Summary
Overview
Work History
Education
Skills
Timeline
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Richard McHugh

Marlborough,MA

Summary

Data-driven and passionate SDR/BDR leader with over a decade of experience in accelerating business growth and coaching. A sales visionary who is successful at managing multiple priorities and hats with a positive attitude. Skilled at cross-department collaboration, mentoring, marketing, and streamlining processes.

Overview

9
9
years of professional experience

Work History

Director of Business Development

Jellyvision Labs
05.2021 - 08.2023
  • Hired as a Manager and took full control of the Business Development Team within first 3 months
  • Transitioned team from appointment schedulers to creating fully qualified opportunities with a 94% conversion rate to Demo Completed
  • Team created $12Mil in pipeline year over year, which was a 27% increase from prior to my arrival
  • Promoted 10 reps within the BDR team to Sr BDRs and AEs
  • Exceeded quota 7 out of 8 quarters and are currently on pace to hit quota in 23Q3 and for the year
  • Evaluated tools and made cuts and additions to the tech stack to streamline the BDR process to maximize efficiency
  • Introduced a Persona Based Prospecting process in-line with a consultative/social selling approach.
  • Worked with Marketing and Revenue teams to provide more transparent and collaborative dynamic
  • Ran weekly and monthly sales calls for revenue departments
  • Played an instrumental role in building more successful enablement and training programs for BDR team

Senior Manager of Business

Reflexis Systems
12.2019 - 05.2021
  • Ran a team of 10 Business Development reps to uncover and fully qualify opportunities to pass off to a Sales rep with a seamless transition
  • Opportunities were converted at an 83% rate to Demo Completed
  • Promoted 6 BDRs to sales roles within the organization
  • Added over $7Mil in pipeline per QTR in 2020 during the pandemic, which was only a 7% decrease, while selling into retail.
  • Chaired weekly meetings with executive leadership to identify opportunities for improvement resulting in higher conversion rates and customer acquisitions
  • Developed new sales roadmaps and market strategies to promote successful customer impact and visibility
  • Assisted with hiring process and training of new employees.
  • Ran weekly BDR meetings and met with Sr. leadership bi-weekly to communicate progress on quota and attainment


Sales Development Manager

QuickPivot
02.2018 - 12.2019
  • Ran a team of 4 BDRs, who were targeting commercial real estate companies and introduced our product to their current Property Management environment
  • Team successfully qualified over 10 opportunities per rep per month
  • Team delivered $8.7Mil in pipeline in 2019 (112% of quota)
  • Revamped Messaging with the Marketing department and create some streamlined processes to increase production and efficacy.
  • Collaborated with sales, marketing and other internal teams to meet shared goals.
  • Recruited, interviewed and hired SDRs and implemented mentoring program to promote positive feedback and engagement.
  • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy resulting in a 22% increase in meetings completed
  • Coached and promoted high-performing SDRs to fill AE and leadership positions to boost company internal growth

Sales Development Representative

IBM
07.2014 - 02.2018
  • Won new business by articulating full value of company's capabilities to prospects.
  • Achieved and exceeded personal monthly and annual sales targets by 19%
  • Built and managed accurate sales pipeline to maintain high volume of activity.
  • Participated in trade shows and other promotional events to build brand awareness and generate leads.
  • Collaborated with marketing and product teams to stay up-to-date with new product launches and promotional activities.
  • Attended monthly sales meetings and quarterly sales trainings.
  • Developed and maintained strong working relationships with professionals within assigned territory.

Education

Bachelor of Science - Sport Management, Business

Southern NH University, Lowell Lock Monsters (AHL)

Skills

  • CRM – SFDC, HubSpot
  • Key Performance Indicators (KPI)
  • Tactical Planning
  • Team Management
  • Business Development Strategy
  • Inbound and Outbound Outreach
  • Pipeline Development
  • Process Improvement
  • Enterprise Sales
  • Social Media Marketing
  • Coaching and Mentoring
  • Cross-Channel Marketing
  • Reporting
  • SaaS Sales
  • Sales Leadership
  • Skill Development
  • Qualifying Opportunities
  • Consultative Selling
  • Leadership
  • Career Development
  • Communication
  • Prospecting and Cold Calling

Timeline

Director of Business Development

Jellyvision Labs
05.2021 - 08.2023

Senior Manager of Business

Reflexis Systems
12.2019 - 05.2021

Sales Development Manager

QuickPivot
02.2018 - 12.2019

Sales Development Representative

IBM
07.2014 - 02.2018

Bachelor of Science - Sport Management, Business

Southern NH University, Lowell Lock Monsters (AHL)

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Richard McHugh