Роман

ROMAN KUZMINSKYI
United Kingdom, Poland, Ukraine Mobile: [open contact info](look above in the "contact info" section)
E-mail: [open contact info](look above in the "contact info" section) LinkedIn

SUMMARY
Proven C-level executive, global scale, consistently recognized for achievements in multiple
roles in Sales & Business Development, Customer Excellence & Success, Delivery, Operations
Verticals: Telecom, Finance, HLS, Infrastructure, Energy, Defense, Law Enforcement, Consumer goods & Retail
Excellent communicator, Board member with strong cross-functional collaboration skills, building and leading
large global multi-cultural matrix teams, an inspirer igniting and nurturing talent
20+ years management track, Business owner

KEY SKILLS AND COMPETENCIES
• B2B, B2G sales in Digital Transformation, Software Development, IoT/M2M, AI
• B2B, B2C customer & consumer excellence, digital engagement and omnichannel amplification
• Sales strategy development, target overachievement, revenue and margin
• Engineering of large complex deals addressing the client’s needs and the company strategy
• Seamless Sales & Marketing customer acquisition
• Building Alliances and Channel Partnerships
• GTM Planning and forecasting, Budget / Operational Planning
• Customer Success Management, Change Management, Business Process Reengineering
• Program and Resource Management, Vendor management
• Commercial and delivery effectiveness and operations management

CAREER PATH

July’22 – present: Viseven, Poznan, Kyiv. Digital Engagement in Pharma, Life Sciences, Retail
Chief Business Development Officer
Mission: sustainable growth of business at global scale, expansion in Europe, APAC, USA
• Driving revenue growth across all regions and portfolio offerings in AI, Marketing Tech, Omnichannel,
Enterprise App development, Digital content experience solution SaaS / PaaS, CRM/CLM/ERP – targeting
primarily Life Sciences companies, Biotech, Consumer Goods. Highly competitive environment, cutting
edge technology, multitude of engagement models, both services and product sales
• Relaunched new logo sales and account management machine, tightly linked with customer success and
delivery – all securing new sales landing and established accounts growth. Double-digit growth of existing
accounts on average, Customer Satisfaction score – above 95%, constant inflow of new logos every year
• Built a seamless process of customer acquisition and deal closure jointly with Marketing, Product,
Delivery – starting from awareness, all through lead generation and nurturing powered by gen-AI
assistants coupled with market-standard tools N8N-like, and into robust Presale and negotiation
framework – engineering and closing deals of high complexity, multi-million TCV, share of recurring
business above 50%
• Leveraged partnerships towards joint GTM – Veeva, Salesforce, IQVIA, AWS, Microsoft, CRM providers,
digital agencies, re-sellers/referrals, commissioners. Number of partners is comparable with the number
of clients, with a considerable share of revenue – both direct and indirect through this channel
• Developed a clear effective sales motivation scheme – targeting more aggressive overachievements
through clever quotas and commissions, as well as promoting cross-sale and sales of recurring business
• Launched Consultancy practice – both as a new service billable to clients and an enabler for a stronger
customer engagement and presale when working on large opportunities
• Set up a strong operational cadence of sales planning (leads, oppos, funnel, conversions – daily to weekly)
and revenue forecast (annual, quarterly, monthly dynamic) – merging AI capabilities with CRM and Power
BI (unique dashboards developed) and disciplined process (short reviews, decisions, action)
• Organized clear and transparent collaboration environment around client RFI/RFPs – involving proper
preparation, materials synthesis and sharing, knowledge base, case studies, using MS Teams war-rooms, a
specifically configured repository for working exchange and sign off before presenting to clients
 • Co-created, supported, and provided a healthy challenge from the client perspective to new product
features and packages – making sure we go to the market with compelling offering and pricing
• Recalibrated and selected best talent to enable the sales, hired professionals in all regions with a primary
focus on sales experience hands-on, domain expertise, high performance culture. Provided support,
coaching and mentoring to the team, leading by example, helping with large deals, removing obstacles,
empowering, trusting. As a result – sales team score growing over these years, steady business growth
• Developed and deployed a sales capability building program for the entire organization, key areas being
domain knowledge (enabling Customer Digital engagement at all stages, Sales force efficiency, data,
enterprise, CRM/CLM, production - technologies and solutions, competitors and market intel, pricing,
offering structure) and sales professional areas (consultative selling, advisory vs selling, digital marketing,
lead nurturing and opportunity management, presale, negotiation and deal closure, account strategy etc)

Jan’22 – May’22: Ciklum, Kyiv. Digital Solutions for Fortune 500 and alike around the world
Head of Delivery Operations at Ciklum Digital, global
Mission: drive operational excellence in software delivery via process rigor and data-driven decisions
• Leveraged improvements and efficiencies in enterprise software development delivery – bringing best
practices in the IT industry
• Owned key productivity metrics – utilization, billable headcount growth, cost efficiencies, consistently
delivered incremental improvements through identifying gaps and instilling discipline and process change
• Supported the transition of the business from an “outstaff” model into a more holistic services model –
from dedicated teams to managed services and support
• Initiated and took to an MVP stage a redesigned revenue forecast process – involving sales, delivery,
recruitment, and resource management teams’ inputs. Goal – improve planning accuracy
• Led a cross-region Operations team, collaborated directly with C-level function heads and their teams

May’21 – Dec’21: Sandoz, Kyiv. A global leader in generic pharmaceuticals and biosimilars,
Novartis Group. Bringing new ways to improve and extend people's lives
Head of Commercial Excellence
Mission: deliver Sales and Commercial excellence in Eurasia sub-cluster
• Supported double-digit growth in the countries via driving sales capability, technology, process
excellence, insights and action planning
• Led the entire commercial excellence agenda in Eurasia in the areas of Sales Force efficiency, Go-to-
Market, Digitalization, Customer Segmentation and Trade Terms, Planning, Sales Capability, Analytics
• Owned deployment and successful rollout of the new Salesforce-based CRM in Eurasia – covering the
areas of cycle and call plans, territory management, call plan adherence, HCP data and segmentation,
consent collection, approved emails, broadcast emails, SFE metrics, many others
• Responsible for capability building agenda for field force – HCP engagement planning and execution, sales
call cadence, CLM, CRM, KPIs

Aug’20 – April’21: Intellectsoft, Kyiv. Digital transformation and software engineering,
cutting-edge solutions for SMB & enterprise customers incl. Fortune 500
Head of Sales
Mission: Drive Sales, Business Development, Account Management – generate revenue and profit
• Driving Sales of Software engineering and development, clients primarily in Fintech, Healthtech,
Hospitality, Infrastructure, Media & Telco. Double-digit growth in revenue YoY
• Built an efficient sales machine delivering new business in key verticals via inbound and outbound,
conversion rates of oppo to deals at 30%+
• Ensured new business generation both with S&MB clients and Enterprise-level accounts – offering flexible
models of project and team composition, billing plans, fast team staffing and ramp up
• Built and trained a highly efficient sales team, promoting domain expertise development, sales skills
development, sales cadence (CRM discipline, Slack collab tool, other)
• Owned a smooth new project launch across Delivery & Sales teams via robust Account Management
practices, developed and deployed a cross-functional motivation scheme for sales and delivery
• Managed select large deals directly ensuring executive thrust and attention
 Nov’17 – Apr’20: Luxoft, Kyiv. International software engineering company, high-end solutions to
clients in 21 countries in Americas, Europe, Asia, Africa. Acquired by DXC Technology
Director Operations, earlier – Director Account Operations
Mission: Operational Excellence of a large software engineering delivery organization of 2,500+
• Orchestrated the entire complex of operational activities in Financial Line of Business (Finance / Fintech)
• Enabled the organization to focus on high-quality software and solutions delivery to the Customer with
maximized efficiency, key metrics – Revenue, Contribution Margin, cost-income ratio
• Ensured uninterrupted services for Delivery such as contracting, financial planning and control, new
business modelling, data analytics, order-to-cash, client reporting, IT infrastructure support, security and
business continuity, office setup, project administration, internal automation, support to resourcing
• Nurtured and inspired a large professional operations team of 100+ in multiple locations across countries
• Maximized delivery of the highest margin (CM%) of the largest top-tier account in the company
• Enabled 100% annual plan execution of the largest top-tier account via quality budgeting & execution
• Delivered mln-$ savings through efficiently managing contractual aspects with customers
• Strengthened new business smooth launch through reinforcing cooperation of delivery and sales teams
• Managed large strategic offering models for the customer, with a potential multi-mln-$ engagements
• Grew and secured professional operational resources supporting technology services and consulting
• Took over the responsibility for entire Financial Line of Business operations, largest part of Luxoft
• Leveraged data-driven analysis base for key decisions – Cognos<>Salesforce data, KPI, revenue risk, other
• Secured uninterrupted services through the period of post-DXC-acquisition turbulence in the company

Apr’17 – Nov’17: Benish GPS, Kyiv. One of the leading providers in GPS, M2M, Telematics for
government institutions, as well as commercial sector
Sales Director B2G (Business to Government), Chief Project Officer
Mission: deliver GPS / IT / IoT solutions in B2G, grow sales – with own energy and via building a hi-po team
• Explored & launched new businesses in M2M/IoT – building a business model & solution, ensuring
smooth deployment, support, upsale
• Set up efficient team & processes to successfully manage accounts, generate & develop business
• Built and maintained relationships with key clients, coached the team how to nurture this calibre clients
• Customers: Infrastructure, Law Enforcement, Energy, Finance, Municipalities, Defence, other
• Offering: Fleet & resource efficiency (AVL/AFC solutions for all clients), cargo & personnel security
(remotely operated locks, telemetry), law enforcement capabilities (arrest equipment GPS-tracked, speed
cams), infrastructure (airports GSE, railways, powerplants), Army & Defence (classified), many others
• All solutions powered by M2M tech and GPS or its likes (Galileo, GLONASS, Bei Dou), incorporated
relevant hardware (multiple brands) and customized software (own-built) – making it a complex
ecosystem with functionalities of monitoring/dispatch/CRM, ERP with or w/o financial modules, reporting
and analytics, mobile component. Charged as subscription and project costs
• Initiated and Started expansion of business to other countries – via BOT and BOO models

Oct’12 – Nov’16: Unilever Russia, Ukraine, Belarus. A multinational FMCG company, worldwide in top
3 with P&G, Nestle. Produces famous brands – Lipton, Rexona, Domestos, others
Sales Excellence Director Russia, Ukraine, Belarus
Mission: deliver world-class sales capabilities and operations in one of the most complex markets for Unilever
• Sales excellence: GTM, sales efficiency & execution, intellectual sales, retail coverage, distribution
profitability, sales forecast, capability building, sales & marketing collab, win-the-market strategy & tactics
• Sales Operations: sales KPI, customer documents, vendor management, direct sales ops, Trade Terms
• IT: Sales Force automation, CRM, GPS tracking, BI analytics (Tableau, Crystal, QlickView), Digital image
recognition, Promotion Management, ERP integration (SUN, SAP), Information governance
• Economic security: asset protection, bad debts recovery, 3rd party verification
• Re-launched IT in Sales: hundreds of kEUR savings annually, Unilever – among the best in Sales IT in FMCG
• Managed transformation in sales for 2 M&As, ERP changes (SAP), legal changes (Trade Law)
• Deployed joint merchandizing platform for key retail channels – optimized tens of mln EUR investment
• Deployed a cloud Promo Management designed for mln-EUR efficiencies in Trade Promo annually
• Launched asset control program (GPS-based), targeting mln-EUR loss cut annually in Ice Cream
• Led a team of 90 people, nurturing and growing best talent in a multi-cultural dynamic environment
 Earlier roles:
2004 – 2012 (8 years): Unilever, Manager Sales Ops Ukraine / Head of Sales IT & Ops Russia and Ukraine
2000 – 2004 (4,5 years): Unilever Ukraine, Kyiv. Manager Sales Operations & Trade Marketing Ukraine
1999 – 2000 (1 year): Unilever Foods Ukraine. Donetsk, Prague, Kyiv. Project Engineer, M&A
1996 – 1999 (3 years): JSC ”Kiev-Atlantic Ukraine”, Kyiv region. Plant operator, Interpreter
1995 – 1996 (1 year): State Center of IT and National Register, Ministry of Health, Kyiv. IT Engineer
1995, 1996: work and education program in the UK. London, Cambridgeshire, Norfolk

EDUCATION
Electronics Engineer, MSc, 1990 – 1996
National Technical University of Ukraine (KPI), Kyiv
Electronics Faculty, Microelectronics and Semiconductor Devices

Senior lieutenant, army reserve, 1993 – 1995
National Technical University of Ukraine (KPI), Kyiv
Military Faculty, anti-aircraft surface-to-air missiles

PROFESSIONAL DEVELOPMENT & TRAINING
Leadership, public speaker, project management, Looking glass programme, engineering, technology, Kanban,
financial markets, numerous sales trainings

LANGUAGES
English – fluent, Ukrainian/Russian – native, Czech – intermediate

INTERESTS
Travelling, hand-made arts (steampunk)