Business Development Manager

Job TitleTranscat is a dynamic, innovative, growing company that has been recognized as the leading calibration and compliance services provider in North America and beyond.Job DescriptionTranscat is looking for a professional to join their team. The work you do will make a difference, and you will have opportunities for career growth. The company offers work that matters, a values-based culture, flexibility, training and development, competitive compensation and benefits, and a base salary range between $75k-$85k plus commission.ResponsibilitiesEssential Duties and ResponsibilitiesCustomer Retention and Growth— Develop and execute regional customer retention and growth strategies aligned with company revenue and Service channel sales goals. Proactively engage with current, new, and at-risk regional customers through face-to-face interactions and personalized communication. Analyze customer and regional business data to identify risks, trends, and opportunities to expand revenue within current and new service tracks. Understand customer and regional sector needs, opportunities, and pain points to identify opportunities for relationship expansion and revenue and Service track growth.Customer Relationship Management— Build strong relationships with key customers and prospects within the region through methodical, personalized, and consistent customer attention, engagement, and service. Address customer concerns/questions promptly and effectively, ensuring customer satisfaction.Customer Experience Enhancement— Collaborate with cross-functional teams (e.g., Operations, Customer Service Coordinators (CSR), product development, marketing) to improve the quality of the customer experience and facilitate ease of doing business. Identify and implement initiatives to enhance customer loyalty and satisfaction. Gather and analyze customer feedback to inform continuous improvement efforts.New Customer Acquisition— Understand each lab's regional business market and competitive landscape (strengths, weaknesses, benefits), analyze market trends and competitive activity to identify new opportunities. Identify and pursue new market opportunities, customer segments, and Service channels. Develop and proactively execute new customer sales strategies to attract new customers to each lab, across Transcat's portfolio of Service offerings. BDMs will receive all leads in their assigned region and will have discretion and authority to pursue the lead themselves or transfer the lead to the lab's ADM.Strengthen Lab Relationships— Ensure full understanding of assigned lab(s) capabilities and lab-identified opportunities by creating and maintaining a positive relationship with the Service Manager and maintaining a cadence of communications and lab visits that allow for regular knowledge transfer. Visit customers and prospective customers with the Service Manager to create customer intimacy and loyalty and showcase the Service Manager's technical knowledge. Advise Service Manager of sales strategies and results; work with Service Manager to evaluate results and develop modified and new approaches to current and new customer retention and growth. Partner with the lab's Service Manager, Account Development Manager (ADM) and Customer Service Representative (CSR) to provide and ensure the highest level of customer service and the maximum focus on expansion of business with current customers and attraction of new customers. Participate in Monthly/Quarterly internal lab reviews with Sales and Operations leadership. Serve as a key member of the team (Regional Leader, Service Manager, and BDM) that reports to members of the executive team on the current state of the lab's customer and regional portfolio and projected wins and revenue.Performance Tracking/Reporting/Communication— Fully utilize Salesforce and leverage its capabilities to drive sales and improve customer service (e.g., manage leads, track customer interactions, build and maintain relationships with customers, track communications and sales performance in accordance with Transcat processes, identify trends, make data-driven decisions, generate reports on key metrics, such as sales pipeline, outreach, conversion rates, customer lifetime value, and activities related to building knowledge of market opportunities, size of market, potential targets and channel opportunities, competitors, lead generation, and prospecting). Record all activities and updates in Salesforce, including performing Salesforce hygiene to ensure accuracy, completeness, and consistency of data, which involves cleaning, updating, and maintaining data to improve its quality and reliability. Prepare and present regular reports and updates (orally and/or in writing, as directed) on retention/growth/new business/channel performance and opportunities.Management of Sales Territory— Manage sales activities in assigned geographic markets, including providing feedback to colleagues, including the Service Manager, ADMs and CSRs regarding sales approaches and efforts.Team Building— Provide coaching, guidance, and support to team members. Motivate and inspire the team to achieve retention and current and new customer growth and channel goals.Travel— Regular travel within region required. Infrequent national travel outside the region may be needed for company-wide initiatives and meetings.Model the Company's values to influence others to perform in an aligned mannerOther duties as assignedQualificationsRequired Knowledge, Skills, and AbilitiesCustomer centric mindsetRelationship builderStrong oral and written communicator, with exceptional rapport and relationship-building skillsDriven to achieve resultsAdaptable/flexibleProactive and solution-oriented approach to challengesDeveloped sales skills with particular emphasis on the generation of thorough and accurate customer needs assessments, solution development, and gaining/maintaining customer commitmentEffective negotiating skillsAbility to sell to multiple levels and constituencies within customer organizationsAbility to develop and implement comprehensive territory sales plans with clearly defined objectives, strategies, and tacticsAbility to analyze data and draw meaningful insightsTeam player and collaboratorEducation and ExperienceBachelor's degree in business, marketing, or a related field5+ years of successful experience in customer retention, account management, or a related customer-centric roleExperience with CRM software (e.g., Salesforce) and data analysis toolsStrong understanding of the company's products and services or proven ability to quickly and understand and absorb new technical informationExperience in a related industry (e.g., telecommunications, SaaS, E-commerce), preferredExperience with customer success platforms, preferredProject management skills, preferredMiller Heiman Strategic Selling and Large Account Management Training/Certification, preferredPhysical DemandsThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl. The employee is occasionally required to sit and talk or hear. Specific vision abilities required by this job include close vision, color vision and ability to adjust focus.Work EnvironmentThe work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.Equal Opportunity and Non-DiscriminationTranscat 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.ContingenciesAll 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.