Mark Kuhns
Raleigh
Summary
Dynamic executive with a proven track record of driving strategic growth and digital transformation. Expert in M&A and financial planning, I led initiatives that increased revenue significantly while fostering operational excellence. A passionate leader, I excel in merger integration and P&L management, delivering exceptional results and building high-performing teams.
Overview
39
39
years of professional experience
Work History
Chief Executive Officer and Director
1-800-PACK-RAT & Zippy Shell
Wake Forest
01.2017 - Current
- Hired by PE firm to lead growth of Zippy Shell from $10 million in revenue and negative -$7 million in EBITDA to over $290 million in revenue and $60 million in EBITDA
- Acquired, merged and integrated 1-800-PACK-RAT in 2018, which led to 16% CAGR Revenue growth and 40%+ CAGR EBITDA growth over a 5-year period; integrated all aspects of the business including operations, systems, accounting and finance, HR and benefits, marketing, sales, call center, etc.
- Deployed over $140 million in CAPEX across operating assets, technology, and consumer experience
- Expanded field operating locations from 58 to over 90, increasing service availability and revenue potential
- During 2024, led $525 million capital raise ($180 million equity Carlyle Group and $345 million debt JP Morgan Chase) to facilitate strategic growth initiatives, technology deployment, and warehouse property acquisitions
- Led off-balance sheet PropCo to build and acquire over $220 million of warehouse real estate
- Received IRS REIT ruling paving the way to elect REIT status, significantly enhance shareholder value
Chief Executive Officer and Director
On Campus Marketing
Bethesda
01.2012 - 01.2017
- Hired by PE firm to lead growth strategy, achieving $80 million in revenue and $10 million in EBITDA by 2017.
- Led transformation of company into the largest marketing and e-commerce platform serving college
- Restructured business from direct mail catalog to eCommerce, expanding product offerings from 400 to over 30,000.
- Retained key executives and recruited new executive leadership team
- Managed company P&L, driving growth and strategic development across all operational areas.
- Completed successful exit yielding investors a 4.0x MOIC and 36% IRR
Vice President Outdoor Division
Under Armour, Inc.
Baltimore
01.2010 - 01.2012
- Division increased sales from $70 million to $140 million and delivered a 30%+ contribution margin
- Managed outdoor division P&L, integrating finance, marketing, product, sales, and operations to drive profitability.
- Led team of finance, marketing, product, sales, and operations leaders, fostering collaboration to achieve strategic objectives.
Vice President / General Manager Global eCommerce
Under Armour, Inc.
Baltimore
01.2006 - 01.2011
- Led eCommerce division from start-up to global platform, generating $100 million in annual revenue and $40M+ EBITDA.
- Launched division in US, Canada, Europe, and ROW across 100 countries, establishing global presence.
- Developed multi-channel customer acquisition/retention model and econometrics, driving e-file growth to over 2.1 million consumers.
- Managed all business aspects including branding, direct marketing, customer acquisition/retention, and technology, ensuring cohesive operations.
- Selected and hired a new management team in Baltimore, Maryland.
Managing Director, eCommerce / Marketing
US Airways Group, Inc.
Arlington
01.2002 - 01.2006
- Directed re-launch of usairways.com which delivered revenue growth from $350M to $1.5B annually
- Managed $400 million marketing budget, optimizing customer insights, creative design, direct mail, dividend miles loyalty program, media acquisitions, product development, sponsorships, and usairways.com to drive strategic growth.
- Developed partnership revenue strategies that exceeded $340 million annually.
- Led global brand, marketing, and eCommerce initiatives for US Airways, enhancing brand visibility and customer engagement.
- Directed company’s overseas call center outsourcing strategy, reducing annual operating expenses by $70M
- Retained key team members and recruited high-performing team, strengthening organizational capability and fostering a culture of excellence.
Vice President / Chief Operating Officer
TACA International Airlines
San Salvador
01.1997 - 01.2002
- Led the airline’s post-merger integration strategy of LACSA, AVIATECA, NICA, and TACA delivering streamlined operations and $40 million in cost savings annually
- Managed regional airline business P&L, growing fleet from 20 to over 50 aircraft.
- Restructured AEROMAN Maintenance operations that dramatically improved aircraft availability and reduced costs
- Led launch of first eCommerce site TACA.com, enhancing customer engagement and sales potential.
- Developed digital media portal featuring top eco-tourism destinations, increasing brand visibility and user engagement.
Director / Senior Manager
ACCENTURE
Atlanta
01.1995 - 01.1997
- Directed supply chain reengineering at Niagara Mohawk, streamlining sourcing, procurement, materials management, and equipment pooling for improved efficiency
- Directed implementation of materials planning and distribution network at Alabama Power to enhance operational alignment
- Managed design and implementation of logistics and distribution strategy for Levitz Furniture, optimizing delivery processes
Manager / Sr. Analyst / Analyst
United Parcel Service
Atlanta
01.1990 - 01.1995
- Managed the launch of the Hundredweight business which grew to $680 million in sales over 4 years
- Developed published rate and discount strategies to optimize pricing structures.
- Developed volume and revenue forecasting methodology with econometrics to enhance accuracy.
- Contributed to post-merger integration for $100 million SonicAir acquisition, facilitating smooth transition.
Analyst
Federated Investors
Pittsburgh
01.1987 - 01.1990
- Created forecast methodology to estimate share prices and dividends, enhancing investment analysis accuracy
- Evaluated investment risk of companies based on forecasted dividends and prices, informing strategic investment decisions
- Analyzed market trends to support investment decisions and strategy development.
- Collaborated with teams to gather data for financial reporting and analysis.
- Prepared detailed reports on investment performance for senior management review.
Education
MBA -
Vanderbilt University, Owen Graduate School of Management
Nashville, TN01.1992
B.S. - Finance and Economics
Indiana University of Pennsylvania
Indiana, PA01.1987
Skills
- M&A planning
- Merger integration
- Growth strategy
- Financial modeling
- Operational excellence
- Digital transformation
- Executive leadership
Timeline
Chief Executive Officer and Director
1-800-PACK-RAT & Zippy Shell
01.2017 - Current
Chief Executive Officer and Director
On Campus Marketing
01.2012 - 01.2017
Vice President Outdoor Division
Under Armour, Inc.
01.2010 - 01.2012
Vice President / General Manager Global eCommerce
Under Armour, Inc.
01.2006 - 01.2011
Managing Director, eCommerce / Marketing
US Airways Group, Inc.
01.2002 - 01.2006
Vice President / Chief Operating Officer
TACA International Airlines
01.1997 - 01.2002
Director / Senior Manager
ACCENTURE
01.1995 - 01.1997
Manager / Sr. Analyst / Analyst
United Parcel Service
01.1990 - 01.1995
Analyst
Federated Investors
01.1987 - 01.1990
MBA -
Vanderbilt University, Owen Graduate School of Management
B.S. - Finance and Economics
Indiana University of Pennsylvania