National Account Sales Manager

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

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.
• 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.

• 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.

• 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.

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

• 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,…