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 market 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. ICP Group is headquartered in Andover, MA and has manufacturing and distribution sites throughout North America, Latin America, UK, Europe and the Asia Pacific region. ICP Group is looking to identify a Regional Sales Manager for our Performance Coatings business. The ideal candidate will have Business development and be a sales professional with 5+ years of experience with high performance coating systems (epoxies, polyurethanes, polyurea, polyaspartics and sealers, urethane cement systems, decorative concrete and resinous flooring systems). The markets include, and are not limited to, industrial, commercial and high-end residential, aerospace, food & beverage, electrostatic flooring market spaces. The business segments include medium to large contractors, industrial projects development, distribution development, private label and architectural/commercial specification building. Role will include generating sales quotes, working up estimates and creating presentation to potential contractors, owners and decision makers. Candidates will be expected to support and create new business, grow sales of the current customer base. Business development will be driven through weekly Sales Force execution, electronic and phone communication, as well as in-person field visits. This is a great opportunity to join a fast-paced chemical manufacturer that designs, distributes, and produces high-tech urethane cements systems, epoxies, urethanes, joint sealants and maintenance products for the natural stone, masonry, cementitious surfaces in the commercial and industrial flooring markets. The brands responsible are APS (APF Polymer Surfaces) and Super-Krete. You will engage and drive coatings contractors to market distribution partners by engaging contractors to purchase through distribution, prospect and develop commercial and industrial sales. Additional responsibilities will be converting competitive specifications to the branded products, develop relationships with general contractors. The role also includes developing installation contractors, architects, distributors, dealers, wholesale supply and private label customers to generate new sales growth channels. The management of accounts will include A/R support activity and arrange technical support for the installation or application of products working with the technical services department. You will be required to establish and maintain a regular call visit cycle and report daily through our Sales Force CRM on-line system. Creating a sales plan and executing strategic deployment initiatives. Territory: Arizona (Tucson, Lake Havasu, Yuma), Neveda, Utah, Colorado REMOTE SUPPORT: Alaska, Hawaii, International Candidate Preferred location: Arizona / Las Vegas (Nevada) Responsibilities :
Review, adjust current or create new AGP (Area Growth Plan) for market, creating tactical market map for customers, competitors and opportunities
Establish a customer database pipeline for contractor, private label and distribution development
Training of customers will be performed by in person, with live product demonstrations, remote learning, and education presentations
Identify new business opportunities and secure them; while working with all cross-functional teams i.e. purchasing managers, buyers, owners and appropriate decision-makers
Review of sales and lead generation reports to identify market, product and sales opportunities
Weekly reporting of sales activity types
Weekly follow-up with lead generation opportunities both by phone, email and/or in person
Utilization of industry specifications, construction notifications and plans to create bid projects pipeline
Obtain competitive pricing or value information for submitting quotes
Manage area SG&A travel expenses and submit bi-weekly expense reports
Interact with multi-level business leaders and cross-functional support groups to accomplish goals and objectives
Customer follow-up, in-person visits to top 10 customers minimally twice per year, and 360 sales reviews will be performed regularly with all customers
Research, development of former and no-sale customers re-start purchasing cycles
Proven sales track record in resinous flooring, urethane cement, moisture mitigation and decorative concrete installation markets
Exceptional verbal, presentation, and training skills
Ability to work independently to overcome pricing objections and concessions
Cold-calling success with large nationwide as well as small business in construction market
Experience needed
5+ years of experience with high performance coating systems (epoxies, polyurethanes, polyurea, polyaspartics and sealers, urethane cement systems).
Proven sales in closing commercial, industrial, and residential projects
Engaging with General Contractors, Owners, and Decision-Makers to optimize high performance systems
Design high performance flooring systems
Searching for projects and lead generation opportunities to drive volume
Exceptional verbal, presentation, and training skills.
Ability to work independently with new and existing clients to overcome typical sales objections (i.e. – price, application knowledge etc.).
Cold-calling success within a territory to both large nationwide clients as well as small businesses in construction and installation markets
Road Warrier with 70% travel in multi-state and major cities inside of territory
ICP Group is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Applicants will receive fair and impartial consideration without regard to race, sex, color, national origin, age, disability, veteran status, genetic data, or religion or other legally protected status.
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