Robert Kuh
Business Development Executive - Ontario and Eastern Canada @Thermal Systems
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WORK HISTORY
Business Development Executive - Ontario and Eastern Canada @Thermal Systems
Toronto, ON, CA
Thermal Systems brought me on to build and expand its presence in Eastern Canada across terracotta rainscreens, standing seam metal, zinc cladding, and ETFE systems. My role combines market development, technical education, specification influence, and long-cycle opportunity management across architects, consultants, GCs and subcontractors.Key contributions:• Opened a previously untapped territory from zero, developing a healthy multi-million-dollar pipeline and driving new revenue across Ontario and the Maritimes.• Delivered 40+ CE-accredited lunch-and-learns to architect and consultant groups (20–50 participants each), strengthening product awareness and early-stage design influence.• Secured specifications on several major infrastructure and institutional projects (NDA-protected), supporting basis-of-design and approved-alternate placement.• Manage complex 4–24+ month sales cycles involving architects, envelope consultants, GCs, subcontractors, procurement teams and international manufacturers.• Support subcontractors with technical reviews, takeoffs, pricing alignment, value-engineering discussions, and tender submissions to strengthen competitiveness.• Developed new relationships with large GC and CM firms to gain visibility into upcoming envelope and roofing opportunities.• Introduced outbound marketing touchpoints and regional communication strategies that increased engagement with architectural and contractor communities.
SKILLS
ABOUT ROBERT KUH
I build and grow revenue in complex markets where the sale is technical, the stakeholders are many, and the timelines are long.Over 25 years I\'ve led go-to-market and sales operations across two worlds: enterprise technology (Thomson Reuters, SunGard/FIS, IRESS, Rand Worldwide) and traditional industries like building envelope systems, HVAC and energy solutions. The common thread is selling high-value products and services to sophisticated buyers who make decisions by committee, not impulse.In enterprise tech, I managed institutional accounts at SunGard across 14 of Canada\'s largest pension funds, asset managers and banks, including CPPIB, OMERS and CIBC Asset Management. At Thomson Reuters, I sold compliance and legal workflow platforms to law firms and financial institutions. At IRESS, I built relationships with Scotiabank and TD Bank. At Novaforum, I was employee #4 at a startup whose IP was ultimately acquired by CGI.In building products and energy, I opened Eastern Canada as a new territory for advanced European building envelope systems, building a $4.6M portfolio and $7.2M pipeline from zero in 18 months. I designed a go-to-market program for EV charging that onboarded multiple dealerships and built an installer ecosystem. I grew an HVAC channel 20 to 30% year over year by deepening builder relationships and aligning commercial terms with project realities.What connects all of this: I\'m the person companies bring in when the sales problem is structural, not just tactical. Whether that means building a territory from nothing, fixing a stalled pipeline, redesigning the sales process, or leading complex multi-stakeholder deals through to close, my approach is the same. Clarify the problem, build the right go-to-market motion, and execute with consistency.I work with companies as a full-time sales leader or on a fractional/advisory basis for organizations that need senior commercial experience without a permanent hire. Currently taking on select engagements.Reach me at r••••••••@gmail.com
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