National Key Account Sales Manager

Polycor; Indiana; Remote; USD 120,000 - 160,000; Full time

Job summary

Polycor is seeking a National Account Sales Manager for Indiana Limestone. This remote role with extensive travel focuses on developing and growing Polycor’s largest national and strategic regional accounts across hardscape, masonry, and outdoor-living channels.

You will own executive-level relationships, account strategy, and new-business development, translating corporate agreements into regional execution through our field sales team.

Qualifications

• Executive-level selling and relationship building experience.
• 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 translate corporate strategy into local results.

Responsibilities

• Develops, manages and grows national and strategic regional accounts across hardscape, masonry, landscape supply, and outdoor-living channels.
• Owns executive-level relationships and account strategy, commercial programs and new-business development.
• Translate corporate agreements into consistent regional and local execution through Polycor’s field sales organization.
• Build annual and multi-year account plans with sales, volume, margin, product, penetration and growth objectives.
• Engage C-suite and operations leaders; drive field execution with messaging, pricing, merchandising and sales actions.
• Prioritize national and large regional prospects; map decision makers and manage opportunities from first contact through launch and expansion.
• Identify opportunities for new products, assortments, displays, stocking programs and private programs.
• Lead pricing, volume, rebates, profitability and annual agreement discussions; support margin and supply-chain objectives.
• Align field sales, customer service, operations, supply chain, finance, marketing and leadership around forecasts and risk management.
• Establish executive alignment, negotiate programs and define the account strategy.
• Equip field representatives to drive branch adoption and revenue while influencing execution.

Job description

National Account Sales Manager – Polycor / Indiana Limestone

Location: United States / Remote with extensive travel

Reports To: VP Sales / CEO

Travel: Significant national travel required

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.

• Own account strategy: Build annual and multi-year plans with sales, volume, margin, product, penetration, and growth objectives.
• Engage C-suite, purchasing, merchandising, category, and operations leaders; Drive field execution: Convert national agreements into clear regional and branch-level priorities, messaging, pricing, merchandising, and sales actions.
• Prioritize national and large regional prospects, map decision makers, build value propositions, and manage opportunities from first contact through launch and expansion.
• 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.
• Align field sales, customer service, operations, supply chain, finance, marketing, and leadership around forecasts, commitments, risks, and issue resolution.

Establish executive alignment, negotiate programs, and define the account strategy.

• 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)

• Sales versus target and year-over-year growth
• Account Penetration
• New Accounts
• National and large regional accounts secured
• Pipeline
• Account Expansion
• Local implementation, forecast accuracy, and retention

Executive-level selling, relationship building, negotiation, and strategic account planning.

• 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.

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.

Please note that the Polycor Group is committed to employment equity and all applications will be treated confidentially.

About Polycor: The Polycor Group is a world leader in the natural stone industry. 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.