Business Development Manager (USA) - [SAL110C]

Transcat, Inc.•Fullerton, CA

55d•$70,000 - $90,000

About The Position

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! Base compensation ranges between $70k-$90k depending on level of experience, plus commission.

Requirements

Customer centric mindset
Relationship builder
Strong oral and written communicator, with exceptional rapport and relationship-building skills
Driven to achieve results
Adaptable/flexible
Proactive and solution-oriented approach to challenges
Developed sales skills with particular emphasis on the generation of thorough and accurate customer needs assessments, solution development, and gaining/maintaining customer commitment
Effective negotiating skills
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
Team player and collaborator
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
Strong understanding of the company's products and services or proven ability to quickly and understand and absorb new technical information

Nice To Haves

Experience in a related industry (e.g., 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

Responsibilities

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
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
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
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
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
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
Manage sales activities in assigned geographic markets, including providing feedback to colleagues, including the Service Manager, ADMs and CSRs regarding sales approaches and efforts
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
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 manner
Other duties as assigned