National Account Sales Manager

Polycor Brand; Bloomington (IN); Remote; USD 120,000 - 180,000; Full time

Job summary

Polycor is seeking a National Account Sales Manager to develop, manage, and grow its largest national and strategic regional accounts across hardscape, masonry, landscape supply, and outdoor living channels. You will own executive-level relationships, account strategy, and commercial programs, translating corporate agreements into consistent regional execution through Polycor’s field sales organization.

This role requires leadership in cross-functional collaboration, expanding product

Qualifications

• Executive-level selling experience with national or strategic accounts.
• Proven ability to build executive relationships and negotiate programs.
• Strong strategic account planning and cross-functional alignment.

Responsibilities

• Own account strategy with multi-year plans for revenue, margin, and growth.
• Lead executive relationships with C-suite and operations leaders.
• Drive field execution by translating national agreements into regional priorities.

Skills

Executive-level selling

Relationship building

Negotiation

Strategic account planning

Job description

National Account Sales Manager – Polycor / Indiana Limestone

Location: United States / Remote with extensive travel Business: Polycor / Indiana Limestone Reports To: VP Sales / CEO Travel: Significant national travel required

Position Summary

The National Account Sales Manager – Polycor / Indiana Limestone develops, manages, and grows the company’s largest national and strategic regional accounts across the hardscape, masonry, landscape supply, and outdoor-living channels. This role owns executive-level relationships, account strategy, commercial programs, and new-business development while translating corporate agreements into consistent regional and local execution through Polycor’s field sales organization.

Key Responsibilities

• Own account strategy: Build annual and multi-year plans with sales, volume, margin, product, penetration, and growth objectives.
• Lead executive relationships: Engage C-suite, purchasing, merchandising, category, and operations leaders; conduct strategic reviews and position Polycor as a preferred supplier.
• Drive field execution: Convert national agreements into clear regional and branch-level priorities, messaging, pricing, merchandising, and sales actions.
• Develop new business: Prioritize national and large regional prospects, map decision makers, build value propositions, and manage opportunities from first contact through launch and expansion.
• Expand categories and products: Identify opportunities for new products, assortments, displays, stocking programs, private programs, and broader geographic distribution.
• Manage commercial performance: Lead pricing, volume, rebate, profitability, and annual agreement discussions while supporting margin and supply‑chain objectives.
• Coordinate internally: Align field sales, customer service, operations, supply chain, finance, marketing, and leadership around forecasts, commitments, risks, and issue resolution.

What Makes This Role Different

• Corporate: Establish executive alignment, negotiate programs, and define the account strategy.
• Regional: Translate strategy into regional objectives, assortments, and initiatives.
• Local: Equip field representatives to drive branch adoption and revenue. The role influences execution without owning every local interaction.

National Account Prospecting

• Maintain a prioritized National Account Target List based on revenue potential, footprint, product fit, and strategic value.
• Map executive and category decision makers and establish a defined outreach cadence.
• Convert qualified prospects into active opportunities, proposals, and new strategic accounts.
• Track acquisitions, expansions, and emerging regional distributors that create growth opportunities.
• Measure executive contacts, qualified pipeline, proposals, new accounts, and associated revenue potential.

Key Performance Indicators (KPIs)

KPI

Measurement

Revenue & Growth

Sales versus target and year-over-year growth

Share of wallet and active regions/locations

Program Adoption

National initiatives implemented regionally and locally

New Accounts

National and large regional accounts secured

Qualified opportunity value, coverage, and conversion

Executive Engagement

Executive meetings and strategic business reviews

Account Expansion

New products, categories, regions, or branches added

Execution & Forecasting

Local implementation, forecast accuracy, and retention

Success Profile

• Executive-level selling, relationship building, negotiation, and strategic account planning.
• Ability to navigate complex national organizations and influence without direct authority.
• Proven success developing national or regional business from a cold start.
• Strong commercial judgment with focus on revenue, margin, forecasting, and accountability.
• Knowledge of hardscape, masonry, landscape, outdoor-living, and distribution channels.
• Ability to align cross-functional teams and turn corporate strategy into measurable local results.

Primary Objective

Build Polycor and Indiana Limestone into strategic, preferred suppliers within the country's largest hardscape, masonry, landscape supply, and outdoor-living distribution networks—while creating a repeatable top-down account strategy that converts corporate relationships into regional and local sales.

Note:Any experience deemed equivalent will be considered. Please note that the Polycor Group is committed to employment equity and all applications will be treated confidentially. We will only communicate with candidates who have been selected for an interview.

About Polycor:

The Polycor Group is a world leader in the natural stone industry. Founded in Quebec City in 1987, Polycor employs over 1,000 people and has more than 80 quarries and 20 manufacturing plants in Canada, the United States and France. Its world‑class reputation comes from a great legacy of stone work on historical landmarks and institutional, commercial and residential projects. For more information, visit Polycor's website and follow the company on its various social networks such as Facebook , LinkedIn and Instagram.

Polycor is an equal opportunity employer.

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.