James P. McCloskey

Kennett Square, PA

610-***-**** • admoal@r.postjobfree.com • https://www.linkedin.com/in/jim-mccloskey-4b4953b/

Accomplished Sales & Business Development Leader

Results-driven and motivated Sales and Business Development Leader with extensive experience building revenue, motivating teams, establishing strong client relationships, and motivating top results in challenging and competitive markets.

Offers a proven history of success, delivering solid performance in B2B models with experience in Finance, and Mutual Fund wholesaling and the sale of SaaS solutions to the architecture, engineering, construction and owner industries.

Leverages a consultative approach to gain insight into the needs of each client, leading to the recommendation and sale of solutions aligned with the unique needs of each account.

AREAS OF EXPERTISE

Business Development

Revenue Growth

B2B Sales

C-Level Engagement

Strategic Planning

Territory Management

Price Negotiations

Lead Generation

SaaS Solutions

Enterprise Software Sales

BANT Sales Principles

Pipeline Management

PROFESSIONAL EXPERIENCE

ENTERPRISE ACCOUNTS - AMERICAS

– NEWFORMA, MANCHESTER, NH (March 2020 – January 2021)

Fulfills a critical role driving revenue for this provider of a project information management application, with accountability for new business development throughout the southern half of the United States. Books meeting and presentations with engineering firms, contractors, business owners, and other stakeholders to showcase the value proposition of the company’s flagship product.

Outstanding results, with key wins that included an enterprise deal for a 1500-member multi-disciplinary engineering firm.

Successfully navigated the challenges of the COVID-19 pandemic to achieve 107% of $500k 2020 revenue target .

Separated from Company in January 2021 due to Pandemic impacting 2021 business forecast.

SALES DIRECTOR

– WEATHERBUILD, CAMBRIDGE, MA (August 2019 – March 2020)

Recruited to build a formal sales infrastructure and strategy from the ground up for this start-up company providing a SaaS, AI and Machine learning weather- predictive software solution to business owners and large construction contractors. Maintained accountability for prospecting and the management of the pipeline of business opportunities, as well as outbound and inbound lead generation. Position ended when the company ceased operations.

Within three months of joining the company, captured 300% of Q4 sales goal. Delivered 200% of target for Q1 2020.

Served as the architect of a seven-step funnel process to maximize sales.

Ensured the overall quality of the customer experience following each sale, building the application implementation schedule and meeting all client needs.

DIRECTOR OF SALES

– PILLAR TECHNOLOGIES, NEW YORK, NY (September 2018 – July 2019)

Partnered with the Chief Executive Officer to build the sales infrastructure and launch the Sales department, building revenue through agreements for intelligent sensors, IoT and data analytics enabling the real-time monitoring of environmental conditions on construction sites. Position ended due to lack of funding.

Established a framework to position the company for growth, including a contact database, CRM, pipeline tracking, pricing, marketing, and a sales playbook.

Championed the adoption of the BANT sales methodology to bolster the effectiveness of sales.

Maintained accountability for outbound lead generation, proposal creation, product demonstrations, deal structuring.

Within three months, secured a high-profile project within the Higher Education market. Additionally, established and sold a pilot program to the second-largest general contractor in Chicago.

ENTERPRISE SALES EXECUTIVE

– e-BUILDER, PHILADELPHIA, PA (March 2017 – September 2018)

Negotiated and closed agreements for a cloud-based construction software application with facility owners and construction industry stakeholders in the Higher Education and Commercial markets.

Delivered immediate results, setting the company record for the fastest close by a new hire with a $178K win within six months.

Established a pipeline of opportunities representing 3X of $1.3M.

Positioned the company to be shortlisted on an RFP with a Fortune 500 corporation.

ENTERPRISE SALES EXECUTIVE – MAJOR ACCOUNTS

– NEWFORMA, PHILADELPHIA, PA (March 2013 – February 2017)

Promoted and sold the company’s project information management application, ranking first for North America sales with 128% of 2014 sales target. Followed that success with a second-place rank for North America sales in 2015 with 110% of goal. Won President’s Club in both years. Selected as the North American Sales Representative for the Stakeholder Committee in 2015 and 2016.

REGIONAL SALES EXECUTIVE

– MICRODESK, PHILADELPHIA, PA (April 2009 – March 2013)

Closed over $2.3M in sales YOY of Autodesk solutions to accounts in the architecture, engineering, and construction industries.

Recognized with awards and accolades that included the Golden Circle Award in 2011 and 2012, an 8th place rank out of all Autodesk resellers in the nation in 2012, and the winner of the national AEC Contest for Autodesk in 2011.

EARLY CAREER

Mid-Atlantic Sales Director, Dreyfus Investments / BNY Mellon, Philadelphia, PA

Mid-Atlantic Sales Director, Columbia Management / Bank of America, Boston, MA

Sales Representative, Automatic Data Processing (ADP), Lakewood, CA

EDUCATION & PROFESSIONAL DEVELOPMENT

Bachelor of Arts Degree in Political Science - Union College

Challenger Method, ADP, Sandler, Columbia Management Top Gun Training, BANT Methodology

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