Business Development ManagerTranscat • Tempe, AZ, US
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Business Development Manager
Transcat • Tempe, AZ, US
[job_card.variable_days_ago]
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- [job_card.full_time]
[job_card.job_description]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 (e.g., Operations, Customer Service Coordinators (CSR), product development, marketing) 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 (strengths, weaknesses, benefits), analyze market trends and competitive activity to identify new opportunities Identify and pursue new market opportunities, customer segments, and Service channels Develop and proactively execute new customer sales strategies to attract new customers to each lab, across Transcat's portfolio of Service offerings BDMs will receive all leads in their assigned region and will have discretion and authority to pursue the lead themselves or transfer the lead to the lab's ADM 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 Visit customers and prospective customers with the Lab Manager to create customer intimacy and loyalty and showcase the Lab Manager's technical knowledge Advise Lab Manager of sales strategies and results; work with Lab Manager to evaluate results and develop modified and new approaches to current and new customer retention and growth Partner with the lab's Lab 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 Serve as a key member of the team (Regional leader, Lab Manager, and BDM) that reports to members of the executive team on the current state of the lab's customer and regional portfolio and projected wins and revenue. 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) Record all activities and updates in Salesforce, including performing Salesforce hygiene to ensure accuracy, completeness, and consistency of data, which involves cleaning, updating, and maintaining data to improve its quality and reliability Prepare and present regular reports and updates (orally and / or in writing, as directed) on retention / growth / new business / channel performance and opportunities Manage sales activities in assigned geographic markets, including providing feedback to colleagues, including Lab Manager, ADMs and CSRs 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 Infrequent national travel outside the region may be needed for company-wide initiatives and meetings Regular travel within region required 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 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 Experience in a related industry (e.g., telecommunications, SaaS, E-commerce) Experience with customer success platforms Project management skills Miller Heiman Strategic Selling and Large Account Management Training / Certification
Transcat Sales Team Expansion
Transcat is growing and is adding to our talented sales team! Our sales team is expanding rapidly, and we're looking for passionate, driven professionals to help us reach new heights. This is your chance to join a dynamic group that thrives on collaboration, innovation, and success.
Transcat is a dynamic, innovative, growing company that has been recognized as the leading calibration and compliance services provider in North America and beyond. With over 1,000 employeesin technical, consulting, operational, sales, finance, and corporate roleswe have stood the test of time by delivering on our Trust in Every Measure promise to our customers in vital industries, including life sciences, aerospace, defense, energy, and utilities. We fulfill this promise through our employees, who live Our Values every day, the Transcat Way. Our employees are at the center of the rewarding, challenging, and life-changing work we do for our customers and those they serve. Are you ready to join a company where the work you do makes a difference, and where you can grow in your career?
Here's what Transcat has to offer :
- Work that matters
- A values-based culture where people care about each other and the work they do together
- Flexibility
- Training and development to accelerate learning and career advancement
- Competitive compensation and benefits, including paid time off, health insurance, tuition reimbursement, retirement, stock purchase plan, and MORE!
- Base compensation is $75,000 - $85,000; plus commission.
Responsibilities
Key Accountabilities and Responsibilities
Customer Retention and Growth
Customer Relationship Management
Customer Experience Enhancement
New Customer Acquisition
Strengthen Lab Relationships
Performance Tracking / Reporting / Communication
Management of Sales Territory
Team Building
Travel
Qualifications
Key Competencies and Required Attributes
Required Qualifications
Bonus Experience
Equal Opportunity and Non-Discrimination
Transcat is an equal-opportunity employer and prohibits discrimination based on any protected status. As required by United States law, all qualified applicants will receive consideration for employment without regard to age, color, disability, genetic predisposition or carrier status, national origin, race, religion, sex (including pregnancy,
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