National Account Sales Manager

Polycor Board•Bloomington, IN

2d•Remote

About The Position

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. The 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. The position establishes executive alignment, negotiates programs, and defines account strategy at the corporate level; translates strategy into regional objectives, assortments, and initiatives; and equips field representatives to drive branch adoption and revenue. It influences execution without owning every local interaction. Significant national travel is required. The position is based in the United States and is remote. Success involves building Polycor and Indiana Limestone into strategic, preferred suppliers within major distribution networks and creating a repeatable top-down account strategy that turns corporate relationships into regional and local sales. Polycor uses the Predictive Index as part of its selection process. Equivalent experience will be considered.

Requirements

Executive-level selling, relationship building, negotiation, and strategic account planning capabilities.
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 focused 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.
Significant national travel required.

Responsibilities

Build annual and multi-year account plans with sales, volume, margin, product, penetration, and growth objectives.
Develop executive relationships with C-suite, purchasing, merchandising, category, and operations leaders; conduct strategic reviews and position Polycor as a preferred supplier.
Translate national agreements into regional and branch-level priorities, messaging, pricing, merchandising, and sales actions.
Identify and develop national and large regional prospects, map decision makers, create value propositions, and manage opportunities from initial contact through launch and expansion.
Identify opportunities for new products, assortments, displays, stocking programs, private programs, and broader geographic distribution.
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 on forecasts, commitments, risks, and issue resolution.
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 an 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.
Deliver results against KPIs including revenue and growth, account penetration, program adoption, new accounts, pipeline, executive engagement, account expansion, execution, forecasting, and retention.