Director of Business Development, OEM & Strategic Accounts

ICP Group is a leading formulator and manufacturer of specialty coatings, adhesives, and sealants serving various end markets. They are seeking a Director of Business Development for OEM & Strategic Accounts to lead a team and drive new business opportunities while developing strategies for OEM customers.

Responsibilities:

• 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
• 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
• 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
• 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

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
• 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+%
• Experience in coatings, chemicals, or building materials preferred