John Kutrzeba
New Business Development Manager
Define your role within Nemko.
My role as a New Business Development Manager is two-fold; that of a hunter-explorer of new territories, charting unknown seas, while also farming “back home”, i.e. managing existing accounts and making sure our current customers keep coming back and referring us more business. It’s people business at its best; building and nurturing long term partnerships while creating win-win scenarios and – ultimately – helping Nemko grow its bottom-line. At only 4 months in, though, I’m still a baby in the TIC industry asking lots of questions, learning this new terrain from scratch one day at time. A big thank you to all my Nemko colleagues (a HUGE shoutout to Patrick Secord, especially) – for their constant support, help, and patience.
How did you choose this career path?
It chose me! I had never heard of Nemko, or the TIC industry. One of my strengths is fostering strong relationships with people, including not only friends and family, but also old clients, customers, managers, investors, other stakeholders, and – last but least – colleagues. Lauren Brummet at Nemko Austin is one of them. Lauren and I used to work together in luxury retail selling millions of dollars' worth of mattresses and sleep accessories. Her and I would periodically check in after our Mattressfirm days, and – while I was heading commercial sales at an automotive startup – when I was ready for a new adventure, Lauren gave me a tour of the Nemko Austin lab, sold me on the industry, praised the team, and encouraged me to apply.
What do you enjoy most about your job at Nemko?
Becoming a subject matter expert in a very niche field; being able to advise our prospects and customers on their testing needs and being able to provide a service they need. A lot of sales are pushing products and/or services that don’t always have a clear value prop. At Nemko, I’ve never once had to justify why a customer would need to complete EMC or safety testing or get an NRTL cert. I also enjoy our team at the Austin office; everyone’s been welcoming, helpful, and understanding of how challenging it is to jump into a completely new field with millions of acronyms.
Are there any challenges that you’ve faced during your career that have taught you important lessons?
Lots! One of my biggest challenges is having patience with myself and with the process. I’ve often shot myself in the foot by forcing things into existence. I’ve learned that good, big, substantial things take time and patience. Sales can be a challenging career. What’s worked for me is consistently showing up, trusting the process, asking questions, listening, listening, listening, and never giving up.
What do you think the industry will look like in 20 years?
I’m confident in that AI will speed up and automate the sales and purchase process on both the front and back end. I’m sure testing methodologies and equipment will evolve. Data shows the industry is steadily growing. I’d like to believe people will still continue to want to do business with people.
What do you find most rewarding about your role?
A happy customer thanking me for speedy service, for helping them.
What are some market trends you’re keeping an eye on?
I subscribe to the InCompliance magazine that covers compliance in general. I haven’t yet developed a keen taste for a particular standard or a vertical I’d follow, but AI will likely be at the top of my list. I’m fascinated (and slightly worried) by how AI is changing the world as we know it.
When not working, how do you spend your spare time?
Outdoors with the family, by the pool, traveling (as long as David approves my PTO requests), playing sports with my son, or working on the yard.
