Business Development Manager

Business Development ManagerOur Business Development Managers (BDM), each working out of a designated lab (or labs, based upon lab proximity), have a customer-centric growth mindset and play a crucial role in driving sustainable organic revenue growth within their assigned lab(s). BDMs are transforming the way we do business with our customers by focusing on every aspect of customer relationship building to achieve a level of customer intimacy and ease of doing business that results in trust and loyalty. They are responsible for (1) developing and executing sales strategies to retain and grow existing customers, including by moving current customers into new channels within our End-to-End offerings, (2) identifying and pursuing revenue opportunities with new regional customers, and (3) exceeding lab-based sales targets provided at the beginning of each fiscal year.Each BDM will receive a lab-based customer list and is expected to develop and implement strategies to proactively engage with those customers, recognize and act on opportunities with current and new customers, enhance overall customer satisfaction, and identify and address potential attrition risks. This position requires a strong understanding of customer needs and regional business opportunities, passion for building relationships, an ambitious go-getter mentality, strong interpersonal, analytical and organizational skills, and drive to exceed expectations.This position will report to the applicable Regional Sales leader.ResponsibilitiesEssential Duties and ResponsibilitiesCustomer Retention and Growth— Develop and execute regional customer retention and growth strategies aligned with company revenue and Service channel sales goalsProactively engage with current, new, and at-risk regional customers through face-to-face interactions and personalized communicationAnalyze customer and regional business data to identify risks, trends, and opportunities to expand revenue within current and new service tracksUnderstand customer and regional sector needs, opportunities, and pain points to identify opportunities for relationship expansion and revenue and Service track growthCustomer Relationship Management— Build strong relationships with key customers and prospects within the region through methodical, personalized, and consistent customer attention, engagement, and serviceAddress customer concerns/questions promptly and effectively, ensuring customer satisfactionCustomer 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 businessIdentify and implement initiatives to enhance customer loyalty and satisfactionGather and analyze customer feedback to inform continuous improvement effortsNew Customer Acquisition— Understand each lab's regional business market and competitive landscape (strengths, weaknesses, benefits), analyze market trends and competitive activity to identify new opportunitiesIdentify and pursue new market opportunities, customer segments, and Service channelsDevelop and proactively execute new customer sales strategies to attract new customers to each lab, across Transcat's portfolio of Service offeringsBDMs 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 ADMStrengthen 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 transferVisit customers and prospective customers with the Service Manager to create customer intimacy and loyalty and showcase the Service Manager's technical knowledgeAdvise 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 growthPartner 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 customersParticipate in Monthly/Quarterly internal lab reviews with Sales and Operations leadershipServe 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 revenuePerformance 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 reliabilityPrepare and present regular reports and updates (orally and/or in writing, as directed) on retention/growth/new business/channel performance and opportunitiesManagement 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 effortsTeam Building— Provide coaching, guidance, and support to team membersMotivate and inspire the team to achieve retention and current and new customer growth and channel goalsTravel— Regular travel within region requiredInfrequent national travel outside the region may be needed for company-wide initiatives and meetingsModel 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