Strategic Account Manager

Job Description

Job Description

Overview

Who we are—

Transcat is a dynamic, innovative, growing company that has been recognized as the leading calibration and compliance services provider in North America and beyond.  With over 1,000 employees—in technical, consulting, operational, sales, finance, and corporate roles—we have stood the test of time by delivering on our Trust in Every Measure promise to our customers in vital industries, including life sciences, aerospace, defense, energy, and utilities.  We fulfill this promise through our employees, who live Our Values every day, the Transcat Way.  Our employees are at the center of the rewarding, challenging, and life-changing work we do for our customers and those they serve.  Are you ready to join a company where the work you do makes a difference, and where you can grow in your career? 

Here’s what Transcat has to offer—

• Work that matters
• A values-based culture where people care about each other and the work they do together
• Flexibility
• Training and development to accelerate learning and career advancement
• Competitive compensation and benefits, including paid time off, health insurance, tuition reimbursement, retirement, stock purchase plan, and MORE!
• Pay range is $105,000 - $125,000 plus commission

The Strategic Account Manager is a senior, hunter-oriented enterprise sales professional responsible for creating net-new strategic business and expanding Transcat's position within complex, multi-site organizations. This role engages senior executives and functional leaders in business-level discussions about risk, compliance, asset performance, operational continuity, cost, and enterprise standardization, then translates those priorities into differentiated solutions across Transcat's calibration, metrology, product, asset management, reliability, validation, and related technical service portfolio.

The successful candidate combines executive presence, disciplined prospecting, strategic account planning, commercial acumen, and cross-functional leadership. This position is expected to open doors, develop opportunities where limited or no relationship exists, shape complex enterprise pursuits, and secure long-term, profitable partnerships. It is not primarily an account-service or order-management role; day-to-day program execution is coordinated with Program Management, Customer Experience, Operations, and technical resources.

Responsibilities

Enterprise Hunting and New Business Development

• Build and execute a focused territory and target-account strategy based on ideal customer profile, market potential, competitive position, and Transcat's ability to differentiate.
• Generate net-new enterprise opportunities through executive outreach, referrals, industry networks, strategic events, targeted campaigns, and disciplined multi-channel prospecting.
• Create access within accounts where Transcat has limited or no relationship, and develop opportunities across multiple sites, divisions, functions, and service categories.
• Qualify opportunities based on customer need, business impact, decision process, competitive position, solution fit, revenue potential, margin, and probability of success.
• Maintain sufficient qualified pipeline coverage to support assigned new-business, growth, and strategic-logo objectives.

Executive Engagement and Consultative Selling

• Establish credibility with senior executives and leaders across quality, engineering, operations, procurement, supply chain, finance, facilities, and other relevant functions.
• Lead high-level discovery conversations that connect customer priorities to measurable business outcomes, including risk reduction, compliance, uptime, productivity, standardization, visibility, and total cost of ownership.
• Develop executive-level points of view, value hypotheses, business cases, presentations, and proposals tailored to the customer's strategic and operational environment.
• Navigate complex stakeholder groups, identify influence and decision dynamics, and build relationships across economic buyers, executive sponsors, technical validators, procurement, and end users.
• Lead executive briefings, capability discussions, strategic workshops, business reviews, and partnership conversations.

Strategic Account Penetration and Expansion

• Create and maintain actionable account plans, relationship maps, whitespace analyses, competitive assessments, and pursuit strategies for assigned targets and strategic customers.
• Expand share of wallet by identifying unmet needs and introducing Transcat capabilities across calibration, repair, product, pipette, biomedical, asset management, reliability, CMMS, validation, temperature mapping, procurement, and other emerging offerings.
• Pursue enterprise agreements, multi-site programs, national contracts, requests for proposal, renewals, and strategic partnerships that improve customer value and create durable revenue.
• Balance net-new logo acquisition with intentional expansion of selected strategic accounts, while avoiding displacement into routine service-management activity.

Complex Pursuit and Commercial Leadership

• Lead complex opportunities from qualification through solution development, proposal, negotiation, contract award, and structured handoff to implementation teams.
• Coordinate operations, technical experts, program management, marketing, finance, legal, quality, and leadership to develop feasible, differentiated, and financially sound solutions.
• Develop commercial strategies covering scope, pricing, margin, terms, implementation risk, customer commitments, and competitive positioning.
• Maintain accurate opportunity stages, values, close dates, next steps, risks, contacts, and forecasts in Salesforce and related systems.
• Provide concise executive reporting on pipeline quality, pursuit strategy, customer engagement, forecast, risks, and support required.

Market Leadership and Collaboration

• Monitor customer, industry, competitor, and market trends and convert insights into target lists, pursuit themes, and differentiated value propositions.
• Represent Transcat professionally at customer locations, industry events, trade shows, conferences, and relevant professional networks.
• Partner effectively with regional sales, program management, customer experience, operations, technical teams, and specialty-market leaders; clarify ownership and ensure disciplined handoffs.
• Share repeatable practices, market intelligence, and customer insights that improve enterprise selling capability across the organization.
• Perform other duties and lead special projects as assigned.

Qualifications

Required Knowledge, Skills, and Abilities:

• Demonstrated enterprise sales and business development capability with a strong record of creating opportunities, winning net-new customers, and expanding complex accounts.
• Executive presence and the ability to communicate with senior leaders in concise, credible, business-oriented terms.
• Advanced discovery, consultative selling, account planning, stakeholder mapping, negotiation, presentation, and closing skills.
• Ability to move conversations beyond individual services or price and articulate value in terms of business risk, operational performance, compliance, productivity, and financial impact.
• Commercial and financial acumen, including pipeline management, forecasting, pricing, gross margin, contract economics, and return-on-investment concepts.
• Ability to understand complex technical and operational environments and translate Transcat capabilities into clear enterprise value propositions.
• Persistence, curiosity, self-direction, sound judgment, and comfort operating in ambiguity and through long, complex sales cycles.
• Ability to lead through influence across functions, locations, and organizational levels.
• Strong written communication, presentation development, organization, prioritization, and CRM discipline.
• Proficiency with Salesforce, Microsoft 365, virtual collaboration tools, and business reporting platforms.

Education and Experience:

• Bachelor's degree in business, engineering, science, or a related discipline required. A combination of education and directly relevant experience may be considered.
• Seven or more years of progressive experience in enterprise sales, strategic business development, national accounts, technical services, or a related field.
• Demonstrated success winning complex, multi-site, enterprise, or national business and engaging senior executives throughout the sales process.
• Experience selling services, solutions, or programs into regulated, quality-driven, technical, or operationally complex environments is strongly preferred.
• Experience in calibration, metrology, life sciences, aerospace and defense, industrial services, energy, manufacturing, biomedical, asset management, reliability, or compliance is preferred.

Physical Requirements and Work Environment

The physical requirements described below are representative of those required to perform the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

• Ability to work for extended periods using a computer and standard office equipment.
• Ability to communicate effectively in person and through virtual, written, and telephone channels.
• Ability to travel by automobile and commercial transportation and to work at customer and Transcat locations as business needs require.
• Ability to occasionally move through office, laboratory, manufacturing, and customer environments while complying with applicable safety and access requirements.

Equal Opportunity and Non-Discrimination

Transcat is an equal-opportunity employer and prohibits discrimination based on any protected status.  As required by United States law, all qualified applicants will receive consideration for employment without regard to age, color, disability, genetic predisposition or carrier status, national origin, race, religion, sex (including pregnancy, sexual orientation, and gender identity), status as a protected veteran, or as a member of any other protected group or activity under federal, state, and local law.

We will make reasonable accommodations for employees with disabilities to enable them to perform the essential functions of their position unless doing so poses an undue hardship to the company or a direct threat to health or safety.

Contingencies

All offers of employment are contingent upon successfully completing all pre-employment requirements, which include verification of identity and employment eligibility, and when applicable, a motor vehicle driving record report.