Manager, US Field Sales (West)

Transcat, Inc.

About The Position

To drive our organic growth strategy, Transcat is adding to its sales team four Regional Sales leaders, who are ready to transform the way we do business with our current customers and the way we attract new customers. Our Regional Sales leaders will have a collaborative, competitive, customer-centric, growth mindset and play a crucial role in driving sustainable revenue growth within three designated regions. With this transformational change comes a need for leaders who are positive and passionate about the sales growth that can come from regional customer and business knowledge, a commitment to customer service and intimacy, and building, supporting and providing guidance to a sales team driven to exceed customer expectations and sales goals. These individuals will be responsible for developing and executing sales strategies—and leading teams that are doing so—to retain existing lab-based customers, identify and pursue new revenue opportunities within existing accounts, and attract and secure new regional customers across our portfolio of Service channels, to achieve and surpass our organic growth goals. Each Regional Manager will manage one to two Business Development Managers (BDMs) and one to two Account Development Managers (ADMs) in each assigned lab. The teams will collaborate with Operations, including with each lab’s Service Manager and Customer Service Representative(s). Regardless of region, this position involves aligning sales goals with business objectives, nurturing client relationships, enhancing customer intimacy, leveraging technology to enrich the customer experience, and executing strategic initiatives to expand revenue with existing customers and add new customers to each lab’s customer base, across our Service channels. The ideal candidate will be a seasoned sales leader with a track record of: Fostering a culture of collaboration, innovation, and excellence within sales teams Developing and expanding mutually beneficial customer relationships, including through face-to-face relationship building Understanding their customers’ experiences and needs and tailoring their approach to each customer to exceed their expectations Creating loyalty and trust with customers Driving sales growth with current customers Identifying and attracting new customers based upon our value proposition, customer service standards, and Service channels Exceeding revenue targets The candidates selected for these positions will model the Company’s values to influence others to perform in an aligned manner and will be committed to improving employees’ performance and supporting their career progression. This position will report to Senior Director, Global Business Development.

Requirements

Ability to develop A players
Ability to work independently and as part of a team
Adaptability, persistence, and resilience in a dynamic market
Analytical and problem-solving skills
Business acumen and sales forecasting
Communication (including presentation and interpersonal skills)
Creativity/innovation
Driven to create a measurable, sustainable, competitive advantage
Negotiation and closing skills
Passion for exceeding expectations
Proactivity
Strategic thinking and visioning
Bachelor's degree in Business Administration, Marketing or a related field preferred
5+ years of successful experience in a sales role, preferably in a B2B environment
Proven track record of:
Providing an exceptional customer experience
Attracting new customers
Driving sales
Exceeding sales targets and achieving revenue growth
Retaining and growing existing accounts
Proficiency in CRM systems (e.g., Salesforce) and other sales tools
Successful application of Miller Heiman Strategic Selling and Large Account Management Training or similar strategic sales model.

Responsibilities

Customer Retention and Growth
Deep understanding of the Transcat customer and customer experience
Build and maintain strong, long-term relationships with existing customers
Proactively identify and address customer needs across the Transcat Service channels
Develop and implement customer retention and loyalty strategies
Conduct regular meetings with customers to understand their needs, pain points, and satisfaction levels with the current offerings, enabling Transcat to make informed decisions about product/service adjustments and proposals
New Customer Acquisition
Understand each lab’s regional competitive landscape (strengths, weaknesses, benefits), analyze market trends and competitive activity to identify new opportunities
Develop and adjust sales strategies to best position Transcat’s portfolio of Service offerings in each lab’s region
Develop and implement strategies to attract new customers
Identify and pursue new market opportunities, customer segments, and Service channels
Revenue Growth
Identify and pursue new revenue opportunities within existing accounts through upselling, cross-selling, and strategic account planning
Develop and execute account plans to maximize revenue potential within each key account
Collaborate with cross-functional teams to develop and deliver compelling value propositions to customers
Sales Forecasting and Reporting
Accurately forecast and track sales performance against established targets
Prepare regular sales reports and presentations for management and leadership
Territory Management
Develop and maintain a deep understanding of the regional market and competitive landscape
Effectively manage and prioritize sales activities within the assigned territory
Travel within the region as needed to meet with new and prospective customers and build relationships
Team Leadership and Development
Lead, manage, and mentor BDM and ADMs to drive customer intimacy, ease of doing business, and sales growth
Develop and maintain positive, productive, and collaborative relationships with Service Managers in the region to enhance customer service, grow revenue from current customers, and persuade new customers to work the Transcat
Coach and guide lab-based Customer Service Representatives (CSR) from Operations
Contribute to the development and implementation of sales training programs
Regular travel within region required
Less frequent 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.
Ensure training and development plans are in place and communicated to employees to drive performance improvement and career progression.
Complete and deliver accurate, thorough, and prescriptive employee performance reviews on the required timeline.
Other duties as assigned