Head of Business Development & Consulting

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. Our employees are at the center of the rewarding, challenging, and life-changing work we do for our customers and those they serve. 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!
Our 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.
Customer 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
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

Customer centric mindset
Strong oral and written communicator, with exceptional rapport and relationship-building skills
Adaptable/flexible
Developed sales skills with particular emphasis on the generation of thorough and accurate customer needs assessments, solution development, and gaining/maintaining customer commitment
Ability to sell to multiple levels and constituencies within customer organizations
Ability to develop and implement comprehensive territory sales plans with clearly defined objectives, strategies, and tactics
Ability to analyze data and draw meaningful insights
Bachelor's degree in business, marketing, or a related field
5+ years of successful experience in customer retention, account management, or a related customer-centric role
Experience with CRM software (e.g., Salesforce) and data analysis tools
telecommunications, SaaS, E-commerce), preferred
Experience with customer success platforms, preferred
Project management skills, preferred
Miller Heiman Strategic Selling and Large Account Management Training/ Certification, preferred
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 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.