Sr. Manager, Sales Enablement

Tarkett•Solon, OH

3d•Hybrid

About The Position

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.

Requirements

8+ 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.

Nice To Haves

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 specification-selling teams.
Background that includes time in a front-line sales role — field credibility matters.
MBA or equivalent advanced business degree.

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 HR Learning and Development to improve, refine or modify the program. Design, build and deliver ongoing training programs that increase product knowledge and sales skills; partner with HR, Commercial Strategy, & Marketing to ensure consistent execution of training and implementation; owning the execution of the programs, maintaining records to ensure 100% compliance. Build and 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 framework & methodology is followed. (in person, teams, announcements). Establish a Sales Coaching Model, equipping Sales Managers with structured coaching cadences, tools, and routines. Engage 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.