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Regional Sales Manager, Performance Coatings
2 months ago
ICP Group is looking to identify a Regional Sales Manager for our Performance Coatings business.
AREA FOCUS: Minnesota, Wisconsin, Michigan*,Iowa, Illinois, Missouri, Kansas, Colorado
REMOTE SUPPORT: Montana, Wyoming, North Dakota, South Dakota, Nebraska
TRAVEL: 70% (Key Markets: Chicago, IL, Michigan, Missouri, Iowa)
Business development and 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. Task will include, and limited to, generating sales quotes, working up estimates and creating presentations 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, Teams meetings and phone communication, as well as in-person field visits. Execute book of business to onboard to ICP branded products. 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), Super-Krete and Rock-Tred.
You will engage and drive coatings contractors to brand channel, prospect and develop commercial and industrial sales. Additional responsibilities will be converting competitive sales and specifications to the APF Polymer Surfaces and Super-Krete branded products, develop relationships with general contractors, and process lead generation opportunities. The role also includes the development and training of new contractors, architects, dealers, wholesale supply (distribution) and private label customers to generate new sales growth channels. *The role includes co-managing a large master distribution partner for one of our brands with Technical Service Manager. 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/weekly through our Sales Force CRM on-line system. Creating a sales plan, operating an area growth plan and executing strategic deployment initiatives.
Included, but not limited to the following:
- 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
Thorough product, on-boarding and company training will be provided. Also, innovative sales training, marketing materials and samples will be issued.
Additional Qualifications
Travel will be 70% of time spent in the area. It will include major cities inside of the area in key markets and target customers.
Experience needed
- 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
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.
