Director, National Commercial Account Sales

POSITION/TITLE:  National Commercial Account (NCA) Sales Director

DEPARTMENT: Sales

REPORTS TO: Head of Sales

POSITION SUMMARY: The NCA Sales Director is responsible for developing and executing sales strategies for major national brand clients such as Burger King, Wendy’s, and Starbucks. This role focuses on building long-term relationships, driving strategic initiatives, and ensuring effective cross-functional execution to expand brand adoption and revenue growth.

Key Responsibilities

• National Account Strategy & Pipeline Development
  • Develop and lead sales strategies for national and corporate accounts (e.g., QSRs, retail chains, healthcare groups).
  • Regularly evaluate strategy effectiveness and modify as appropriate.
  • Oversee and prioritize pipeline activities based on opportunity value, brand alignment, and close probability.
  • Identify new national prospects and collaborate with internal teams to create customized engagement plans.
• Customer Engagement & Sales Enablement
  • • Build deep relationships with national brand accounts with prototype stores and their partners, including brand architects, specifiers, general contractors and installers.
    • Maintain collaborative and partnership approach with strategic accounts through site visits, presentations, and joint planning sessions.
    • Serve as the key escalation contact for high-profile accounts and manage challenges swiftly and effectively.
    • Lead customer-specific initiatives, including custom SKUs, pricing structures, and installation coordination.
• Team Leadership & Collaboration
  • Support, coach, and develop regional and national sales reps, particularly in closing large multi-site deals.
  • Conduct regular 1-on-1 meetings with team members to review progress, offer mentorship, and drive talent growth.
  • Collaborate with Sales Managers to optimize territory strategies and provide input on team structure and performance.
• Internal Cross-Functional Alignment
  • Coordinate with Project Coordination, Product Management, Logistics, and Pricing teams to ensure seamless execution of national account initiatives.
  • Lead efforts with production, scheduling and logistics to ensure proper inventory levels are maintained to meet delivery obligations.
  • Conduct biweekly cross-functional meetings to review project statuses, pricing updates, product requests, and pipeline concerns.
  • Work closely with the Business Planning team to institutionalize a consistent sales budgeting and forecasting process.
• Data-Driven Sales Management
  • Establish and monitor leading and lagging performance metrics and dashboards, including close rate analytics, and market penetration trends.
  • Provide monthly updates and strategic insights to senior leadership on progress and opportunities.
  • Support continuous improvement through lost-deal analysis, pipeline reviews, and customer feedback loops.

• Customer Service & Support
  • Take offs on architectural drawings, quotes, up-selling, order manager

REQUIRED SKILLS/ABILITIES

• Excellent communication, leadership, and organizational skills.
• Deep understanding of complex sales cycles, pricing negotiations, and cross-departmental collaboration.
• Strong presentation and analytical skills.
• Demonstrated ability to work collaboratively at all levels in the organization.
• Strong executive experience and working closely with C-Suite executives both internally and externally.
• Proficiency in CRM tools such as Salesforce.
• Proficient with Microsoft Office Suite or related software.

EDUCATION AND EXPERIENCE

• Bachelor’s degree in Business or related field (or equivalent experience required).
• Minimum 8 to 10 years of B2B sales experience, with a strong focus on national account or enterprise-level sales.
• Minimum of 3 to 5 years of sales management experience with proven track record of improving team’s performance.
• Experience in construction materials, building products, or architectural surfaces industries preferred.
• Leading a US based sales for an international organization preferred.
• Understanding of SKU management and pricing structure development preferred.
• Proven experience engaging directly with corporate clients, architects, designers, and national specifiers.