Bryan Johnstone
Plymouth,MI
Summary
Experienced sales leader with over 13 years in account management and business development, specializing in building high-performing inside and outside sales teams. Proven track record in developing and executing scalable sales strategies, strengthening partner relationships, and leveraging advanced sales tools—including CRM, sales outreach, and data enrichment—to drive productivity and improve conversion rates. Seeking new opportunities to apply technology-driven strategies in account management and business development to support the growth of a B2B sales team.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Senior Commercial Account Manager
Montway Auto Transport
06.2022 - Current
- Responsible for managing and finding new Mid-Market & Enterprise business opportunities in the automotive, car rental, fleet management, remarketing, security, and construction verticals exceeding $6,000,000 per year in logistics sales.
- Designed and executed go-to-market sales functions and processes for commercial sales team, integrating outreach strategies and data enrichment tools to optimize engagement for both our SaaS product line and managed services.
- Mentored junior sales staff to maximize revenues and customer satisfaction, boosting profit margins across all commercial accounts.
Go-To-Market Consultant
Next Quarter
10.2022 - Current
- Developed and implemented GTM SaaS processes and workflows which allow the business development team of 4 BDRs to make upwards of 80,000 cold calls per month with an average connection rate of about 9% allowing the team to book upwards of 75 new meetings per month from cold calls.
- Managing and maintaining the sales tech stack like (Salesforce, LinkedIn Sales Navigator, Sales outreach, and other data enrichment tools.).
- Creating high-quality content for email and social media campaigns, boosting engagement by 1300% in my first 90 days.
- Building social proof with Executive team through thought leadership and customer testimonials.
- Conduct business development process audits to enhance efficiency and support top-of-funnel growth for 2 account executives.
Founding/New Business Development Representative
Next Quarter
11.2021 - 10.2022
- Built and ran multi-touch GTM strategy from scratch that included, email marketing, cold calling, and social media engagement campaigns.
- Exceeded expectations by adding over $2,500,000 in ARR to the pipeline my first 8 months.
- Scaled team from myself to 4 BDR's, which included the recruitment, training and mentorship of these colleagues.
Key Account Executive
Montway Auto Transport
06.2020 - 06.2022
- Fostered lasting relationships with customers through effective communication, resulting in long-term loyalty and an expanded client base.
- Responsible for finding new SMB & Mid-Market business opportunities in the automotive industry.
- Grew book of business from zero to $2,800,000 in 18 months.
Medical Device Sales Executive
Cynosure Inc.
03.2018 - 06.2020
- Generated new leads through cold calling, outbound email campaigns, networking events, and social media, often surpassing the KPI by 2.5x.
- Educated prospect's through in-person and remote sales presentations on laser physics to determine their level of interest, target market and intended use.
- Closed sales by driving product benefits around the clients needs, surpassing quota 6 straight quarters between 2019-2020.
Founder /Head of Sales & Marketing
The Insulation Guys
01.2011 - 03.2018
- Grew inside team from 1 to 11 part-time sales reps in 18 months. The outside sales team grew from 1 to 5 full-time reps in 2 years.
- Created digital Ad copy for email messaging, D2C & B2B canvassing, and cold-calling campaigns that specifically targeted commercial contractors, developers, architects, and homeowners in Michigan, Ohio, and Indiana.
- Assisted outside sales team through full sales cycles to close commercial projects with sales cycles ranging from 1 - 6 months.
Education
Associates - Information Technology
Henry Ford College
Dearborn, MI2012
Vocational Certification - Business Management
Livonia Career Technical Center
Livonia, MI06.2011
High School Diploma -
Churchill High School
Livonia, MI06.2010
Skills
- Inside Sales
- Sales Leadership
- Sales Process
- Contract Negotiations
- Sales Operations
- New Business Development
- Lead Qualification
- Competitive Analysis
- Brand Messaging
- Software
- Logistics
- Car Dealership
- Automotive Remarketing
Certification
- Facebook Blueprint Digital Marketing- 2017
- MemoryBlue Sales Development Rep- 2022
Timeline
Go-To-Market Consultant
Next Quarter
10.2022 - Current
Senior Commercial Account Manager
Montway Auto Transport
06.2022 - Current
Founding/New Business Development Representative
Next Quarter
11.2021 - 10.2022
Key Account Executive
Montway Auto Transport
06.2020 - 06.2022
Medical Device Sales Executive
Cynosure Inc.
03.2018 - 06.2020
Founder /Head of Sales & Marketing
The Insulation Guys
01.2011 - 03.2018
High School Diploma -
Churchill High School
- Facebook Blueprint Digital Marketing- 2017
- MemoryBlue Sales Development Rep- 2022
Associates - Information Technology
Henry Ford College
Vocational Certification - Business Management
Livonia Career Technical Center
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