaborated with

manufacturing engineering and technical sales to secure future HVACR opportunities for mass

transit / off-road markets. Potential identified in first quarter 2010 at approximately $2 million.

Assisted in defining profit goals based on manufacturability, market and industry trends. Involved

with strategic selling to targeted key clients including contract negotiations, engineering teaming

and relationship development.

TTI, INC., Detroit, Michigan 2006-2009

TTI is a world class distributor of electrical and electronic components.

Regional Business Development Manager

Focused penetration at targeted non-automotive / off-road transportation customers and markets.

Responsible for engineering level sales to direct design influence accounts. Coordinated focused

sales efforts with branch sales teams, consisting of twenty sales representatives within five

branches. Provided technical product training to customers and sales teams. Drove new design

wins at targeted customer base. Achieved 100 percent plus growth in sales and design-ins for

2007 and 2008 resulting in a potential of an additional $2 million. Conducted quarterly business

review meetings with branches and TTI management.

Thomas R. Burke, Jr. Page 2

Key TTI Distribution Channel Accomplishments:

• Nova Bus - Positioned Delphi as key supplier for 136 Way Feed-Thru Bulkhead.

• Bombardier Rail – Key win for Phoenix Program using customized sealed header system.

Potential of $100 thousand to $250 thousand; will spread to new modular control programs.

• Strategic win with Bombardier Recreational Products on Sea-Doo steering column with FCI

sealed hybrid connector system. Potential value of $250 thousand.

• GE Transportation – Successful in penetrating engineering and gaining visibility as a strategic

resource for determining interconnection options for diesel locomotives.

KEMET CORPORATION, Detroit, Michigan 2001-2006

Kemet Corporation is a global manufacturer of ceramic and tantalum capacitors.

Global Automotive Account Manager

Responsible for tier one automotive suppliers Visteon, TRW and Autoliv. Sales coordination and

direction given to a team of twelve global members. Handled total revenue responsibility of $15

million with a combined market share of approximately 35%. Effective interaction with executive

sales management and product management in setting global sales goals and implementing

competitive strategies. Direct communication with manufacturing in meeting production timelines,

addressing quality issues and scheduling product enhancements. Maintained strategic distributor

relationship to capture 60% market share in Michigan.

• Successful in resolving $1million invoice issue with Visteon during first year at Kemet.

• Positioned Kemet as strategic supplier with TRW. Increased market share to 35%.

• Increased penetration of products into Visteon platforms resulted in 35% market share.

• Received executive commodation from CEO in 2004 for sustained high performance.

TYCO ELECTRONICS/AMP, Detroit, Michigan 1984-2001

Tyco Electronics is a leading global producer of electrical interconnection systems.

Account Executive

Focused on strategic OEM customers in MIL, industrial, PC and automotive markets. Key

customer coverage given to Rockwell, Blue Bird Manufacturing, Trane, Lexmark, Visteon and

General Motors. Market locations covered: Atlanta, Nashville, Lexington and Detroit. Returned in

2006 for brief assignment to General Motors sales engineering team. Working knowledge of

PPAP, RoHS and IMDS.

• Strong sales penetration and strategic distributor relationships increased Nashville territory

from $1.2 million to $4.5 million.

• Succeeded in repositioning AMP as a key interconnect supplier at Lexmark. Early

engineering involvement resulted in new program award of $1.5 million.

• Direct engineering involvement at Visteon and Ford resulted in awards for Ford Fuel Pump

and Generator programs valued at approximately $2 million.

• Secured GM approval on new IP and door lighting designs valued at $5 million.

Thomas R. Burke, Jr.

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EDUCATION

Bachelor of Science, Business Administration - Marketing, 1979

Shepherd University, Shepherdstown, West Virginia

Continuing Education Courses,

Purchasing – Theory & Practice

Statistical Market Research

Real Estate Fundamentals

Basic Programming

PROFESSIONAL DEVELOPMENT

AMP – Basic Negotiation Skills

AMP – Blue Print Reading: 2 Programs

AMP – Quality Functional Development

AMP – Managing Your Career with Power

AMP – Institute : Product and Sales Training

LEARNING INTERNATIONAL – Added Value Selling

LEARNING INTERNATIONAL – Interactive Selling

FORUM – Face to Face Selling Skills

FORUM – Exceptional Sales Performance

XEROX – Time and Territory Management Training

XEROX – Professional Selling Skills

TTI – Value Based Selling

ThermaSys – Leadership Code

AFFILIATIONS

American Marketing Association

American Management Association

Jaycees

Benevolent and Protective Order of ELKS

Lambda Chi Alpha Fraternity

Student Government (Senior Year – College)

National Honor Society (Senior Year – High School)

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