Transcat, Inc

Service Segment Manager

Transcat, Inc • $150K — $200K *
US-AnywhereRemote in United States
Technical Services
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree in business or related field
  • 5+ years of successful experience in the service industry
  • Category strategy development expertise
  • Strong pricing strategy and value-based selling skills
  • Proficient in market and competitive analysis
  • Adept at stakeholder management and influence
  • Knowledge of service delivery models in technical environments

Responsibilities

  • Develop and execute a three- to five-year category strategy
  • Identify target segments and define customer value propositions
  • Analyze market trends and competitor positioning
  • Lead initiatives for service differentiation and compliance assurance
  • Strategically optimize category performance and profitability
  • Design and implement pricing strategies to maximize profitability
  • Collaborate across teams to ensure alignment and drive growth

Benefits

  • Remote work flexibility
  • Opportunity for strategic influence across diverse teams
  • Exposure to various functions including Sales, Operations, and Marketing
  • Collaborative work environment fostering innovation and efficiency
  • Travel opportunities to the company's headquarters for key meetings
Full Job Description
Overview

The Service Segment Director is responsible for owning the commercial and strategic performance of defined calibration services categories. This role drives revenue growth, profitability, and market differentiation through strategy development, pricing leadership, service portfolio optimization, and cross-functional influence. The scope of this role requires strong collaboration and influence across Sales, Operations, Finance, Marketing, Quality, and Technology to deliver category outcomes. This role is remote with travel to our Rochester headquarters location required.

Responsibilities

Key Responsibilities
1. Category Strategy and Market Leadership
  • Develop and execute a three-five year category strategy aligned with company growth objectives
  • Define target segments (e.g., biomedical, CBLs, data/AI, flow, GSE, and pipettes) and customer value propositions
  • Analyze market trends, regulatory requirements, and competitor positioning
  • Identify and prioritize growth and margin growth opportunities (e.g., new services, geographic expansion)
  • Lead service differentiation initiatives (e.g., turnaround time, compliance assurance, value-added analytics)

2. P&L Influence & Strategy
  • Strategically optimize category performance and profitability by steering revenue mix, gross margin expansion, and cost-to-serve improvements.
  • Design and implement pricing strategies, including discounting guardrails and contract structures to maximize deal profitability.
  • Champion pricing discipline across sales teams to ensure alignment with organizational margin targets.
3. Service Portfolio Management
  • Define and continuously optimize the calibration and solutions service portfolio
  • Rationalize low-margin or low-demand offerings
  • Develop bundled service offerings and subscription models
  • Introduce new services based on customer needs, industry standards, or technology advancements
  • Ensure alignment with operational capabilities and quality requirements

4. Cross-Functional Collaboration and Influence
  • Partner with Sales to enable growth and margin improvement across the service portfolio through training, tools, process discipline, and value messaging
  • Work with Operations/Labs to align capacity, turnaround times, and cost structures
  • Collaborate with Quality/Compliance to ensure adherence to accreditation and regulatory standards
  • Engage Marketing to develop targeted campaigns and thought leadership
  • Coordinate with Distribution and Rentals for equipment, standards, and vendor optimization
  • Partner with IT to ensure technology infrastructure and software assets strategically support overarching business objectives.
  • Influence senior stakeholders to drive alignment on priorities, investments, and trade-offs
5. Customer and Commercial Excellence
  • Act as the voice of the customer
  • Support key account strategy and large/strategic deal structuring
  • Develop standardized proposals, pricing frameworks, and service level agreements (SLAs)
  • Drive customer retention and expansion through improved service value


Qualifications

Essential Skills and Competencies
Strategic and Commercial
  • Category strategy development
  • Pricing strategy and value-based selling
  • Market and competitive analysis
Leadership
  • Strong influencing and stakeholder management skills
  • Ability to drive alignment across diverse teams without direct reporting lines
  • Adept at translating complex strategies into clear, persuasive visual and verbal narratives for top-tier stakeholders
Analytical
  • Data-driven decision making
  • Financial modeling and business case development
Operational Understanding
  • Knowledge of service delivery models and cost structures in technical service environments
Strategic Attributes
  • Adaptable and resilient: Thrives in complex, matrixed environments
  • Analytical and decisive: Uses data to make informed, timely decisions
  • Commercially driven: Relentless focus on growth and profitability
  • Continuous improvement mindset: Seeks efficiency, innovation, and differentiation
  • Customer-centric: Deep understanding of customer needs and value drivers
  • Enterprise thinker: Balances category optimization with broader company objectives
  • Highly collaborative: Builds trust and alignment across functions
  • Influential leader: Drives outcomes with and without formal authority

Required Qualifications

  • Bachelor's degree in business or a related field
  • 5+ years of successful experience in service industry

Bonus Experience

  • Experience in a related industry (e.g., test equipment, distribution, calibration)
  • Experience with strategic sourcing
  • Leadership experience


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About Transcat, Inc

Transcat, Inc. is a provider of calibration and laboratory instrument services and a distributor of professional grade test, measurement and control instrumentation. The Company conducts its business through two segments: service (Service) and distribution (Distribution). Through the Service segment, the Company offers calibration, repair, inspection, analytical qualifications, preventative maintenance and other related services, a majority of which are processed through its asset management system, CalTrak (CalTrak). Through the Distribution segment, the Company markets, sells and rents national brand instruments to customers around the globe. The Company is focused on providing its services and products to the life science industries, which include pharmaceutical, biotechnology, medical device manufacturing and other Federal Drug Administration-regulated businesses; food and beverage, and other industries.
Learn more about Transcat, Inc
Size
918 employees
Market Cap
$540 million
Industry
Manufacturing & Automotive
Net Income
$7 million
5 Year Trend
+7.3%
Revenue
$170.3 million
NASDAQ
TRNS
* Ladders Estimates

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