Paul W. Murphy

** ******** ***** 617-***-****

Hingham, MA 02043 ad0t6e@r.postjobfree.com

Business Development Sales Management Strategic Marketing

Profile

Results-driven Senior Sales/Business Development Professional skilled in communicating brand value, capturing market share, and driving customer engagement to accelerate business growth, sales performance, and competitive advantage. Accomplished in identifying and pursuing bid opportunities and skillfully responding to RFPs, RFQs, and bid solicitations, consistently meeting deadline-driven demands in alignment with proposal submission standards. Instrumental in attaining large-scale, high-value contract awards for prominent projects, accounts, and corporate clients. Success in building solid and sustainable client relationships reflects engaging manner, interpersonal talents, and client-centered focus. Credited, throughout career, with sound judgment, business insight, integrity, professionalism. Available for travel. Areas of proficiency include:

Lead Utilization/Networking Sales/Marketing Programs

Competitive Positioning CRM Best Practices

Needs and Requirements Analysis Customer Satisfaction/Retention

Excellent Planning and Prioritization Outstanding Client Rapport

Efficient Schedule Management RFP and RFQ Compliance

Goal Setting and Achievement Strategic Account Management

Proposal Development Life Cycle Collaboration and Communication

Career Summary

Dedicated and disciplined work ethic, relationship-management strengths, and proven ability to formulate and implement effective business-building strategies have directly contributed to achievement in all roles.

American Aerial Equipment, Inc., North Attleboro, MA 2014- June 2023

Sales Consultant and Account Representative

MECO Environmental, Inc., Weymouth, MA 2013–2014

Sales Executive

J.C. Higgins Corporation, a subsidiary of EMCOR Group, Inc., Stoughton, MA 1996–2011

Director of Business Development

Massachusetts Engineering Company, Inc., Avon, MA 1985–1995

Vice President of Sales

Bank of Boston – Finance Division, Boston, MA 1982–1984

Manager-in-Training (Rotations: Cost Accounting, Consumer Finance, Trust Operations, Investments)

Education

Bachelor of Science – Management, Rensselaer Polytechnic Institute, Troy, NY 1981

Focus of Undergraduate Studies: Marketing, Finance, and Management Engineering

Professional Development

Continuing education includes Professional Sales and Marketing Training, an intensive multi-module program initiative at Creative Sales and Management, Inc., Newton, MA (1995).

Technology

Aptitude for learning and integrating new systems, software, and technologies. PC literacy includes MS Office (Word, PowerPoint), as well as internal applications to support sales tracking and reporting requirements.

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Selected Accomplishments

Sales Consultant and Account Representative – American Aerial Equipment, Inc.

New Business – Increased sales channel visibility and competitive advantage by establishing access to AAE’s Boston and Cambridge markets in the construction industry.

New Accounts – Shaped strategy to develop account relationships with prominent mechanical and electrical contractors that included TGG, EMD, APH, EGS, MDE, FWI, HBM, H&M, and WMI. Instrumental in driving customer engagement, communicating brand value, motivating leasing decisions, and acquiring high-value new business in competitive markets.

Sales Achievements – Generated $1.5 million in new annual revenues and led efforts to sustain results in sales, demonstrating success in aligning aerial equipment product and service solutions with customer needs, requirements, and expectations.

Large Project Awards – Key driver in securing 100+ lift jobs with Boston Children’s Hospital, Encore Casino, FBI Building, Novartis Pharmaceuticals, Vertex Pharmaceuticals, and MIT Buildings #3, #4, and #5, in addition to 50+ lift jobs with Beth Israel Hospital, Volpe Transportation Center, Amazon – Seaport, ISQ2, Google, Dana-Farber Brookline, Mass Mutual Building, World Trade Center, Pfizer, and Thermo Fisher.

Account Management – Strengthened equipment leasing operations to achieve 350-400 monthly lift rentals through effective brand messaging that attracted, engaged, and retained AAE customers. Expanded networks, oversaw value delivery, and upheld industry benchmarks and best practices to surpass strategic account goals and facilitate profitable sales growth.

Sales Executive – MECO Environmental, Inc.

Proposal Management – Efficiently responded to RFPs for fuel tank removals and replacements to facilitate prompt delivery of winning proposals that upheld MECO Environmental’s reputation of responsible business practices and commitment to excellence in the environmental and construction industries.

Sales Achievements – Instrumental in identifying, monitoring, and securing new business opportunities within the Massachusetts Department of Public Works/Department of Transportation sectors, as well as various petroleum distributors, country clubs, and trucking companies.

Director of Business Development – J.C. Higgins Corporation

Business Development Initiatives – Reporting directly to the President and Vice President of Estimating, developed an innovative sales and marketing program for new accounts, communicated regularly with existing and prospective clients, and skillfully responded to RFPs, bid solicitations, and qualification requests for the largest mechanical contracting business in New England, valued at $100+ million in annual revenue.

CRM Best Practices – Credited with innate ability to build customer rapport and establish productive and harmonious professional relationships with major Boston-based General Contractors Construction Managers, Mechanical Engineers, and Facilities Managers.

Notable Contract Awards – Large-sale projects encompassed Dana-Farber Yawkey Center for Cancer Care, Amgen Center for Science Learning, MIT Sloan School of Management, Fenway Park Renovations, Harvard Business School, Agganis Arena at Boston University, New Spaulding Rehabilitation Center, Boston Children’s Hospital Clinical Tower, Novartis Pharmaceuticals, and Rhode Island Hospital Trauma Center.

Vice President of Sales – Massachusetts Engineering Company, Inc.

Sales and Marketing Management – Optimized market visibility and developed new business with general and mechanical contractors, demonstrating innovative branding, positioning, and selling strategies.

Account Management – Markedly increased sales revenue through execution of aggressive sales plans that captured key corporate clients (Getty Petroleum, Mutual Fuel, Dead River Oil Company, and Jiffy Lube).

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Core Professional Competencies

Business Development – Earned reputation for success in aligning corporate initiatives with target markets, leading to expanded networks and profitable sales growth. Recognized for strategic selling practices, high-impact presentations and proposals, and superior prospecting talents.

Project Management – Credited with expertise in conducting market research, gathering and evaluating requirements, and efficiently balancing priorities during all project phases, from receipt of RFPs through proposal delivery and project completion.

Relationship Building – Excellent listener and communicator, committed to meeting immediate and long-term needs of customers through consultative support, direction, and quality standards of service. Proven ability to establish and cultivate relationships, resulting in client confidence, satisfaction, and retention.

Leadership – Well respected for decisive leadership and ability to devise and implement strategy-driven solutions. Skilled in formulating strategic plans and marketing frameworks, integrating procedural controls, and streamlining processes to maximize sales-cycle efficiency and enhance revenue growth.

Strategic Collaboration – Accustomed to interfacing and networking with clients at various industry events including the Massachusetts Building Congress, Associated General Contractors, Petroleum Heating Cooling Contractors, and Society of Marketing Professionals.

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