Business Development Sales Manager

Marilyn Brief

Sales Director, Sales Manager

***** * ******** **, ************, US, 60048, 847-***-****, ************@*****.*** Professional summary

Sales strategist and relationship architect with a passion for turning challenges into growth opportunities. Proven in navigating complex sales cycles through consultative partnerships and data- driven pipeline management. Expert at transforming client needs into tailored solutions that boost revenue and loyalty. Adept at leveraging CRM systems like Salesforce to uncover hidden opportunities and sharpen sales forecasts. Known for energizing teams, simplifying problems, and delivering customer experiences that fuel sustainable business momentum in fast-moving markets. Ready to elevate sales performance and unlock new market potential. Employment history

Sales Enablement Specialist, Sep 2022 - Present

Zep Inc., Atlanta, GA

• Sales Enablement Revenue Operations GTM Strategy B2B Fleet Regulatory & Compliance Representative, Nov 2021 - Sep 2022 JJ Keller & Associates, Neenah, WI

• Engaged with new and existing J. J. Keller customers to drive business development, foster client retention, and support account expansion through strategic relationship-building and customer engagement. Account Manager, Oct 2020 - Jan 2022

Zep Inc., Atlanta, GA

• Nurtured and qualified inbound and outbound leads, strengthening client relationships to drive customer retention, maximize upsell opportunities, and reduce customer churn through value-based selling and solution alignment.

Designed and implemented scalable sales enablement programs to boost team productivity, improve quota attainment, and align with corporate go-to-market (GTM) strategy. Led comprehensive onboarding, compliance training, and continuous learning across sales teams. Created and deployed sales playbooks, messaging frameworks, and enablement content tailored to key buyer personas and deal stages—driving measurable improvements in win rates, shortening sales cycles, and increasing pipeline conversion.

Executed targeted outbound campaigns and optimized lead qualification processes using Salesforce CRM and LinkedIn Sales Navigator, enhancing pipeline health and improving forecast accuracy through data integrity and process consistency.

Partnered cross-functionally with Product Marketing, Demand Generation, and Field Sales to refine messaging, improve lead quality, and ensure alignment across the sales funnel to deliver compelling value propositions.

Worked closely with Revenue Operations and Sales Leadership to analyze sales performance metrics, identify enablement gaps, and deliver data-driven coaching that increased sales productivity and supported consistent revenue growth.

Enhanced sales processes by implementing data-driven enablement strategies, leading to measurable improvements in team performance and revenue growth. Conducted targeted prospecting, discovery calls, and needs assessments to uncover regulatory compliance gaps, safety risks, and operational pain points, tailoring outreach based on industry-specific challenges.

Delivered customized compliance solutions aligned with OSHA, DOT, and industry regulations, improving risk mitigation, operational performance, and client satisfaction. Utilized a consultative sales approach to position value-added services and drive cross-sell/upsell opportunities, contributing to revenue growth, improved customer lifetime value (CLV), and increased retention rates.

Maintained accurate CRM documentation and pipeline visibility to support sales forecasting, territory planning, and cross-functional alignment with internal stakeholders. Inside Sales Representative, Jul 2019 - Oct 2020

Pharma Logistics, Libertyville, IL

• Conducted in-depth customer research including needs analysis, preference tracking, and purchase history review to identify new business development opportunities and deliver personalized product recommendations.

Government Account Relationship Manager, Jan 2017 - Jul 2019 Grainger, Chicago, IL

SLED Account Manager, Mar 2010 - May 2016

CDW-G, Woodland, IL

• Cultivated and strengthened consultative sales relationships with key accounts to build long-term partnerships, enhance customer retention, and drive territory growth and revenue expansion. Education

Associates Business Management, Sep 1981 - Jun 1985 Oakton Community College, Des Plaines, Il

Also obtaing Certificate of Completion in Business Management Associates Hospitality Management, Sep 1981 - Jun 1985 Oakton Community College, Des Plaines, Il

Received Certificate of Completion Hospitality Management Partnered with Territory Sales Representatives and District Managers to execute strategic territory planning, accelerating market penetration, expanding account footprint, and driving revenue growth via targeted cross-selling and promotional campaigns.

Owned and managed a full sales pipeline across all stages using outbound calls, personalized emails, and proactive opportunity management, utilizing customized sales scripts and effective objection handling to improve conversion rates.

Maintained comprehensive and accurate sales data in Salesforce CRM, tracking key sales performance metrics, supporting pipeline transparency, and collaborating closely with field sales teams to manage distributor leads and expedite deal closure.

Provided accurate and timely information on product features, pricing, and availability to facilitate informed purchasing decisions, while effectively cross-selling complementary products to increase average order value.

Maintained pipeline momentum through proactive follow-up on orders and inquiries, resolving customer issues promptly to ensure a positive customer experience and enhance customer loyalty. Built and nurtured strong, long-term customer relationships through responsive communication and solution-oriented support, driving repeat business, improving customer retention, and contributing to sustained revenue growth.

• Designed and implemented strategic sales initiatives and territory growth plans that delivered 145%+ year- over-year revenue growth across local, state, and federal government accounts, expanding market share and reinforcing public sector presence.

1.

Established and nurtured robust relationships with government agencies through comprehensive needs assessments and the delivery of customized, compliant solutions tailored to unique regulatory and operational requirements.

2.

Crafted, presented, and successfully negotiated government contract proposals, ensuring strict adherence to federal acquisition regulations (FAR), applicable laws, and internal policies. 3.

Identified and leveraged new business opportunities within existing government accounts to secure high- value, profitable sales, consistently surpassing revenue targets and driving sustained business development.

4.

Led complex multi-vendor projects, ensuring on-time delivery, successful project outcomes, and procurement optimization through effective contract negotiation and vendor management. Attained multiple industry certifications including Microsoft, Brocade, NetApp, Landesk, and Tripp-Lite, demonstrating advanced technical expertise and a commitment to continuous professional development. Consistently recognized for sales excellence, earning Top Seller status for the HP Hi-Ed product line and membership in Tripp-Lite’s $10K Club, showcasing a proven ability to exceed sales targets and contribute to business growth.

Skills

Sales Strategy Development (Experienced), Client Relationship Management (Expert), Consultative Selling (Experienced), Lead Prospecting (Experienced), CRM Proficiency (Experienced), Contract Negotiation (Experienced), Cross-functional Collaboration (Experienced), Compliance Knowledge (Experienced), Team Coaching (Experienced), Project Management (Experienced). Additional information

Certifications

• Microsoft

• Brocade

• NetApp

• Landesk

• Tripp-Lite

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