Strategic Account Manager

Transcat, Inc.•Irvine, CA

13d•$105,000 - $125,000

About The Position

The Strategic Account Manager is a senior, hunter-oriented enterprise sales professional responsible for creating new strategic business and expanding Transcat’s position within complex, multi-site organizations. The role engages senior executives and functional leaders in discussions about risk, compliance, asset performance, operational continuity, cost, and enterprise standardization, then connects those priorities to Transcat’s calibration, metrology, product, asset management, reliability, validation, and related technical services. The position requires executive presence, disciplined prospecting, strategic account planning, commercial acumen, and cross-functional leadership. The Strategic Account Manager opens doors, develops opportunities where relationships are limited or nonexistent, shapes complex enterprise pursuits, and secures long-term, profitable partnerships. Routine program execution is coordinated with Program Management, Customer Experience, Operations, and technical resources. The role requires a bachelor’s degree in business, engineering, science, or a related discipline; a combination of education and directly relevant experience may be considered. Candidates should have at least seven years of progressive experience in enterprise sales, strategic business development, national accounts, technical services, or a related field. Success winning complex, multi-site, enterprise, or national business and engaging senior executives is required. Experience selling into regulated, quality-driven, technical, or operationally complex environments is strongly preferred; experience in relevant sectors such as calibration, metrology, life sciences, aerospace and defense, industrial services, energy, manufacturing, biomedical, asset management, reliability, or compliance is preferred. The position involves extended computer and standard office-equipment use, communication in person and through virtual, written, and telephone channels, and travel by automobile and commercial transportation to customer and Transcat locations as business needs require. Occasional movement through office, laboratory, manufacturing, and customer environments is also required, subject to applicable safety and access requirements. Pay is $105,000–$125,000 plus commission.

Requirements

Demonstrated enterprise sales and business development capability, including a strong record of creating opportunities, winning net-new customers, and expanding complex accounts.
Executive presence and ability to communicate with senior leaders in concise, credible, business-oriented terms.
Advanced discovery, consultative selling, account planning, stakeholder mapping, negotiation, presentation, and closing skills.
Ability to articulate value in terms of business risk, operational performance, compliance, productivity, and financial impact rather than focusing only on individual services or price.
Commercial and financial acumen, including pipeline management, forecasting, pricing, gross margin, contract economics, and return-on-investment concepts.
Ability to understand complex technical and operational environments and translate Transcat capabilities into enterprise value propositions.
Persistence, curiosity, self-direction, sound judgment, and comfort with ambiguity and long sales cycles.
Ability to lead through influence across functions, locations, and organizational levels.
Strong written communication, presentation development, organization, prioritization, and CRM discipline.
Proficiency with Salesforce, Microsoft 365, virtual collaboration tools, and business reporting platforms.
Bachelor’s degree in business, engineering, science, or a related discipline required; a combination of education and directly relevant experience may be considered.
Seven or more years of progressive experience in enterprise sales, strategic business development, national accounts, technical services, or a related field.
Demonstrated success winning complex, multi-site, enterprise, or national business and engaging senior executives throughout the sales process.
Ability to work for extended periods using a computer and standard office equipment.
Ability to communicate effectively in person and through virtual, written, and telephone channels.
Ability to travel by automobile and commercial transportation and work at customer and Transcat locations as business needs require.
Ability to occasionally move through office, laboratory, manufacturing, and customer environments while complying with applicable safety and access requirements.

Nice To Haves

Experience selling services, solutions, or programs into regulated, quality-driven, technical, or operationally complex environments.
Experience in calibration, metrology, life sciences, aerospace and defense, industrial services, energy, manufacturing, biomedical, asset management, reliability, or compliance.

Responsibilities

Build and execute a focused territory and target-account strategy based on ideal customer profile, market potential, competitive position, and Transcat’s ability to differentiate.
Generate net-new enterprise opportunities through executive outreach, referrals, industry networks, strategic events, targeted campaigns, and multi-channel prospecting.
Create access within accounts with limited or no existing relationship and develop opportunities across sites, divisions, functions, and service categories.
Qualify opportunities based on customer need, business impact, decision process, competitive position, solution fit, revenue potential, margin, and probability of success.
Maintain qualified pipeline coverage to support assigned new-business, growth, and strategic-logo objectives.
Establish credibility with senior executives and leaders across relevant customer functions.
Lead discovery conversations connecting customer priorities to measurable outcomes such as risk reduction, compliance, uptime, productivity, standardization, visibility, and total cost of ownership.
Develop executive-level points of view, value hypotheses, business cases, presentations, and proposals tailored to customer environments.
Navigate stakeholder groups, understand influence and decision dynamics, and build relationships with buyers, sponsors, technical validators, procurement, and end users.
Lead executive briefings, capability discussions, strategic workshops, business reviews, and partnership conversations.
Create and maintain account plans, relationship maps, whitespace analyses, competitive assessments, and pursuit strategies.
Expand customer relationships by identifying unmet needs and introducing relevant Transcat offerings.
Pursue enterprise agreements, multi-site programs, national contracts, requests for proposal, renewals, and strategic partnerships.
Balance new-logo acquisition with deliberate expansion of selected strategic accounts while avoiding routine service-management activity.
Lead complex opportunities from qualification through solution development, proposal, negotiation, contract award, and structured handoff to implementation teams.
Coordinate operations, technical experts, program management, marketing, finance, legal, quality, and leadership to develop feasible, differentiated, financially sound solutions.
Develop commercial strategies covering scope, pricing, margin, terms, implementation risk, customer commitments, and competitive positioning.
Maintain accurate opportunity stages, values, close dates, next steps, risks, contacts, and forecasts in Salesforce and related systems.
Provide concise executive reporting on pipeline quality, pursuit strategy, customer engagement, forecast, risks, and support required.
Monitor customer, industry, competitor, and market trends and convert insights into target lists, pursuit themes, and value propositions.
Represent Transcat at customer locations, industry events, trade shows, conferences, and relevant professional networks.
Collaborate with regional sales, program management, customer experience, operations, technical teams, and specialty-market leaders; clarify ownership and ensure disciplined handoffs.
Share repeatable practices, market intelligence, and customer insights to improve enterprise selling capability.
Perform other duties and lead special projects as assigned.