Business Development Manager, Industrial Distribution

ICP Group • Massachusetts, Massachusetts • 3d ago

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 dynamic and strategic Business Development Manager to spearhead growth within the Industrial Distribution channel. This high-impact role will drive national expansion, deepen distributor relationships, and shape go-to-market strategies across key accounts. The ideal candidate is a results-driven leader with deep expertise in industrial supply chains and a passion for building scalable, performance-based sales programs.

In this role you will be responsible for the following:

Cultivate and expand strategic partnerships with national and regional distributors.

Serve as the primary point of contact for top-tier accounts, understanding their business models and growth drivers.

Influence distributor stocking and promotional decisions through multi-level engagement.

Develop and execute comprehensive sales plans to drive revenue, margin, and market share

Lead joint field initiatives with distributor teams to generate demand and accelerate sell-through.

Maintain accurate sales forecasts and pipeline visibility to meet quarterly and annual targets.

Analyze market trends, pricing strategies, and customer expectations to inform channel strategy.

Collaborate cross-functionally to tailor product offerings and logistics for distributor success.

Launch targeted promotions, incentives, and training programs to boost channel adoption.

Structure and negotiate distribution agreements, rebate programs, and national pricing.

Ensure alignment with profitability goals and compliance through collaboration with legal and finance teams.

Partner with marketing and support teams to deliver impactful training, tools, and collateral.

Resolve escalated issues swiftly, maintaining exceptional service standards across all touchpoints.

Requirements:

Bachelor's degree in Business, Marketing, Supply Chain, or related field; MBA preferred.

5+ years of experience in industrial distribution sales or account management.

Demonstrated success in driving growth within large industrial supply organizations.

Expertise in pricing strategy, logistics, margin optimization, and channel program design.

Exceptional communication, negotiation, and relationship-building skills.

Highly motivated self-starter with a track record of strategic execution.

Willingness to travel nationally up to 50%.

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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