Manager, US Field Sales (West)

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!
• Base pay range is $110-135K plus commission. 

Position Summary

To drive our organic growth strategy, Transcat is adding to its sales team four Regional Sales leaders, who are ready to transform the way we do business with our current customers and the way we attract new customers.  Our Regional Sales leaders will have a collaborative, competitive, customer-centric, growth mindset and play a crucial role in driving sustainable revenue growth within three designated regions.

With this transformational change comes a need for leaders who are positive and passionate about the sales growth that can come from regional customer and business knowledge, a commitment to customer service and intimacy, and building, supporting and providing guidance to a sales team driven to exceed customer expectations and sales goals.

These individuals will be responsible for developing and executing sales strategies—and leading teams that are doing so—to retain existing lab-based customers, identify and pursue new revenue opportunities within existing accounts, and attract and secure new regional customers across our portfolio of Service channels, to achieve and surpass our organic growth goals.

Each Regional Manager will manage one to two Business Development Managers (BDMs) and one to two Account Development Managers (ADMs) in each assigned lab.  The teams will collaborate with Operations, including with each lab’s Service Manager and Customer Service Representative(s).  Regardless of region, this position involves aligning sales goals with business objectives, nurturing client relationships, enhancing customer intimacy, leveraging technology to enrich the customer experience, and executing strategic initiatives to expand revenue with existing customers and add new customers to each lab’s customer base, across our Service channels.

The ideal candidate will be a seasoned sales leader with a track record of:

• Fostering a culture of collaboration, innovation, and excellence within sales teams
• Developing and expanding mutually beneficial customer relationships, including through face-to-face relationship building
• Understanding their customers’ experiences and needs and tailoring their approach to each customer to exceed their expectations
• Creating loyalty and trust with customers
• Driving sales growth with current customers
• Identifying and attracting new customers based upon our value proposition, customer service standards, and Service channels
• Exceeding revenue targets

The candidates selected for these positions will model the Company’s values to influence others to perform in an aligned manner and will be committed to improving employees’ performance and supporting their career progression.  This position will report to Senior Director, Global Business Development.

Accountabilities and Essential Key Responsibilities

Customer Retention and Growth

• Deep understanding of the Transcat customer and customer experience
• Build and maintain strong, long-term relationships with existing customers
• Proactively identify and address customer needs across the Transcat Service channels
• Develop and implement customer retention and loyalty strategies
• Conduct regular meetings with customers to understand their needs, pain points, and satisfaction levels with the current offerings, enabling Transcat to make informed decisions about product/service adjustments and proposals

New Customer Acquisition

• Understand each lab’s regional competitive landscape (strengths, weaknesses, benefits), analyze market trends and competitive activity to identify new opportunities
• Develop and adjust sales strategies to best position Transcat’s portfolio of Service offerings in each lab’s region
• Develop and implement strategies to attract new customers
• Identify and pursue new market opportunities, customer segments, and Service channels

Revenue Growth

• Identify and pursue new revenue opportunities within existing accounts through upselling, cross-selling, and strategic account planning
• Develop and execute account plans to maximize revenue potential within each key account
• Collaborate with cross-functional teams to develop and deliver compelling value propositions to customers

Sales Forecasting and Reporting

• Accurately forecast and track sales performance against established targets
• Prepare regular sales reports and presentations for management and leadership

Territory Management

• Develop and maintain a deep understanding of the regional market and competitive landscape
• Effectively manage and prioritize sales activities within the assigned territory
• Travel within the region as needed to meet with new and prospective customers and build relationships

Team Leadership and Development

• Lead, manage, and mentor BDM and ADMs to drive customer intimacy, ease of doing business, and sales growth
• Develop and maintain positive, productive, and collaborative relationships with Service Managers in the region to enhance customer service, grow revenue from current customers, and persuade new customers to work the Transcat
• Coach and guide lab-based Customer Service Representatives (CSR) from Operations
• Contribute to the development and implementation of sales training programs

Travel

• Regular travel within region required
• Less frequent national travel outside the region may be needed for company-wide initiatives and meetings

Model the Company’s values to influence others to perform in an aligned manner.

Ensure training and development plans are in place and communicated to employees to drive performance improvement and career progression.

Complete and deliver accurate, thorough, and prescriptive employee performance reviews on the required timeline. 

Other duties as assigned

Key Competencies and Attributes

• Ability to develop A players
• Ability to work independently and as part of a team
• Adaptability, persistence, and resilience in a dynamic market
• Analytical and problem-solving skills
• Business acumen and sales forecasting
• Communication (including presentation and interpersonal skills)
• Creativity/innovation
• Driven to create a measurable, sustainable, competitive advantage
• Negotiation and closing skills
• Passion for exceeding expectations
• Proactivity
• Strategic thinking and visioning

Education and Experience

• Bachelor's degree in Business Administration, Marketing or a related field preferred
• 5+ years of successful experience in a sales role, preferably in a B2B environment
• Proven track record of:
  • Providing an exceptional customer experience
  • Attracting new customers
  • Driving sales
  • Exceeding sales targets and achieving revenue growth
  • Retaining and growing existing accounts
• Proficiency in CRM systems (e.g., Salesforce) and other sales tools
• Successful application of Miller Heiman Strategic Selling and Large Account Management Training or similar strategic sales model.

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 stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl. The employee is occasionally required to sit and talk or hear. Specific vision abilities required by this job include close vision, color vision and ability to adjust focus.

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 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, sexual orientation, and gender identity), status as a protected veteran, or as a member of any other protected group or activity under federal, state, and local law.

We will make reasonable accommodations for employees with disabilities to enable them to perform the essential functions of their position unless doing so poses an undue hardship to the company or a direct threat to health or safety.

Contingencies

All offers of employment are contingent upon successfully completing all pre-employment requirements, which include verification of identity and employment eligibility, and when applicable, a motor vehicle driving record report.

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