James Murphy
Jacksonville
Summary
Accomplished people leader offering several years of success in professional positions. Proven skills in aligning operations with market conditions and customer demands to catapult sales forward and strengthen long-term business success. Expert in strategic business development and fostering KOL relationships to elevate organizational success. Experience navigating academic medical center partnerships. Attentive to company strengths and requirements, effectively balancing goals and resources to achieve results.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Regional Sales Manager - North FL / South GA
J&J MedTech - Depuy Synthes Spine, LLC.
Raynham
01.2020 - Current
- Continuously built bench strength through smart hiring and strategically designed teams to meet market needs
- Retained high-performing employees during company restructuring, avoiding a $200K impact on sales earnings.
- Led the transformation from Integrity Selling to Challenger Sales Methodology; designed and scaled a new field training program adopted company-wide to support complex capital product launches
- Demonstrated strong KPI execution with over 55% new/core revenue ratio and 35% of sales from key biologics (+7.4% YoY), 100% TruView compliance, and consistently achieved operational targets
- Consistently met capital placement targets each year.
- Served as a mentor in J&J Women in Leadership program for five years
- Supervised sales strategy, training, team structure, and communication of regional sales program.
Surgical Innovations Manager-SouthEast Area
J&J MedTech - Depuy Synthes Spine, LLC.
01.2017 - 01.2020
- 2018 Cameron McDaniel SIT MVP award
- Fully Meets or Exceeds against G&O's annually
- Led and development of 7 teams and 18 SC's and ASC's
- Develop strategic trainings to execute New Product Introduction (NPI) with high accountability
- Developed and implemented unique market differentiators - Clean Surgery, Prescription Implant Ordering, Science of Selling, Challenger Sales Model, Frame Control
- Collaboration across multiple business functions to drive sales growth - Marketing, Commercial Education, Product Development and our Executive Leadership team
- Coached and executed on business planning, quarterly, and H1/2 reviews
- Partner with our alliance brands (LifeNet, Pacira, Prosidyan) to drive market adoption
- Mentor for several SE sales consultants
Senior Regional Capital Sales Manager
Corindus Vascular Robotics
Waltham
01.2016 - 01.2017
- Achieved all revenue growth targets for new capital sales placements, disposables and service contracts
- Provided clinical training and education to customers. Assisted in disseminating technical product information to customers.
- Developed and executed an innovative commercial selling strategy leveraging existing hospital system competition (WellStar v. Piedmont)
- Led a team of four clinical case representatives through SMART goal setting, high accountability and consistent engagement
Senior Spinal Implant Consultant-Jacksonville/Daytona Territory
Depuy/DepuySynthes Spine
Jacksonville
01.2010 - 01.2016
- Organically grew a territory from $0 in 2012 to $2m in 2016
- Managed 8 accounts with 14 surgeons maintaining consistent year over year double digit growth
- Differentiated DepuySynthes products by challenging the status quo and disrupting relationship based competitive sales reps
- Organized educational events for local physician communities on spine care and procedural solutions
- 2014 Rank 8/115 President's Club Trip Recipient (Individual Territory)
- 2012-2015 Quota achievement award (Individual Territory)
- Served on the Sales Senate Committee (2013-2016)
Independent Contractor - North FL
DonJoy Orthopaedics
Jacksonville
01.2007 - 01.2010
- Leveraged relationships with hardware reps to meet and maintain relationships with surgeons
- Helped turn an under-performing sales territory into the company's highest volume producer
- Grew my territory from $1.8 to $5.2 million in sales revenue
- Hosted educational dinners/lunches to increase and influence prescribing habits
Professional Ice Hockey Player
Jacksonville
01.2004 - 01.2008
- Served as team captain for final two seasons
- Led my team to two Southern Professional Hockey League championship finals.
- Learned the importance of performance-based results
Education
Future Sales Leadership Development Program - Leadership Skills for Aspiring Sales Leaders
J&J Internal Program
Cincinnati, OH, USA01.2020
Bachelor of Science - Business Administration/Finance
University of Wisconsin - River Falls
River Falls, WI01.2004
Skills
- Facilitating organizational change
- Insight generation
- Talent management and development
- Clinical research collaboration
- Market and data analysis
- Capital equipment sales
- KOL relationship management
- Strategic business development
Areas Of Interest
- Spending time with my family
- Ice hockey
- Skiing
- Golf
- Fishing
- Guitar
- Coaching youth hockey
Certification
- Challenger Sales Coaching Certification
Timeline
Regional Sales Manager - North FL / South GA
J&J MedTech - Depuy Synthes Spine, LLC.
01.2020 - Current
Surgical Innovations Manager-SouthEast Area
J&J MedTech - Depuy Synthes Spine, LLC.
01.2017 - 01.2020
Senior Regional Capital Sales Manager
Corindus Vascular Robotics
01.2016 - 01.2017
Senior Spinal Implant Consultant-Jacksonville/Daytona Territory
Depuy/DepuySynthes Spine
01.2010 - 01.2016
Independent Contractor - North FL
DonJoy Orthopaedics
01.2007 - 01.2010
Professional Ice Hockey Player
01.2004 - 01.2008
Future Sales Leadership Development Program - Leadership Skills for Aspiring Sales Leaders
J&J Internal Program
Bachelor of Science - Business Administration/Finance
University of Wisconsin - River Falls