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)

• Revenue & Growth: Sales versus target and year-over-year growth
• Account Penetration: Share of wallet and active regions/locations
• Program Adoption: National initiatives implemented regionally and locally
• New Accounts: National and large regional accounts secured
• Pipeline: 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.

In an effort to make more informed hiring decisions, Polycor uses the Predictive Index as part of our selection process. Please complete your assessment using the link below. Your responses will help us better understand your natural work style and how it aligns with the role. Have you taken the assessment?

Predictive Index Assessment

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.