Shawn Burke
Lake Hopatcong
Summary
Proven leader in Service sales and operations, I spearheaded teams at ASCO Services and Schneider Electric, driving a 71% revenue increase through strategic growth strategies and organizational evolution. My expertise in decision-making and revenue growth, combined with a talent for building high-performing teams, has consistently enhanced profitability and business expansion.
Overview
19
19
years of professional experience
Work History
Director of Sales - ASCO Services
Schneider Electric
06.2016 - Current
- Lead the U.S. domestic sales organization through 3 Regional Sales Managers, 21 Field Sales Engineers, 3 Business Development Managers, 11 Inside Sales and Quotations Specialists. Direct line responsibility for the Dedicated Modernization facility consisting of Applications Engineers, Controls Engineers, Procurement and Manufacturing.
- Achieved regional sales targets through effective territory management and relationship building with key clients.
- Launched new products successfully into the market, coordinating marketing initiatives and comprehensive sales campaigns.
- Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
- Established strong partnerships with industry influencers to expand brand recognition and drive business growth.
- Delivered accurate sales forecasts based on thorough analysis of historical data and current trends in order to facilitate informed decision-making at the executive level.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
- Streamlined sales processes by identifying inefficiencies, implementing new tools, and providing training to the team.
- Managed complex negotiations with key accounts resulting in long-term contracts that bolstered annual revenue figures significantly.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Expanded customer base by targeting untapped markets through innovative lead generation tactics and follow-up mechanisms.
- Managed and motivated sales team to increase revenue 71% since 2020.
Director of Sales & Service Operations
ASCO Services
02.2010 - 06.2016
- Lead the U.S. Service Sales and Service Operations team, consisting of 3 regional sales managers, 3 regional service managers, 8 district service managers, 18 service sales engineers and 160 field service technicians.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Championed change initiatives within the organization aimed at driving efficiency improvements in the overall sales operation infrastructure.
- Built relationships with customers and community to establish long-term business growth.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Increased profit margins by effectively controlling budget and overhead and optimizing product turns.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
- Enhanced customer satisfaction levels by addressing concerns promptly and providing tailored solutions.
- Streamlined Service Delivery processes by identifying inefficiencies, implementing new tools, and providing training to the team.
Regional Sales & Service Manager
ASCO Services
10.2005 - 02.2010
- Lead the Sales and Service Operation team in the Northeast Region consisting of 6 Service Sales Engineers, 3 District Service Managers, 48 Field Service Technicians.
- Managed a team of technicians through District Service Managers, ensuring timely completion of projects and high-quality workmanship.
- Maintained a safe working environment by enforcing strict safety protocols and providing ongoing staff training on proper equipment use.
- Met with customers to discuss service needs and develop effective and practical solutions.
- Conducted regular performance evaluations for staff members, offering constructive feedback and facilitating professional development opportunities.
- Increased repeat business by fostering strong client relationships through personalized service and frequent follow-ups to ensure satisfaction.
- Implemented surveys and strategies to increase customer service satisfaction ratings.
- Increased overall revenue by upselling additional services and products during routine maintenance visits.
- Streamlined scheduling procedures, optimizing technician deployment to maximize productivity and minimize client wait times.
- Coordinated cross-departmental efforts to address complex customer issues, facilitating better communication and collaboration between teams.
- Enhanced team morale through regular recognition of exceptional performance and organizing team-building events.
- Fostered culture of continuous improvement, encouraging staff to suggest and implement process enhancements.
- Implemented customer feedback system to gather insights and identify areas for service improvement.
- Streamlined service delivery processes, reducing wait times for customers by implementing efficient scheduling systems.
- Increased team productivity with introduction of new performance management system, focusing on individual strengths and areas for improvement.
- Improved staffing during busy periods by creating employee schedules and monitoring call-outs.
- Hired, trained and supervised team of service staff members to meet business goals.
Education
No Degree - Operations Management
New Jersey Institu
Newark, NJBachelor of Science - Business Administration
Thomas Edison State University
Trenton, NJ05.2010
Skills
- Sales training and leadership
- Revenue Growth
- Sales funnel management
- Sales team training
- Sales Pipeline Management
- Profitability Optimization
- Sales strategy development
- Revenue Forecasting
- Strategic account development
- Business development and planning
- Decision-Making
- Price Structuring
Ice Hockey Coach
Mentor and coach youth hockey players at various age and skill levels.
Timeline
Director of Sales - ASCO Services
Schneider Electric
06.2016 - Current
Director of Sales & Service Operations
ASCO Services
02.2010 - 06.2016
Regional Sales & Service Manager
ASCO Services
10.2005 - 02.2010
No Degree - Operations Management
New Jersey Institu
Bachelor of Science - Business Administration
Thomas Edison State University
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