National Manager A&D & Commercial Sales

National Manager, A&D & Commercial Sales

Caesarstone Ltd. is seeking a dynamic and experienced National Manager for Architectural & Design (A&D) and Commercial Sales. This senior-level, permanent, onsite position is based in Charlotte, North Carolina, and requires extensive travel.

About the Role

This leadership role is responsible for driving specification activity, commercial project development, revenue growth, and market share across the company's A&D and Commercial Sales channels. You will oversee a team of A&D and Commercial channel managers, focusing on coaching, performance management, pipeline development, forecasting, and the execution of strategic sales initiatives. This position collaborates 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 proven experience in specification-driven selling and commercial project development. You will be skilled at building strong relationships with architects, designers, developers, builders, general contractors, and other key decision-makers, while simultaneously 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.

Key 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 strong 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 Caesarstone'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.

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.

Requirements

• 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 (50-70%).
• Must reside in MA, IL, NY/NJ, NC, or FL and live within reasonable commuting distance of a major airport.
• Bachelor's degree in Business, Marketing, Construction Management, or a related field is preferred.