Business Development Manager (USA) - [SAL110B] - Transcat, Inc.

Who we are—

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 employees—in technical, consulting, operational, sales, finance, and corporate roles—we 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!
• Salary + comission + variable comp

The BDM is expected to provide new sales revenue across all services offered by Transcat. Hired candidates are expected to work within their geographical territory and alongside assigned labs to perform outbound selling activities resulting in new sales generation.

• Drive the achievement of company monthly, quarterly, annual sales objectives in:
  • Designated geographic area(s) surrounding assigned service centers
  • ADM accounts with significant growth potential, at risk accounts, others as agreed upon in local markets surrounding Centers of Excellence
  • BDM prospects/accounts in local markets and as assigned outside local markets
• Matrix Management of Calibration Sales Activities in Assigned Geographic Market(s):
  • Achievement of new business calibration sales objectives or quota.
  • Understanding of competition in the marketing place and adapt to changing market conditions to generate new sales.
  • Ability to establish relationship equity for upsell opportunities within key accounts.
  • Increase our organization’s market share and grow our geographical footprint within your territory.
  • Leverage our organization’s service capabilities to drive calibration sales growth objectives and meet customer needs.
  • Work cross-functionally with your operations partners to understand lab capabilities, issues, and lab-identified opportunities.
  • Utilize CRM (Salesforce) for sales opportunity management and pipeline.
  • Heavy outbound prospecting via email and phone to set new business meetings.
  • Develop Territory Business Plan to Address:
    • Establishment and achievement of calibration sales objectives
    • Competitive situation and general market conditions
    • Key account business plans
    • Measurement & growth of Transcat calibration market share
    • Coordination of local market sales activities w/ADMs, CSMs & SAMs
    • Leveraging all Transcat service capabilities to drive Transcat’s calibration sales growth objectives and customer needs.
  • Schedule meetings with customers
  • Develop meeting agendas
  • Publish notes/action items
    • Follow up on all assigned action items
      • Involve management/lab personnel as per Approval Matrix
    • Schedule meetings with customers
  • Create and execute Signed Agreements/MSAs with all new customers following the Approval Matrix
  • Lab relationships
    • Maintain regular communication with lab managers in order to understand capabilities, issues, and lab-identified opportunities
    • Bring in and work alongside lab management for all new opportunities. Follow the Approval Matrix with appropriate Operation Partners.
  • Reporting/Communication
    • Daily:
      • Email/phone as needed to appropriate Transcat personnel or customers to address short term events/activities as needed. This includes up, down, and across Transcat & customer reporting matrix.
      • Record and update activities and perform hygiene on SFDC database as appropriate
    • Weekly:
      • Weekly conference calls with supervisor to review key open opportunities, current market environments, new programs, procedural changes, policy updates, etc.
• Model the companies values to influence others to perform in an aligned manner
• Other duties as assigned

Travel Requirements

• Daily or weekly travel within the regional territory is expected to handle meetings with prospective customer offices/facilities for the purpose of generating new business.
• Periodic site visits with technical staff may be required to visit customer facilities to develop plans to execute contracts, review capabilities, and determine appropriate pricing and asset needs to perform services.
• Visits to customer sites will be required to review scope of work
• Infrequent national travel outside the region may be needed for company-wide initiatives and meetings

Required Knowledge, Skills, and Abilities

• Highly developed sales skills with particular emphasis on the generation of thorough and accurate customer needs assessments, solution development, and gaining/maintaining customer commitment.
• Strong negotiating skills.
• Ability to sell to multiple levels and constituencies in a client organization.
• Ability to develop and implement comprehensive territory sales plans with clearly defined objectives, strategies, and tactics.

Education and Experience

• Bachelor’s degree or equivalent.
• Minimum of 2 years of business-to-business service sales experience, preferably in an industrial environment requiring some technical aptitude.
• Experience in working with compliance requirements of quality systems.
• Calibration service sales preferred but not mandatory.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit or stand, talk, hear, use hands to keyboard and use a computer.   The employee is occasionally required to use hands to reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  The noise level in the work environment is usually moderate.

Equal Opportunity and Non-Discrimination

Transcat is an equal-opportunity employer and prohibits discrimination on the basis of any protected status.  All qualified applicants will receive consideration for employment without regard to age, color, creed, disability, domestic violence victim status, gender identity, genetic predisposition or carrier status, marital status, national origin, pregnancy, race, religion, sex, sexual orientation, status as a protected veteran or as a member of any other protected group or activity.

We will make reasonable accommodations for personnel with disabilities to enable them to perform the essential functions of this position unless to do so poses an undue hardship on the company or a direct threat to health and safety.