James P. Murphy
Midland,MI
Summary
Peak performing sales leader with 18 years of combined B2B sales, training, and management experience.
Overview
18
18
years of professional experience
Work History
Director of Sales-Women's Health
Northwest Laboratories
01.2025 - Current
- Responsibilities include training and developing 15 outreach reps, setting sales goals, acting as a bridge between the lab and device companies, creating sales strategies, and business development.
- Currently, we are experiencing 386% sales growth across the women's health portfolio for FYD.
- Executed a nationwide launch of the first HPV self-collect test in February, resulting in the onboarding of 86 HPV accounts across 31 new states, and growing.
- Guiding team by attending multiple meetings weekly and driving sales growth.
- Created partnership with multiple medical device companies to be an exclusive testing site for their assays.
Field Sales Trainer
Becton Dickinson
02.2024 - 12.2024
- Field Sales Trainer duties are additional responsibilities to my role as Women's Health Specialist.
- Oversee training and development programs for all new Women's Health Specialists.
- Crafted comprehensive Women's Health sales training plan centered on "Requirement Based Selling", which became required training before entry into field sales.
- Collaborated with representatives and managers to evaluate strengths and weaknesses, fostering development of proficient B2B field representatives for business development.
- Training curriculum includes sales skills training, territory planning, Salesforce, Power BI, and all pertinent administrative functions.
Women's Health Specialist
Becton Dickinson
, Michigan
07.2022 - 12.2024
- Spearhead BD women's health assay growth in non-acute sector, directing testing to partnering hospitals and independent reference labs.
- Ranked among top 3 President's Club pacing representatives for FY' 24
- Achieved 116% of projection for FY' 23
- Sold the first Onclarity HPV assays in Michigan, 122% to projection in FY' 24.
- Meticulously fostered assay growth by partnering with multiple reference labs in Michigan and training their reps to sell BD products.
- Established co-selling system with Northwest Labs to drive assay growth, culminating in $12 million COR instrument agreement.
- Secured largest Women's Health IDN in company history, 350,000 annual HPV and vaginitis reagents
- Captured largest single site OB/GYN vaginitis and STI customer in Michigan, contributing $375,000 in annual revenue.
- Tasked with stretch assignment serving as Field Sales Trainer while supporting new hire training initiatives
Group Sales Captain
Cintas
Midland, MI
01.2018 - 06.2022
- Concluded FY' 22 as top representative in group for PPE sales, specializing in flame resistant and ANSI rated garments.
- Achieved President's Club for FY' 22 with $3.4 million in contract volume sold
- Secured largest single site customer in Midland history with $884,000 in annual contract volume
- Facilitated coaching and development for 7 sales reps across Flint and Midland, MI markets.
- Trained 3 new sales partners spanning 3 different states and facilitated ride-along screening interviews
- Mentor of the year, FY' 19.
- Installed over $2.6 million in FY '19, FY '20, and FY '21.
- Active member of EPIC, a diversity and inclusion initiative group within Cintas.
- Sat on the Competitive Intelligence Committee.
Uniform Sales Representative
Cintas
Midland, MI
09.2014 - 01.2018
- Presidents Club FY' 18, $4.3 million in contract volume.
- President's Club FY' 22, $3.4 million in contract volume currently sold.
- Presidents Club Hardline FY' 17, $3.8 million in contract volume.
- Achieved Summit Club 10 out of the last 12 quarters.
- Finished #1 for installed volume in ECGL group September FY' 18.
- Finished as the number one uniform rep in ECGL group Q4 FY' 17.
- Highest new business installed in the history of Cintas location 346 in FY' 18.
National Sales Development Manager
Duro-Last
Saginaw, MI
04.2014 - 09.2014
- Responsible for managing and developing 38 sales representatives, 5 sales managers, and 8 sales development coordinators across 38 states.
- Implemented a structured sales training program that was adopted at every Duro-Last facility nationwide.
- Responsible for the implementation and training of a new CRM system.
- Increased companywide sales in FY' 14 to $196 million from $180 million in FY' 13.
- Created an incentive-based referral program to cultivate leads resulting in an increase of 12% sales leads over year prior.
Facility Services Sales Representative
Cintas
Midland, MI
07.2012 - 04.2014
- Achieved Summit Club recognition as first FS representative from location 346.
- Attained Summit Club status in five out of six quarters.
- Secured largest new business FS customer at location 346 within first eight months, generating $300,000 in annual volume..
Area Manager
Enterprise Holdings
Southwest, MI
12.2010 - 06.2012
- Advanced to Area Manager managing 5th largest Michigan operation with 6 site locations, directing sales, marketing initiatives, and development for 48 staff members.
- Cultivated a high-performance culture in sales and customer service, resulting in profitability in three months.
- Recognized as top manager for 3 of last 6 months in region, consistently ranking within top 10 among 57 locations
- Corporate income growth of $467,000, attributed to a strict marketing regimen.
- Achieved corporate closure rate of 67%, highest in state.
- Overall revenue growth of 12.4% FY' 12.
- Achieved closure rate of 37% through outreach to insurance agents, securing 2nd highest closure rate in state and generating $308,000 in income growth from insurance rentals.
Branch Sales Manager
Enterprise Holdings
Battle Creek, MI
07.2008 - 12.2010
- Promoted to Branch Manager based on strong performance in personal sales and effectiveness in training and overseeing new sales trainees.
- Established rigorous marketing schedule targeting insurance agents, body shops, and business renters, resulting in overall fleet growth of 43%
- Top rated manager from July 2009-September 2009. Never finished outside of the top 5 of sales managers during my tenure.
- Recognized as top-rated manager for personal protection product sales over 6 months in FY'10 across 57 locations, achieving highest sales among all managers in state.
- Highest rated customer service in the state from August 2009-November 2009, never finishing outside the top 10% of locations.
Assistant Manager
Enterprise Holdings
Gaylord/Petoskey, MI
06.2007 - 07.2008
- Promoted to Assistant Manager after only 6 months based on history of personal sales ability and leadership characteristics.
- Entrusted to run locations as an assistant with no branch manager, assuming full responsibility for two locations.
- Top personal sales in State of Michigan from June 2007-August 2007.
- Top 10% in personal sales from June 2007-July 2008 in state.
- Highest operating profit in state July 2007-September 2007 and July 2008.
Management Trainee
Enterprise Holdings
Traverse City, MI
02.2007 - 06.2007
- Top rated Management Trainee 5 out of 6 months, leading all new trainees. Rating based on personal protection product sales.
- Passed management proficiency test with a 98%, the highest percentage of any trainee to date.
Education
BS - Integrated Public Relations, Business Administration
Central Michigan University
Mount Pleasant, MI01.2006
Skills
- Sales strategy
- Business development
- Team leadership
- Sales training
- Market analysis
- Strategic prospecting
- Territory management
- Competitive analysis
Philanthropic
- Mentor and Boys and Girls Club
- Youth soccer coach at Midland Soccer Club
- Baseball coach at Northwest Little League
Timeline
Director of Sales-Women's Health
Northwest Laboratories
01.2025 - Current
Field Sales Trainer
Becton Dickinson
02.2024 - 12.2024
Women's Health Specialist
Becton Dickinson
07.2022 - 12.2024
Group Sales Captain
Cintas
01.2018 - 06.2022
Uniform Sales Representative
Cintas
09.2014 - 01.2018
National Sales Development Manager
Duro-Last
04.2014 - 09.2014
Facility Services Sales Representative
Cintas
07.2012 - 04.2014
Area Manager
Enterprise Holdings
12.2010 - 06.2012
Branch Sales Manager
Enterprise Holdings
07.2008 - 12.2010
Assistant Manager
Enterprise Holdings
06.2007 - 07.2008
Management Trainee
Enterprise Holdings
02.2007 - 06.2007
BS - Integrated Public Relations, Business Administration
Central Michigan University
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