Business Development Manager

Transcat•Burnsville, MN

10d

About The Position

Transcat’s Business Development Manager (BDM) works from a designated lab or nearby labs and drives sustainable organic revenue growth in the assigned region. The role focuses on customer relationships and retention, expanding business with existing customers—including across Transcat’s End-to-End service offerings—and acquiring new regional customers. The BDM receives a lab-based customer list and develops strategies to engage customers, identify opportunities and attrition risks, improve satisfaction, and exceed annual lab-based sales targets. The position reports to the applicable Regional Sales leader. The BDM works closely with lab and cross-functional teams to strengthen the customer experience, understand lab capabilities, and pursue regional market opportunities. The role requires regular travel within the region, with infrequent national travel possible for company initiatives and meetings.

Requirements

Bachelor’s degree in business, marketing, or a related field.
At least 5 years of successful experience in customer retention, account management, or a related customer-centric role.
Experience with CRM software, such as Salesforce, and data-analysis tools.
Strong customer-centric mindset and relationship-building ability.
Strong oral and written communication skills and exceptional rapport-building skills.
Results-driven, adaptable, flexible, proactive, and solution-oriented approach.
Developed sales skills, including customer-needs assessment, solution development, and gaining and maintaining customer commitment.
Effective negotiation skills.
Ability to sell to multiple levels and constituencies within customer organizations.
Ability to develop and implement comprehensive territory sales plans with defined objectives, strategies, and tactics.
Ability to analyze data and draw meaningful insights.
Team-player and collaborative approach.
Understanding of the company’s products and services, or demonstrated ability to quickly understand and absorb new technical information.
Regular travel within the region is required.

Nice To Haves

Experience in a related industry, such as telecommunications, SaaS, or E-commerce.
Experience with customer-success platforms.
Project-management skills.
Miller Heiman Strategic Selling and Large Account Management Training or certification.

Responsibilities

Develop and execute regional customer retention and growth strategies aligned with company revenue and service-channel sales goals.
Proactively engage current, new, and at-risk regional customers through face-to-face interactions and personalized communications.
Analyze customer, regional business, market, and competitive data to identify risks, trends, and opportunities for revenue growth.
Understand customer and regional sector needs, opportunities, and pain points to expand relationships, revenue, and service-track growth.
Build relationships with customers and prospects through consistent, personalized attention and service; address concerns and questions promptly.
Collaborate with Operations, Customer Service Coordinators, product development, and marketing to improve customer experience and ease of doing business.
Develop and implement initiatives to improve customer loyalty and satisfaction; gather and analyze feedback for continuous improvement.
Identify and pursue new market opportunities, customer segments, and service channels, and execute new-customer sales strategies across Transcat’s service offerings.
Assess regional markets and competitive activity to identify opportunities; decide whether to pursue assigned leads or transfer them to the lab’s Account Development Manager.
Build and maintain effective relationships with assigned lab Service Managers; communicate regularly, visit labs, and understand lab capabilities and opportunities.
Visit customers and prospective customers with the Service Manager and advise the Service Manager on sales strategies and results.
Partner with Service Managers, Account Development Managers, and Customer Service Representatives to support customer service, current-customer expansion, and new-customer acquisition.
Participate in monthly or quarterly lab reviews with Sales and Operations leadership and help report on customer portfolios, projected wins, and revenue to executive-team members.
Use Salesforce to manage leads, record customer interactions and performance, maintain accurate data, identify trends, make data-driven decisions, and report on sales and market-development metrics.
Prepare and present regular oral or written reports on retention, growth, new business, channel performance, and opportunities.
Manage sales activities in assigned geographic markets and provide colleagues with feedback on sales approaches and efforts.
Coach, guide, support, motivate, and inspire team members toward retention, customer-growth, and channel goals.
Travel regularly within the region and occasionally outside it for company-wide initiatives and meetings.
Model company values and perform other duties as assigned.