Sr. Manager, Sales Enablement

About this role

*This is a hybrid role.*

About the Role  

The   Senior Manager   of Sales Enablement & Capability will design, build, and lead the company's first formal Sales Enablement function within the Commercial   Sales   Division. You will be responsible for enabling approximately 200+ front-line sales professionals across two channels to sell more effectively, ramp faster, and win more often.  

You will partner cross-functionally with Sales Leadership, Marketing, Pricing, Revenue Operations, and HR to build the infrastructure, content, and programs that drive measurable commercial performance.  

Key Responsibilities  

Sales Enablement Program Design & Leadership  

• Process owner for   the new   salesperson   onboarding program (30/60/90-day structure) for   all   sales reps.   Partner with Learning and Development to improve, refine or   modify the program.  

• Own the end-to-end sales strategy and selling model for the commercial organization, defining the go-to-market approach, sales methodology, and competitive positioning; partner with Commercial Strategy, Marketing, and Senior Leadership to ensure alignment and drive consistent execution across all channels and markets  

• Serve as the strategic architect of ongoing sales training programs by identifying needs, defining objectives, and ensuring consistency across all training initiatives; partner with Learning & Development to design and build programs, and collaborate with HR, Commercial Strategy, and Marketing to align on content and implementation; own overall program governance, including tracking and maintaining records to ensure 100% compliance  

• Maintain   a Sales Skills & Competency Framework aligned   with our selling strategy .  

• Process owner for   certification programs and ongoing learning pathways for field sales   and sales managers.   Partner with other functional areas to design and deploy .  

• Gate keeper   for   all training   that is deployed   to the sales team (Product training, Solution Selling) –   ensuring   a consistent fram e work   &   methodology   is followed .   (in person, teams, announcements)  

• Establish a Sales Coaching Model, equipping   Sales M anagers with structured coaching cadences, tools, and   routines .  

• Engag e   with the sales team to ensure effectiveness; Ensuring sales reps have what they need, are receiving the information correctly, etc.  

• Identify skill and knowledge gaps within the sales organization and partner with internal teams to design and deliver targeted enablement programs that address them  

Content Strategy & Management  

• Build and govern a centralized content library — playbooks, competitive guides, objection handling, ROI tools — organized by channel, segment, and stage of the buyer journey.  

• Support and maintain   a Sales Enablement Platform .  

• Partner with Marketing to ensure sales content is current, on-brand, and channel-appropriate.  

• Track content utilization and effectiveness — sunset what doesn't work, amplify what does.  

• Define the ways of working – standard templates (e.g. business plans) ,   when they are required , and the   routine, structure and discipline to maintain them.  

Win/Loss & Field Feedback Loop  

• Design and operate a structured Win/Loss program — systematic debriefs on won and lost opportunities.  

• Synthesize field intelligence and surface insights to Sales Leadership, Product, Pricing, and Marketing.  

• Use win/loss data to update playbooks, sharpen messaging, and identify training gaps.  

Sales Technology Enablement  

• Partner with the   Sales Support   team to maximize CRM (Microsoft D365) adoption and usage quality.   Must be a CRM Power User.  

• Lead rollout and adoption of Microsoft Copilot   or other AI tools   for Sales — call summaries, next-action coaching, email assist.  

• Define how sales tools connect to the rep's daily workflow to reduce friction and increase usage.  

Performance Analytics & Reporting  

• Define and track enablement KPIs:   project cycle time , content adoption, certification completion, coaching completion rates, win rate impact.  

• Partner with   Analytics team   to build enablement performance dashboards in Power BI.  

• Report enablement ROI to senior leadership quarterly.  

Cross-Functional Partnership  

• Serve as the voice of the field — translating what reps need into programs that work.  

• Partner with HR/Talent on sales hiring profiles, interview frameworks, and rep development paths.  

• Partner with Pricing and Deal Desk to train reps on pricing tools, margin guidelines, and deal exception processes.  

Requirements  

• 5 + years of experience in Sales Enablement, Sales Operations   — with at least 3 years in a leadership role building programs at scale.  

• 3+ years as a salesperson preferred B2B, Construction   industry , Flooring Industry or other similar  

• Demonstrated experience building Sales Enablement programs from the ground up, not just inheriting them.  

• Experience supporting both product sales and channel/distributor models (dual-motion experience strongly preferred).  

• Proficiency with Sales Enablement platforms ( Highspot , Seismic,   Showpad , or equivalent).  

• Strong CRM fluency — experience with Microsoft Dynamics 365 or Salesforce.  

• Strong data orientation — ability to measure what you build and make decisions from insights, not just activity.  

• Technical savvy preferred .  

• Exceptional cross-functional collaboration and stakeholder influence skills .  

• Entrepreneurial ,   ability to work independently ,   and influence others without authority.  

• Travel up to ~25% of the time  

Preferred  

• Experience in building materials, flooring, construction products, or adjacent B2B manufacturing/distribution industries.  

• Experience with Microsoft Copilot for Sales, Teams, and the broader Microsoft   Dynamics   365.  

• Experience supporting A&D (Architecture & Design) or specifica

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