Business Development Manager

Transcat, Inc.•Burnsville, MN

11d•$65,000 - $75,000

About The Position

The Business Development Manager (BDM) drives sustainable organic revenue growth for assigned lab(s) by retaining and expanding existing customer relationships, pursuing new regional customers, and exceeding annual lab-based sales targets. The role focuses on developing customer intimacy and loyalty, improving ease of doing business, and identifying opportunities to expand customers into additional service channels and offerings. Each BDM receives a lab-based customer list and develops proactive engagement strategies to improve satisfaction, address attrition risks, and pursue regional opportunities. The BDM works closely with Service Managers, Account Development Managers, Customer Service Representatives, Operations, and other cross-functional teams. The position reports to the applicable Regional Sales leader and requires regular travel within the assigned region, with infrequent national travel possible. The stated pay range is $65,000–$75,000 plus commission.

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.
Customer-centric mindset and strong relationship-building skills.
Strong oral and written communication skills and ability to build rapport.
Results-oriented, adaptable, flexible, proactive, and solution-oriented approach.
Developed sales skills, including conducting thorough and accurate customer needs assessments, developing solutions, and gaining and maintaining customer commitment.
Effective negotiating skills.
Ability to sell to multiple levels and constituencies within customer organizations.
Ability to develop and execute comprehensive territory sales plans with clearly defined objectives, strategies, and tactics.
Ability to analyze data and draw meaningful insights.
Ability to work collaboratively as a team player.
Strong understanding of the company’s products and services, or proven ability to quickly understand and absorb new technical information.
Ability to travel regularly within the assigned region.

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 strategies to retain and grow customers in alignment with company revenue and Service channel sales goals.
Proactively engage 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 and service-track growth.
Understand customer and regional sector needs, opportunities, and pain points to identify relationship and revenue-growth opportunities.
Build and maintain strong relationships with key customers and prospects through consistent, personalized attention and service.
Respond to customer concerns and questions promptly and effectively to support customer satisfaction.
Collaborate with Operations, Customer Service Coordinators, product development, marketing, and other teams to improve customer experience and ease of doing business.
Identify and implement initiatives to improve customer loyalty and satisfaction, and analyze feedback to inform continuous improvement.
Assess regional markets, competitive landscapes, market trends, and competitive activity to identify new opportunities.
Identify and pursue new market opportunities, customer segments, and Service channels.
Develop and execute new-customer sales strategies across Transcat’s Service offerings.
Assess regional leads and decide whether to pursue them directly or transfer them to the lab’s Account Development Manager.
Maintain a positive working relationship with assigned lab Service Managers and communicate regularly to understand lab capabilities and opportunities.
Visit customers and prospects with Service Managers to strengthen customer relationships and showcase technical knowledge.
Advise Service Managers on sales strategies and results, and collaborate to evaluate outcomes and develop new or modified approaches.
Partner with Service Managers, Account Development Managers, and Customer Service Representatives to provide strong customer service and grow existing and new business.
Participate in monthly or quarterly internal lab reviews with Sales and Operations leadership.
Report on the status of lab customer and regional portfolios and projected wins and revenue to executive team members as part of the regional team.
Use Salesforce to manage leads, customer interactions, relationships, communications, sales performance, market information, and reports on key metrics.
Maintain accurate and complete Salesforce records through ongoing data hygiene.
Prepare and present regular oral and/or written reports on retention, growth, new business, channel performance, and opportunities.
Manage sales activities in assigned geographic markets and provide feedback to colleagues, including Service Managers, Account Development Managers, and Customer Service Representatives.
Coach, guide, and support team members; motivate the team to achieve retention, customer-growth, and channel goals.
Travel regularly within the assigned region and occasionally outside the region for company-wide initiatives and meetings.
Model the company’s values and perform other duties as assigned.