Business Development Manager
Overview
Our Business Development Managers (BDM), each working out of a designated lab (or labs, based upon lab proximity), have a customer-centric growth mindset and play a crucial role in driving sustainable organic revenue growth within their assigned lab(s).
Key Accountabilities and Responsibilities
Customer Retention and Growth—Develop and execute regional customer retention and growth strategies aligned with company revenue and Service channel sales goals.
Customer Relationship Management—Build strong relationships with key customers and prospects within the region through methodical, personalized, and consistent customer attention, engagement, and service.
Customer Experience Enhancement—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.
New Customer Acquisition—Understand each lab’s regional business market and competitive landscape (strengths, weaknesses, benefits), analyze market trends and competitive activity to identify new opportunities.
Strengthen Lab Relationships—Ensure full understanding of assigned lab(s) capabilities and lab-identified opportunities by creating and maintaining a positive relationship with the Lab Manager and maintaining a cadence of communications and lab visits that allow for regular knowledge transfer.
Performance Tracking/Reporting/Communication—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).
Team Building—Provide coaching, guidance, and support to team members.
Key Competencies and Required Attributes
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
Required Qualifications
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 in a highly competitive market sector
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