Customer Service Sales

Kerry Burke

Email: *********@********.***

Address: **** ********** *****

City: Alpharetta

State: GA

Zip: 30004

Country: USA

Phone: 678-***-****

Skill Level: Management

Salary Range: $75,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

KIERAN (KERRY) BURKE

1071 Fieldstone Trail 678/641-2624

Alpharetta, GA 30004 *********@********.***

SENIOR SALES MANAGEMENT

PROFILE

Successful, high-energy leadership experience in large-scale business operations, sales initiatives, marketing, distribution, logistics and organizational development with a world leader in building materials. Widely recognized for hands-on expertise in new business development, cost efficiencies, major account management, strategy formulation, program implementation, market penetration and extensive personnel management.

Results-oriented design, development and implementation of territory sales strategies, target marketing, key account acquisition and best practices with full compliance to industry regulations and clients requirements.

Self-motivated to achieve peak product performance, ensure total client satisfaction, maintain highest quality service and meet aggressive profit objectives.

Solid expertise in estimating, negotiating and executing complex contracts and agreements with industry vendors and market leaders to the satisfaction of top management and key decision-makers.

Effective hiring, management, deployment, and development of top-notch talent at supervisory, staff and field levels in rapid-growth environments.

Multi-tasking talents include team building, organization, needs analysis, value engineering, program implementation and accurate documentation to meet aggressive schedule and logistical challenges in time-sensitive situations.

Highly skilled as Change Agent, Client Advocate and Process Champion in interacting with and supporting C-suite executives, group management, a diverse client base and professional staff at all levels.

AREAS OF EXPERTISE

New Business Development Start-Up Operations Territory Management Target Marketing B2B Sales Relationship Building Deal Negotiations Customer Service Product Management Corporate Restructuring Regulatory Compliance Project Expediting Operational Streamlining Financial Acumen Project Accountability Process Improvements Logistics Supply Chain Strategic Planning Transportation Staff Recruiting Business Forecasting P&L/Budgeting Cost Reduction Turnaround Strategies Profit Building

EMPLOYMENT & ACCOMPLISHMENTS

Independent Licensed Insurance Agent 2011 - Present

Most recently transitioned to sales and marketing of various insurance products to a consumer client base. Utilize expertise in networking, deal negotiations, lead prospecting and order processing.

Succeeded in helping clients save significant amounts each year in premium costs, while resolving different application issues in a timely fashion to ensure benefits distribution.

Lafarge North America, Calgary, AB 1990 - 2009

Truck Modal Manager, 2007-2009

In charge of negotiating and administering long-term contracts freight rates and terms with all trucking carriers that transported products from company plants and terminals throughout western US and Canada, representing $60 million in annual freight spend, for this multibillion dollar global provider of construction materials. Identified and defined service requirements and safety protocols for loading/unloading at corporate and customer facilities. Continually updated carrier database and trucker relationships to ensure timely deliveries.

Introduced a 3rd trucking carrier into a very competitive market, improving customer service and lowering overall trucking costs by over $1 million within 1st year.

Personally negotiated multi-year contracts with all 5 leading carriers that met all operating metrics and cost calculations, while better controlling freight spends and overall costs.

Enhanced plant and carrier safety levels by standardizing loading & off-loading protocols at all sites; utilized best practices from North American operations and consolidated into 1 document for all carrier contracts.

Designed and instituted a methodology to calculate and track annual freight increases for carrier contracts.

Director of Marketing - Aggregates Division, 2005-2007

Led a direct report in planning and implementing target marketing efforts throughout the US Southeast for this $50 million unit. Also ensured best practices for customer segmentation strategies, sales processes and logistics in all regions throughout North America.

Quickly identified and followed up on new growth opportunities and materials sources, helping to validate $10 million in capital improvements at quarry operations.

Reduced sleeping inventories by 30% at quarry sites with better sales and production strategies.

Established a monitoring system to track and improve truck turnaround times within the quarry network, leading to lower costs, faster deliveries and higher customer satisfaction.

Segmentation Manager - Non-Traditional Applications, 2002-2005

Responsible for identifying and focusing on optimal applications, best practices and developing markets to support teams in selling value-added products across North America. Trained and oriented staff in driving go-to-market strategies, targeting profitable sectors and coordinating highly-efficient procedures.

Achieved significant material sales, product utilization and territory growth in brand-new market niches.

Key participant in gaining trusted industry partner by closing long-term contracts with various utilities due to strong by-product marketing efforts and minimization of land-fill costs.

Chosen to head up a team to create and institute new quality protocols, create a best practices database and common employee access.

Technical Sales Representative, 1996-2002

Managed sales assistance and key account support to major clients in 6 US Western states with 2 technical staff. Closely liaised with sales and manufacturing to meet all customer requirements. Represented the company at numerous regional and national tradeshows.

Recognized as 1 of the -Right People- in the 1998 Lafarge Annual Report by providing customers with customized technical seminars for over 1,000 contractors, architects, engineers and sales staff.

Authored detailed specs that were adopted by the DoT throughout the territory; served as resource person for agency issues and inquiries.

Designed a testing program that evaluated product performance and assisted with plant changes to maximize production processes, improve quality and grow sales.

Territory Sales Representative, 1990-1996

Hired to acquire and build profitable customer relationships, ramp up sales and enhance pricing as part of a new market entry for this company. Captured and analyzed competitive intelligence, while properly forecasting sales and sourcing products to ensure highest profitability and reduce distribution costs.

Generated $8.4 million in new revenue within 1st year of hiring and helped to grow market share from 3% to 18% by 3rd year at this position.

Increased volume of individual customers from 10 to 40, or 400%, in a very competitive marketplace.

Continually reduced logistical costs and enhanced customer service with innovative methods for product transportation at client facilities.

PREVIOUS EXPERIENCE

* Held management and professional positions in logistics, transportation planning, new business development and start-up operations with Fedderly Marion Freight Lines Inc.

* Efficiently generated $7.2 million in annual revenues on over 1 million tons of materials hauled; tasked with setting up, staffing and operating portable distribution facilities.

* Gained hands-on skills in dispatching, contract negotiations, pricing structures, labor relations, safety compliance and customer service.

EDUCATION

Seattle University, Seattle, WA

M.B.A. Degree in Marketing

Central Washington University, Ellensburg, WA

B.S. Degree in Business Administration

PROFESSIONAL ACTIVITIES

- Completion of executive management programs through Chicago Graduate School of Business, Duke University.

- Supply Chain & Logistics Certification through the Georgia Tech Supply Chain & Logistics Institute.

- Courses in Finance for Non-Financial Managers, Negotiation Skills, Selling Skills, People Skills, Professional Communications,

- Georgia Licensed Insurance Agent in Health, Life, and Property & Casualty Insurance.

- Proficient in MS Office Suite, JD Edwards, Cognos, Powerplay, Enterprise-One and related CRM applications.

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