National Manager, A&D & Commercial Sales

National Manager, A&D & Commercial Sales

The National Manager, A&D & Commercial Sales is responsible for driving specification activity, commercial project development, revenue growth, and market share across the company's Architectural & Design (A&D) and Commercial Sales channels. This leadership role oversees a team of A&D and Commercial channel managers and is responsible for coaching, performance management, pipeline development, forecasting, and execution of strategic sales initiatives. The position works closely with the National Accounts Manager and National Accounts Sales Team to support national account growth and maximize project opportunities.

The ideal candidate is a hands-on sales leader with experience in specification-driven selling and commercial project development. This individual must be skilled at building relationships with architects, designers, developers, builders, general contractors, and other key decision-makers while developing and leading a high-performing sales team. Experience within the quartz, porcelain, stone, tile, surfacing, architectural products, or broader building materials industry is strongly preferred.

Essential Duties And Responsibilities

Sales Leadership & Business Development

• Develop and execute strategies to increase specification activity, commercial project opportunities, and revenue growth.
• Drive sales performance and market penetration across assigned territories and target market segments.
• Build and maintain relationships with architects, designers, developers, builders, general contractors, and key commercial decision-makers.
• Identify new business opportunities, emerging market trends, and competitive threats.
• Drive specification adoption and project opportunities for the company's quartz and porcelain surfacing products.
• Collaborate with the National Accounts Manager and National Accounts Sales Team to identify and maximize national account opportunities.
• Support major project pursuits and strategic growth initiatives.
• Ensure alignment of sales activities with company objectives and Annual Operating Plan (AOP) goals.

Team Leadership & Development

• Lead, coach, and develop a team of A&D and Commercial Sales Representatives.
• Conduct regular field travel and joint sales calls to support account development, project advancement, and territory growth.
• Monitor individual and team performance against established goals.
• Provide ongoing coaching, mentorship, and professional development opportunities.
• Conduct performance evaluations and support employee development plans.
• Foster a culture of accountability, collaboration, customer focus, and continuous improvement.
• Recruit, onboard, and retain top-performing sales talent.

Project & Pipeline Management

• Support project tracking, specification conversion, and opportunity management throughout the sales cycle.
• Partner with representatives to advance projects from specification through project completion.
• Maintain visibility into project pipelines and key growth opportunities.
• Drive forecasting accuracy and ensure healthy pipeline development across all territories.
• Utilize CRM tools to track activity, opportunities, specifications, and project progress.

Operational Excellence

• Lead forecasting, pipeline reviews, and sales planning activities.
• Ensure CRM compliance, reporting accuracy, and data integrity.
• Support annual budgeting, territory planning, and resource allocation efforts.
• Coordinate with Marketing, Operations, Customer Service, Product Management, and Credit teams to ensure customer success and operational effectiveness.
• Maintain proper stewardship and utilization of company assets and resources.

Cross-Functional Collaboration

• Partner with Sales Leadership, Marketing, Product Management, and Operations to support strategic growth initiatives.
• Provide competitive intelligence, market insights, and customer feedback to internal stakeholders.
• Represent the company at industry events, trade shows, professional organizations, and networking opportunities.
• Maintain strong communication and alignment with senior leadership.
• Share best practices and support collaboration across the broader sales organization.

Salary Range

The anticipated total compensation range for this position is between $130,000 and $150,000, which includes a base salary and an incentive bonus opportunity. Base compensation within this range is determined based on job-related knowledge, skills, experience, and geographic location.

Location

Remote – Candidates must reside in MA, IL, NY/NJ, NC, or FL and live within reasonable commuting distance of a major airport. Frequent national travel required (50–70%).

Requirements:

Qualifications

• Minimum of 10 years of successful sales experience within commercial building products, surfacing materials, architectural products, stone, tile, flooring, cabinetry, or related industries.
• Minimum of 5 years of sales leadership experience managing field-based sales representatives.
• Proven success in A&D, specification, commercial, or project-driven sales environments.
• Demonstrated ability to coach, develop, and motivate high-performing sales teams.
• Strong understanding of commercial construction, specification selling, project management, and business development.
• Experience building relationships with architects, designers, developers, builders, general contractors, and ownership groups.
• Proven track record of achieving or exceeding revenue, specification, and profitability objectives.
• Excellent leadership, communication, presentation, negotiation, and organizational skills.
• Strong forecasting, pipeline management, and CRM proficiency.
• Ability to travel extensively throughout the United States.
• Must reside on the East Coast within reasonable commuting distance of a major airport.
• Bachelor's degree in Business, Marketing, Construction Management, or a related field preferred.

Preferred Qualifications

• Experience in quartz, porcelain, natural stone, tile, surfacing materials, or other specification-driven building products.
• Experience working with national account programs and large commercial project opportunities.
• Knowledge of the A&D community, commercial construction process, and project specification lifecycle.
• Experience leading geographically dispersed sales teams.

Our Company Values

People First

We treat one another with fairness and respect, prioritize health and safety, and consistently create opportunities for personal and professional growth.

Accountability

We take collective ownership of our actions, our business, and our future.

Innovation

We embrace fresh thinking and pursue breakthrough ideas that drive value and progress.

Winning Spirit

We approach our work with enthusiasm and a can-do attitude, striving for excellence and celebrating success together as a team.

Why Join Us

Join an industry leader in premium quartz and porcelain surfacing products and play a key role in shaping the future of our A&D and Commercial Sales organization. This is an opportunity to lead a talented team, influence high-profile commercial projects, and drive strategic growth across a rapidly expanding national business.

Key skills/competency

• Sales Leadership
• Business Development
• Team Management
• Specification Selling
• Commercial Project Development
• Relationship Building
• Forecasting
• Pipeline Management
• CRM Proficiency
• Strategic Planning