Territory Sales Manager, dealer co-op

About the role

ICP Group is a leading formulator and manufacturer of specialty coatings, adhesives, and sealants serving the construction and industrial end markets. We are seeking a Territory Sales Manager to serve as a Territory Sales Representative in a high-potential market. This role is ideal for a self-motivated individual with a proven track record in sales, responsible for driving growth in Roof, Driveway, and Diversified Coatings through independent retailers representing leading brands.

Responsibilities

• Serve as the main point of contact for direct buying customers and key influencers in the Western U.S. market (WA, OR, CA, NV, UT, ID, MT, CO, WY).
• Create and execute a written business development plan tailored to the industry and markets served.
• Travel extensively within the territory as needed, with overnight travel required up to 50% of the time.
• Train customers through live product demonstrations, remote learning, and educational presentations.
• Review sales reports to identify market sales opportunities and cultivate new business using prospect lists.
• Interact with multi-level business leaders and cross-functional support groups to achieve goals and objectives.
• Participate in customer events, demo days, and trade shows.
• Conduct regular customer follow-ups and sales reviews.
• Manage accounts with A/R support activities, arrange technical support, and develop account plans and project proformas in collaboration with the technical services department.
• Report weekly through the Sales Force CRM online system.

Experience Needed

• 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).
• Success in cold-calling within a territory targeting 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.