Strategic Account Manager

🔥 12 hours ago

🇺🇸 United States – Remote

💵 $105k - $125k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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Transcat

WebsiteLinkedInAll Job Openings

501 - 1000 employees

💼 Consulting

🍽️ Food & Beverage

📦 Logistics

Consulting • Food & Beverage • Logistics

Transcat is an industry leader in providing fast, quality, and accredited calibration services, with laboratory locations across North America. They offer a comprehensive range of test and measurement equipment, both new and refurbished, along with calibration and validation services that ensure instruments are ready for immediate use. Transcat is recognized for their commitment to quality and customer trust, serving various sectors including life sciences, manufacturing, and government.

📋 Description

• Build and execute focused territory and target-account strategies • Generate net-new enterprise opportunities through executive outreach, referrals, industry networks, strategic events, targeted campaigns, and multi-channel prospecting • Create access within accounts where Transcat has limited or no relationship • Qualify opportunities based on customer need, business impact, decision process, competitive position, solution fit, revenue potential, margin, and probability of success • Maintain qualified pipeline coverage for new-business, growth, and strategic-logo objectives • Establish credibility with senior executives and leaders across quality, engineering, operations, procurement, supply chain, finance, facilities, and other functions • Lead discovery conversations connecting customer priorities to measurable business outcomes • Develop executive-level points of view, value hypotheses, business cases, presentations, and proposals • Navigate complex stakeholder groups and build relationships across economic buyers, executive sponsors, technical validators, procurement, and end users • Lead executive briefings, capability discussions, strategic workshops, business reviews, and partnership conversations • Create account plans, relationship maps, whitespace analyses, competitive assessments, and pursuit strategies • Expand share of wallet by introducing Transcat capabilities across its service portfolio • Pursue enterprise agreements, multi-site programs, national contracts, requests for proposal, renewals, and strategic partnerships • Lead complex opportunities from qualification through solution development, proposal, negotiation, contract award, and structured handoff • Coordinate operations, technical experts, program management, marketing, finance, legal, quality, and leadership • Develop commercial strategies covering scope, pricing, margin, terms, implementation risk, customer commitments, and competitive positioning • Maintain opportunity stages, values, close dates, next steps, risks, contacts, and forecasts in Salesforce and related systems • Provide executive reporting on pipeline quality, pursuit strategy, customer engagement, forecast, risks, and support required • Monitor customer, industry, competitor, and market trends and convert insights into target lists and value propositions • Represent Transcat at customer locations, industry events, trade shows, conferences, and professional networks • Partner with sales, program management, customer experience, operations, technical teams, and specialty-market leaders • Share repeatable practices, market intelligence, and customer insights • Perform other duties and lead special projects as assigned

🎯 Requirements

• Demonstrated enterprise sales and business development capability with a strong record of creating opportunities, winning net-new customers, and expanding complex accounts • Executive presence and ability to communicate with senior leaders in concise, credible, business-oriented terms • Advanced discovery, consultative selling, account planning, stakeholder mapping, negotiation, presentation, and closing skills • Ability to articulate value in terms of business risk, operational performance, compliance, productivity, and financial impact • Commercial and financial acumen, including pipeline management, forecasting, pricing, gross margin, contract economics, and return-on-investment concepts • Ability to understand complex technical and operational environments and translate capabilities into enterprise value propositions • Persistence, curiosity, self-direction, sound judgment, and comfort operating in ambiguity and through long, complex sales cycles • Ability to lead through influence across functions, locations, and organizational levels • Strong written communication, presentation development, organization, prioritization, and CRM discipline • Proficiency with Salesforce, Microsoft 365, virtual collaboration tools, and business reporting platforms • Bachelor's degree in business, engineering, science, or a related discipline required; a combination of education and directly relevant experience may be considered • Seven or more years of progressive experience in enterprise sales, strategic business development, national accounts, technical services, or a related field • Demonstrated success winning complex, multi-site, enterprise, or national business and engaging senior executives throughout the sales process • Experience selling services, solutions, or programs into regulated, quality-driven, technical, or operationally complex environments is strongly preferred • Experience in calibration, metrology, life sciences, aerospace and defense, industrial services, energy, manufacturing, biomedical, asset management, reliability, or compliance is preferred • Ability to work for extended periods using a computer and standard office equipment • Ability to communicate effectively in person and through virtual, written, and telephone channels • Ability to travel by automobile and commercial transportation and work at customer and Transcat locations as business needs require • Ability to occasionally move through office, laboratory, manufacturing, and customer environments while complying with applicable safety and access requirements

🏖️ Benefits

• 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 • Paid time off • Health insurance • Tuition reimbursement • Retirement • Stock purchase plan • Commission

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