Territory Sales Manager, dealer co-op

Innovative Chemical Products Group (ICP Group) is a leading formulator and manufacturer of specialty coatings, adhesives, and sealants serving the construction and industrial end markets. ICP Group is comprised of leading brands known for innovation, quality, and performance. Founded in 2015 and supported by a lean corporate team, ICP Group has scaled rapidly through organic and acquisition growth into one of the largest coatings, adhesives, and sealants companies in North America. Headquartered in Andover, MA, ICP Group operates manufacturing and distribution sites throughout North America, Latin America, the UK, Europe, and the Asia Pacific region.

About the role

We are looking for a Territory Sales Manager to serve as a territory sales representative in a high-potential market. This self-motivated individual will have sales responsibility for our Roof, Driveway, and Diversified Coatings through independent retailers representing leading brands. Working with our distributor partners, you will increase sales and add new locations within the defined territory. You will prospect and develop commercial sales, primarily calling on decision-makers who influence product selection or purchase of product assortments in their store locations.

Responsibilities

• Serve as the main point of contact for direct buying customers and key influencers in the Midwest market (IN, OH, KY, MI, IL, WI, MN, IA, MO, KS, NE, SD, ND).
• Create and work from a written business development plan for the industry and markets you service.
• Travel the extent of the territory as needed, with overnight travel up to 50% of the time.
• Train customers through live product demonstrations, remote learning, and education presentations.
• Review sales reports to identify market sales opportunities.
• Cultivate new business using prospect lists.
• Interact with multi-level business leaders and cross-functional support groups to accomplish goals and objectives.
• Work customer events, demo days, and trade shows.
• Perform regular customer follow-up and sales reviews.
• Manage accounts, including A/R support activity, arranging technical support, account planning, project proformas, and product application with the technical services department.
• Report weekly through our Sales Force CRM online system.

Requirements

• Proven sales track record with new business generation.
• Exceptional verbal, presentation, and training skills.
• Ability to work independently with new and existing clients to overcome typical sales objections (e.g., price, application knowledge).
• Cold-calling success within a territory on independent dealers, regional chains, and buying group members.
• Experience within architectural/technical coatings and building materials preferred.
• Read/write experience in all aspects of a project specification process preferred.