Sr. Manager, Sales Enablement

This is a hybrid 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.

• Lead Process Owner for the new salesperson onboarding program (30/60/90‑day structure) across all sales reps, partnering with Learning and Development to refine and 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; align with Commercial Strategy, Marketing, and Senior Leadership to ensure consistent execution across all channels and markets.
• Serve as the strategic architect of ongoing sales training programs: identify needs, define objectives, collaborate with Learning & Development, HR, Commercial Strategy, and Marketing to design and build programs, governance, and maintain 100% compliance.
• Maintain a Sales Skills & Competency Framework aligned with the selling strategy; serve as process owner for certification programs and ongoing learning pathways for field sales and managers; act as gatekeeper for all training deployed to the sales team.
• Define and establish a Sales Coaching Model: equip Sales Managers with structured coaching cadences, tools, and routines; engage the sales team to ensure effectiveness and identify skill and knowledge gaps, partnering with internal teams to deliver targeted enablement programs.
• Build and govern a centralized content library (playbooks, competitive guides, objection handling, ROI tools) organized by channel, segment, and buyer‑journey stage; support and maintain a Sales Enablement Platform.
• Partner with Marketing to keep sales content current, on‑brand, and channel‑appropriate; track content utilization and effectiveness, sunset ineffective content, amplify effective content; define the ways of working, standard templates, and discipline to maintain them.
• Design and operate a structured Win/Loss program: systematic debriefs on won and lost opportunities; synthesize field intelligence, surface insights to Sales Leadership, Product, Pricing, and Marketing; use data to update playbooks, sharpen messaging, and identify training gaps.
• Partner with the Sales Support team to maximize CRM (Microsoft D365) adoption and usage quality; lead rollout and adoption of Microsoft Copilot or other AI tools for sales: call summaries, next‑action coaching, email assist; define integration of sales tools to reduce friction and increase usage.
• 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 and report ROI to senior leadership quarterly.
• Serve as the voice of the field, translating reps’ needs into effective programs; partner with HR/Talent on sales hiring profiles, interview frameworks, and development paths; partner with Pricing and Deal Desk to train reps on pricing tools, margin guidelines, and deal exception processes.

• 5+ years of experience in Sales Enablement or Sales Operations, with at least 3 years in a leadership role building programs at scale.
• 3+ years as a salesperson (preferred B2B, Construction, Flooring, or other similar industry).
• Demonstrated experience building Sales Enablement programs from the ground up.
• 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 with Microsoft Dynamics
  365 or Salesforce.
• Strong data orientation – ability to measure and make decisions from insights.
• Technical savvy…