Regional Sales Manager, Performance Coatings Distribution

Job Description

Job Description

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. 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 seeking a high-impact Regional Sales Manager to drive growth in our Performance Coatings business across the Western US, with a strong focus on distribution development across both ICP-branded and private label offerings. You’ll expand our footprint in industrial, commercial, aerospace, electrostatic, and high-end residential markets by partnering with distributors, contractors, and key accounts.

We are a fast-paced chemical manufacturer specializing in urethane cement systems, epoxies, polyurethanes, joint sealants, and surface maintenance products.

The ideal candidate will reside in Phoenix, AZ or Southern California covering AZ, NV and CA however this region is also responsible for WA, OR, AK, HI, ID, UT, CO, NM, KS, WY, MT, NE, ND, SD.

Brands Represented

• APS (APF Polymer Surfaces)
• Super-Krete

Key Responsibilities:
Sales & Distribution Growth

• Develop and execute Area Growth Plans to target distributors, contractors, and private label opportunities.
• Lead distribution expansion through strategic partner acquisition, competitive conversions, and brand positioning.
• Negotiate and manage agreements with regional and national distribution partners to maximize profitability and market share.
• Drive national account penetration and strengthen relationships with key decision-makers across multiple channels.
• Proactively source new opportunities through cold calling, networking, and market mapping.

Customer & Partner Engagement

• Deliver compelling product demos and technical training to distributors, architects, and private label partners.
• Conduct strategic business reviews with key accounts to align growth plans and uncover new revenue streams.
• Revitalize inactive distributor relationships and restore them to active sales status.

Strategic & Operational Execution

• Prepare accurate bids, proposals, and pricing strategies from technical specifications and plans.
• Analyze sales data to identify gaps, growth areas, and competitive threats.
• Collaborate with technical service teams to support distributor and end-user needs.
• Maintain disciplined pipeline and activity reporting in Salesforce CRM.

Qualifications & Experience:

• 5+ years of sales experience in high-performance coatings (epoxies, urethane cements, sealers, decorative systems).
• Minimum 3 years of distribution sales experience, including negotiating agreements and managing national accounts.
• Track record of building and scaling distribution networks for both branded and private label programs.
• Strong relationships with contractors, owners, and supply partners.
• Skilled in closing complex deals, managing pricing strategies, and overcoming technical and value objections.
• Excellent presentation, training, and communication skills.
• Self-motivated with the ability to execute independently in a fast-paced, travel-intensive role.
• Proficient in Salesforce and virtual collaboration tools.
• Ability to travel 70% - Territory: AZ, NV, and CA.
• Must possess a valid driver’s license and a clean driving record.

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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