Manager, Sales Operations & Excellence - Process & Systems

Manager, Sales Operations & Excellence - Process & Systems

Together, we own our company, our future, and our shared success. As an employee-owned company, our people are Black & Veatch. We put them at the center of everything we do and empower them to grow, explore new possibilities and use their diverse talents and perspectives to solve humanity's biggest challenges in an ever-evolving world. With over 100 years of innovation in sustainable infrastructure and our expertise in engineering, procurement, consulting and construction, together we are building a world of difference.

The Manager, Sales Operations & Excellence is an execution-focused people leader within the Enterprise Sales organization responsible for executing the vision, priorities, and initiatives established by the Sales Operations & Excellence Director. This role partners closely with Sales, Marketing, Strategic Account teams, and enabling functions to operationalize full-funnel sales execution - from top-of-funnel lead management through opportunity execution, and account management. The Manager ensures that processes, documentation, systems, and communications are translated into practical, day-to-day execution that sellers and partners can easily adopt and use.

Key Responsibilities:

• Execute the vision, priorities, and initiatives established by the Sales Operations & Excellence Director, translating direction into consistent, day-to-day execution.
• Operationalize full-funnel pipeline execution by implementing and maintaining processes, documentation, and handoffs from Marketing through Sales execution, and account management.
• Own the execution, maintenance, and usability of the Sales Playbook, ensuring it reflects approved processes, expectations, and real seller workflows across Enterprise Sales and Marketing.
• Own sales process documentation, including creation, updates, version control, and alignment with QMS and enterprise standards.
• Lead on-demand seller support, providing timely, practical assistance related to sales processes, CRM usage, documentation, and workflows.
• Serve as the execution lead for User Acceptance Testing (UAT) and systems testing, coordinating test plans, validation, feedback, and readiness for deployment.
• Partner with Commercial Platform Management and D&IT to gather and execute on a collaborative roadmap, approved requirements, support testing, and ensure smooth, low-disruption rollouts.
• Execute sales and marketing communications with discipline and intentionality, ensuring message volume, timing, and frequency are sensitive to seller capacity and change fatigue.
• Coordinate communications across Enterprise Sales, Marketing, and Strategic Account teams to reduce noise, avoid duplication, and ensure sellers receive coherent, prioritized messaging that clearly articulates the personal value sellers gain from our continuous improvement efforts.
• Apply right-sized change management, determining when changes warrant multi-channel campaigns (documentation, training, learning plans, reinforcement) versus lighter-touch communications.
• Establish feedback loops and monitor adoption signals to continuously improve execution, communication effectiveness, and seller utilization.
• Lead, coach, and develop Sales Operations & Excellence specialists and generalists, reinforcing a strong service mindset, accountability, and execution discipline.

Key Interfaces:

• Sr. Manager, Sales Operations & Excellence: Coordination on program execution, governance reinforcement, sequencing of initiatives, and cross-domain dependencies, with alignment on execution standards, operating rhythms, seller behaviors, and reinforcement of "The Way We Sell."
• Sales Operations & Excellence Director: Execution alignment to enterprise vision, priorities, and initiatives; escalation of execution risks, capacity constraints, and adoption challenges.
• Marketing & Marketing Operations: Execution partnership across lead management, funnel handoffs, pipeline visibility, retention touchpoints, and coordinated field communications.
• Commercial Platform Management: Execution coordination for CRM workflows, system changes, UAT, release readiness, and post-deployment support for the selling community.
• Digital & Infrastructure Technology (D&IT): Execution partnership on requirement translation, documentation, systems testing, integrations, security considerations, and deployment support.
• Sales Enablement: Alignment on training execution, rollout support, learning plan updates, and reinforcement of process and system changes.
• Strategic Account Planning & Account Teams: Execution alignment on account management processes, renewal workflows, retention motions, and client satisfaction touchpoints.
• Quality, Legal, and Compliance: Alignment on QMS documentation, audit readiness, and adherence to enterprise standards.

Management Responsibilities:

• Supervises work of others. Responsible for hiring, discipline, and pay administration of their subordinates.

Preferred Qualifications:

• 10+ years of experience in sales operations, sales excellence, business operations, or related commercial support roles.
• Demonstrated experience executing and operationalizing sales processes, documentation, and systems in a complex organization.
• Experience leading teams or coordinating work across specialists, generalists, or cross-functional contributors.
• Strong communication and stakeholder management skills, with the ability to translate direction into practical execution.
• Working knowledge of CRM platforms and sales process tooling (e.g., Salesforce).
• Experience working closely with Marketing, Digital/Product, or IT teams to execute cross-functional initiatives.
• Familiarity with full-funnel pipeline management, including lead management, opportunity execution, and account management concepts.
• Demonstrated ability to support change management execution, including communications, training coordination, and adoption reinforcement.
• Strong service mindset with the ability to balance governance, execution discipline, and seller support.
• Experience supporting User Acceptance Testing (UAT), systems testing, and deployment readiness for sales or marketing platforms.
• Experience maintaining sales playbooks, process documentation, and QMS artifacts.

Minimum Qualifications:

• Bachelor's degree in business, sales, operations, analytics, finance, or related field.
• 7–10+ years of experience in sales operations, sales excellence, analytics, or related commercial support roles, with scope appropriate for a manager-level role.
• Demonstrated experience leading individual contributors, including prioritization, coaching, and performance management.
• Experience supporting or governing sales execution standards, seller-facing programs, or operational frameworks.
• Experience overseeing reporting or analytics outputs and translating data into actionable insights.
• Strong written and verbal communication skills, with the ability to clearly reinforce expectations and governance standards.

Work Environment/Physical Demands:

Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments.

Salary Plan SAM: Sales Job Grade 018