Service Segment Manager

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 range is $150,000 - $200,000

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. 

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

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

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.

#LI-Remote