Director of Business Development, OEM & Strategic Accounts in Charlotte, North Carolina at ICP Group

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 ICP Group is seeking a Director of Business Development for OEM & Strategic Accounts. This role leads a team of business development professionals (four) while personally driving high-impact opportunities.

This role has specific focus on OEM customers who embed ICP products into their systems, applications, or manufactured goods. The ideal candidate combines technical and market knowledge, disciplined execution, and strong leadership to build a scalable business development engine. This is a player-coach role, with approximately 50–60% of time dedicated to new business development.

This position can be remote; needs to be located in the eastern time zone (EST) as well as close to a major airport

Key Responsibilities:

Team Leadership & Management

• Lead and develop a high-performing business development team, driving accountability, rigor, and results (4 employees)
• Establish disciplined operating rhythms (pipeline reviews, forecasting, performance management)
• Recruit, coach, and retain top commercial talent

Business Development & Account Acquisition

• Drive a proactive strategy to identify and secure new OEMs
• Build and convert a robust pipeline from prospecting through commercialization
• Personally engage with senior stakeholders to accelerate key opportunities
• Lead complex deal cycles including technical validation, product integration, and negotiation

OEM & Strategic Account Strategy

• Develop market-specific growth strategies across ICP’s core segments
• Drive specification and integration of ICP products into customer systems and offerings
• Structure go-to-market partnerships with accounts that bundle or resell ICP products
• Expand existing accounts through additional applications and cross-sell opportunities

Cross-Functional & Commercial Execution

• Partner with R&D, Product, Marketing, and Operations to align solutions with customer needs
• Ensuring new business is scalable, serviceable, and profitable
• Own pipeline, forecasting, and revenue performance; negotiating agreements aligned with margin targets
• Provide market intelligence and strategic insights to executive leadership

Experience and Requirements:

• Bachelor’s degree required (technical or business discipline preferred); MBA a plus

• 10+ years of B2B sales or business development experience
• 3–5+ years leading high-performing commercial teams
• Proven success developing OEM, specification-driven, or strategic account partnerships
• Experience in coatings, chemicals, or building materials preferred
• Demonstrated success navigating long, technical sales cycles

• Strong commercial and strategic acumen
• Consultative, solution-based selling capability
• Executive-level communication and negotiation skills
• Strong pipeline management discipline (CRM proficiency)
• Ability to lead cross-functionally and manage complexity
• Willingness to travel 30+%

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.