Sales Manager

Christopher Burke

Delray Beach, FL • 954-***-**** ************@*******.*** • linkedin.com/in/christopher-burke-5ab166140

Vice President of Sales

Accomplished Vice President of Sales, recruited to the corporate executive team, with over 15 years’ experience improving business performance, through leadership. Tasked to build a dedicated sales team, create a successful distribution channel to propel business growth, with hands-on influence, by effectively leveraging team strengths, meeting and exceeding company goals.

Client Relations and Retention

Financial Statements

Territory Development

Market Penetration

Account Acquisition

Negotiations

Sales Leadership

Budget Management

Sales & Growth Strategies

Signature Achievements

At Mars Air Systems, doubled top line revenue over seven years, while growing double-digit EBITA

Closed largest job in Mars Air Systems, Inc. history ($1.2m) through effective sales strategies, market research, and competitor analysis

Negotiated and secure national chain accounts, such as Jack in the Box, Dunkin Donuts, BP, implementing national pricing programs, creating custom SKU’s achieving ($4.2m) of incremental revenue in 2018

Gained $2.1 million in new dealer acquisitions for Goodman Manufacturing in 2012 and ranked #2 in the company for total new business sales

Achieved Top Ten performer ranking at Trane Inc. 2004 to 2007, exceeding quota in four major areas out of 350 reps nationally

Professional Experience

Vice President of Sales (July 2013 Present)

Mars Air Systems Inc, Gardena, CA

48 independent sales agencies, 6 direct, OEM conversion, responsible for the sales and distribution of Mars Air Curtains, throughout the United States, South/Central America, Canada, and the Middle East, with annual revenues exceeding $35 million

Oversee human resource functions, for a team of direct and indirect employees

P & L responsibility, of sales department, with direct influence, on how company resources are allocated

Provide final approval on all new projects and budget expenditures, to ensure sales department generates a positive ROI

Communicate emerging concerns, to all sales agencies, regarding performance and productivity, in relation to sales metrics and offering actionable solutions and recommendations

Create monthly scorecards, that monitor the performance, of all rep agencies against key performance indicators, such as monthly sales, lunch and learns, webinars, and portal participation

Collaborate with engineering and architectural communities, specifying Mars products, as a basis of design

Shape distribution model, to create exclusivity, with geographical regions substantially reducing competition

Territory Manager

(September 2010 – October 2012)

Goodman Distribution, West Palm Beach, FL

Goodman/Amana product sales, for the largest HVAC manufacturer in the U.S., to contractors throughout South East Florida

Identified and converted key MEP Firms, mechanical contractors, and wholesale distributors

Managed and maintained relations with key accounts and key markets

Tripled grow rate set by management for 2012 through territory development, account acquisition, and

strategic sourcing surpassing the initial estimate of 17% for 2012 by 37%; closing year with 54% growth

Territory Manager October (October 2008 – September 2010)

Florida Air Conditioning Distributors, Ft. Lauderdale, FL

Distribution and sales of HVAC line, Southern Florida

Generated qualified leads through the ongoing development, of prospective and existing customers ensuring sales goals targets were reached, exacting contingency strategies as necessary

Converted approximately $1.8M in new business within the first 14 months; surpassing management’s expectations and becoming the highest earning territory manager

Demonstrated proficiency in identifying sales opportunities, lead generation, and capitalization of market opportunities, by cold calling and market prospecting

Negotiated sales transactions, while simultaneously ensuring value-added experiences and positive client interactions

Effectively generated new business for a distributor, with no market share and brand recognition.

Collaborated with and advised management in relation to inventory levels and residential product training

Territory Manager (August 2003 – October 2008)

Trane Inc, Pompano Beach, FL

Palm Beach and Broward County territory manager, of HVAC manufacturer

Implemented sales strategies and performed all aspects of lead development, territory management, and account management, including needs analysis for numerous accounts

Cultivated and developed brand new business, from $0 to $591K in one year; becoming the number one earning territory manager in the country in 2004

Developed and grew HVAC sales for Trane Inc. from $1.6M to $9.2M in total revenue.

Increased gross profit margin percentage year to year while increasing total sales

Selected by management, to participate in the buyback of distributor Apex Supply, in the greater Atlanta area

Education & Credentials

Bachelor of Arts and Science Degree in Economics

University of Massachusetts Boston, Boston, MA

Division III Men’s Baseball Team

Received athletic scholarship

Devoted an average of 25 hours per week training, conditioning, practices, meetings, travel and games

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