Business Development Manager

About the role

As a Business Development Manager (BDM) at Transcat, you will play a crucial role in expanding our customer base and enhancing customer relationships. You will be responsible for developing and executing regional customer retention and growth strategies, managing sales territories, and fostering strong relationships with key customers.

Responsibilities

• Develop and execute regional customer retention and growth strategies aligned with company revenue and Service channel sales goals
• Proactively engage with 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 within current and new service tracks
• Understand customer and regional sector needs, opportunities, and pain points to identify opportunities for relationship expansion and revenue and Service track growth
• Build strong relationships with key customers and prospects within the region through methodical, personalized, and consistent customer attention, engagement, and service
• Address customer concerns/questions promptly and effectively, ensuring customer satisfaction
• Collaborate with cross-functional teams to improve the quality of the customer experience and facilitate ease of doing business
• Identify and implement initiatives to enhance customer loyalty and satisfaction
• Gather and analyze customer feedback to inform continuous improvement efforts
• Understand each lab’s regional business market and competitive landscape, analyze market trends and competitive activity to identify new opportunities
• Develop and proactively execute new customer sales strategies to attract new customers to each lab, across Transcat’s portfolio of Service offerings
• Work with the lab’s Service Manager, Account Development Manager (ADM), and Customer Service Representative (CSR) to provide and ensure the highest level of customer service and the maximum focus on expansion of business with current customers and attraction of new customers
• Participate in Monthly/Quarterly internal lab reviews with Sales and Operations leadership
• Partner with the lab’s Service Manager, ADM, and CSR to provide and ensure the highest level of customer service and the maximum focus on expansion of business with current customers and attraction of new customers
• Advise Service Manager of sales strategies and results; work with Service Manager to evaluate results and develop modified and new approaches to current and new customer retention and growth
• Manage sales activities in assigned geographic markets, including providing feedback to colleagues regarding sales approaches and efforts
• Provide coaching, guidance, and support to team members
• Motivate and inspire the team to achieve retention and current and new customer growth and channel goals
• Regular travel within region required
• Infrequent national travel outside the region may be needed for company-wide initiatives and meetings

Requirements

• 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
• Strong understanding of the company's products and services or proven ability to quickly and understand and absorb new technical information
• Experience in a related industry (e.g., telecommunications, SaaS, E-commerce), preferred
• Experience with CRM software (e.g., Salesforce) and data analysis tools
• Experience with customer success platforms, preferred
• Project management skills, preferred
• Miller Heiman Strategic Selling and Large Account Management Training/ Certification, preferred

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

Skills

• Ability to analyze data and draw meaningful insights
• Team player and collaborator

Benefits

Transcat offers a comprehensive benefits package including:

• Competitive compensation and benefits
• Paid time off
• Health insurance
• Tuition reimbursement
• Retail
• Stock purchase plan
• Retirement

Pay

Compensation is commensurate with experience.

Schedule

Regular travel within region required. Infrequent national travel outside the region may be needed for company-wide initiatives and meetings.