National Account Director, Roofing and Waterproofing

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 is seeking an executive level sales manager responsible for overseeing select, high-profile strategic accounts in its professional roofing distribution market segment. This position will report to the EVP of our Roofing & Driveway business unit and is viewed as a senior level position within the ICP commercial team structure. The National Account Director responsibilities include developing customer relationships, growth strategies, tactics and action plans. The ability to communicate with internal and customer facing cross functional departments is essential to maximize revenue and geographic expansion growth initiatives.

This position is remote if near a major airport – 75% travel.

In this role you will be responsible for the following:

• Complete strategic account understanding that outline’s organizational structure, company profile and mission statement.
• Understanding of account structure and decision-making process.
• Development of account relationship power-map outlining key decision makers with relationship status and improvement plan.
• Development & execution of growth opportunity roadmaps and strategies.
• Call cycle and follow-up cadence scheduling; Quarterly and annual reviews.
• Identify opportunities to improve overall customer satisfaction.
• Establishment of efficient communication channels and liaising between key customers, internal departments and commercial teams.
• Maintaining assigned key accounts and providing ongoing customer support.
• Communicating with key customers to monitor customer expectations and satisfaction.
• Monitoring sales performance and metrics and facilitating timely interventions.
• Partnering with internal Regional Sales Directors building strategy and alignment.
• Performing weekly customer updates, as well as preparing sales forecasts and reports.
  
  

Requirements

• Bachelor’s degree in business management, Marketing or related field.
• Experience with National Account Management (Distributors) within the Roofing & Waterproofing industry.
• Proficiency in Salesforce, Tableau, Power BI, Excel and PowerPoint.
• In-depth knowledge of client relationship management strategies.
• Proven sales executive experience, meeting or exceeding targets.
• Previous experience as a sales executive, sales manager or sales & marketing director.
• Ability to communicate, present and influence all levels of the organization, including executive and C-level.
• Proven ability to drive the sales process from plan to close.
• Proven ability to articulate the distinct aspects of products and services.
• Proven ability to position products against competitors.
• Excellent listening, contract negotiation and presentation skills.
• Excellent verbal and written communication skills.
• Organizational and time management skills.
• Ability to travel 75%
  
  

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.