BRYAN KUCINSKI, PE
Highlands Ranch,CO
Summary
Performance-oriented Leader offering exceptional record of progressive achievement over a 24-year career. People-oriented Leader motivated by serving others to success . Growth-oriented Leader in identifying and capitalizing on emerging trends, market behaviors and revenue opportunities.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Senior Account Executive / Business Consultant
Buildots
10.2021 - 10.2023
- First U.S. based employee executing a dual leadership role. Senior SaaS account executive grew sales pipeline from $0 to over $2M in less than 6 months. Closed multiple enterprise contracts with an ACV of $180,000+
- Led GTM efforts for initial market launch into North America. Aligned 4 new association memberships, onboarded 4 new hires, provided senior direction to sales, marketing, executive leadership and customer success for North American market penetration.
- Target accounts were >$1B in revenue with average sales cycles of 6+ months. Developed an extensive network of industry contacts to generate leads and maintain a robust pipeline of prospects.
National Director of Business Development
Trimble
10.2019 - 12.2020
- Newly created strategic leadership position, built and led a dual purpose enterprise SaaS revenue execution team of Business Development Managers (BDM) and Product Specialists (PS).
- BDM team (during Covid) produced 50 new opportunities with an ACV of $100K+ while assisting enterprise and mid-market sales teams with an additional 50 deals. Closed won rate of 35%
- PS team supported >$5M in sales pipeline with a 50% close won rate.
- Member of the Executive Marketing Team for Viewpoint.
Advisor / Consultant / Self-Employed
Shift Advisory Group
01.2018 - Current
- Ongoing service provided to clients consists of project and retainer based work, advisory service, and fractional roles focusing on GTM performance.
- Focus on startups, technology, construction, engineering and manufacturing related clients with a expertise in contech.
Executive General Manager
Nilex Civil Environmental Group (Now Terrafix)
08.2018 - 10.2019
- Executive GM leading full U.S. operations for $12M in revenue. Achieved a complete business turnaround in less then 6 months from 5 years of declining revenues. Streamlined operational processes for enhanced efficiency and cost reduction efforts.
- Restructured sales team, adjusted product mix sales from 90% commodities to 60% in 9 months, pipeline opportunity increase of 150% R12, increase of 12% win rate on R12, exceeded PY sales by 22%
- Market launch of 3 new technical engineered products to the U.S. market. Involvement in 5 new industry associations.
- Negotiated new contract pricing from 4 separate vendors at an average landed cost decrease of 10% to Nilex USA.
Director of Sales - North America
Karcher North America
08.2015 - 08.2017
- Senior leader responsible for building a new sales team from 2 to12 headcount in less then 12 months.
- Led field sales, independent sales reps, inside sales and dealer / distributor channel partners with full P&L responsibility. 2016 Sales: +20% PY, 2017 Sales +23% PY.
- Launched 4 new major products with an ASP of $60K in capital equipment cost. Negotiated contracts and doubled new dealer network from 4 to 8 major dealer partners.
- Author and executer of an aggressive market growth strategy for North America by 2020.
Senior Consultant
FMI Corporation
02.2013 - 07.2015
Regional Sales Manager
Hilti North America
01.2010 - 12.2012
Marketing Segment Manager
Hilti North America
11.2007 - 01.2010
Education
Bachelors in Civil Engineering -
Texas Tech University
Lubbock, TX05.2000
Skills
- Executive Leadership
- Complete GTM Execution
- Sales, Marketing and Business Development
- Team Management and Performance
- Change Management
- P&L and Operations Management
- Thought Leader, Author, Presenter
Accomplishments
- Supported the Launch of a non-U.S. SaaS technology startup into the U.S. market
- Executed a full operational "turn-around" in less than 16 months from an executive position
- 10+ Years of International Business Experience
- 5+Years of Marketing Leadership
- 15+ Years of Sales, Sale Leadership and Business Development Experience
- 10+ Years of Consulting Experience
- Built and Led 3 new teams in 3 separate organizations, all with achieved success
- Provided over 400 public presentations to include trainings, keynote speeches and expert panel participation
- GTM leadership execution in B2B, B2C, Enterprise, Distribution, Equipment, SaaS and consulting channels and scopes.
Certification
Professional Engineer License, 06/01/06
Technology And Systems
- Salesforce and other CRM systems
- ERP and Financial Systems
- AI / ML Functional Experience
- Google and Microsoft Suites
- Power BI and other data platforms
Volunteer Experience
- Water For All, Support and Advisory, Denver, CO
- Manegait Therapeutic Horsemanship, Advisory Board Member (past), Dallas, TX
- Childrens Relief International, Board Member (Past), Rockwall, Texas
- Cherry Hills Community Church, Variety of Roles, Highlands Ranch, CO
Timeline
Senior Account Executive / Business Consultant
Buildots
10.2021 - 10.2023
National Director of Business Development
Trimble
10.2019 - 12.2020
Executive General Manager
Nilex Civil Environmental Group (Now Terrafix)
08.2018 - 10.2019
Advisor / Consultant / Self-Employed
Shift Advisory Group
01.2018 - Current
Director of Sales - North America
Karcher North America
08.2015 - 08.2017
Senior Consultant
FMI Corporation
02.2013 - 07.2015
Regional Sales Manager
Hilti North America
01.2010 - 12.2012
Marketing Segment Manager
Hilti North America
11.2007 - 01.2010
Bachelors in Civil Engineering -
Texas Tech University
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