National Account Manager; Dealer Co-op

ICP Group • Massachusetts, Massachusetts • 5d 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 National Account Manager to lead growth and partnership development within key Dealer/Co-op accounts within the Independent Channel. This high-impact role will drive national expansion, deepen relationships with cooperative buying organizations, and shape go-to-market strategies across these critical channels. The ideal candidate is a results-driven leader with deep expertise in retail hardware distribution and a passion for building scalable, performance-based sales programs.

As a National Account Manager - Dealer/Co-op Accounts, you will be responsible for managing and growing ICP's business within major co-op and dealer networks. You will develop strong relationships with corporate teams and member stores, drive sales growth, and deliver value-added solutions that expand ICP's product presence across the channel. You'll manage a portfolio of national accounts, identify new opportunities, and serve as a trusted advisor to both corporate stakeholders and field-level partners.

In this role you will be responsible for the following:

Cultivate and expand strategic partnerships with Distributors and Co-op's in the Independent Channel.

Serve as the primary point of contact for national account headquarters, understanding their structure, merchandising strategy, and growth initiatives.

Develop and strengthen relationships with co-op merchants, category managers, and field teams, as well as key independent dealers.

Influence assortment decisions, SKU rationalization, and promotional programs through multi-level engagement.

Develop and execute joint business plans to drive revenue, margin, and market share within each account.

Lead field engagement initiatives with co-op territories and dealer networks to increase sell-through and brand adoption.

Manage line reviews, product launches, and onboarding processes within each organization.

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

Analyze POS data, market trends, and competitive activity to inform account strategy and growth plans.

Collaborate cross-functionally to align product assortment, packaging, and logistics with co-op requirements.

Design and execute targeted promotions, rebate programs, and dealer incentives to drive participation and sales.

Negotiate pricing agreements, program structures, and terms aligned with national account expectations.

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

Partner with marketing and training teams to deliver impactful programs, merchandising tools, and education for dealers.

Resolve escalated issues efficiently, maintaining strong relationships and high service standards across all touchpoints.

Requirements:

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

5+ years of experience in national account management, preferably within hardware, building materials, or retail distribution.

Direct experience working with Distributors and Co-op's in the Independent Channel, or similar networks strongly preferred.

Demonstrated success managing large, complex accounts and driving growth within retail or co-op channels.

Strong understanding of merchandising, pricing strategy, channel programs, and retail logistics.

Exceptional communication, negotiation, and relationship-building skills across corporate and field levels.

Highly motivated self-starter with strong strategic and execution capabilities.

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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