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.Company : Black & Veatch CorporationReq Id : 114490Opportunity Type : StaffRelocation eligible : NoFull time/Part time : Full-TimeProject Only Hire : NoVisa Sponsorship Available: NoWhy Black & Veatch?Black & Veatch allows you to lend your talent and perspective to humanity’s biggest challenges in a flexible environment where you are empowered to grow and explore new possibilities. We offer competitive compensation, 401k match and benefits that start day one.Our hybrid environment allows you to balance your work and personal life. At Black & Veatch, you own your career with purpose and meaning. You are empowered to grow and explore new possibilities at every step of your career journey. Bring your big ideas knowing you are safe to be who you are and speak up with concerns or questions and put your diverse talents and perspectives to use.The Opportunity 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.As a peer to the Manager, Sales Operations & Excellence, this role focuses on execution, adoption, and continuous improvement, owning the operational layer that turns strategy and program direction into consistent seller behavior. The Manager leads specialists and generalists who provide on‑demand seller support, maintain the Sales Playbook and process documentation, support User Acceptance Testing (UAT), and enable effective rollout of approved process and system changes.Key ResponsibilitiesExecute 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 disciplineKey InterfacesSr. 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 ResponsibilitiesSupervises work of others. Responsible for hiring, discipline, and pay administration of their subordinates.Preferred Qualifications10+ 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 QualificationsBachelor’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 roleDemonstrated 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.CertificationsWork Environment/Physical DemandsHybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments.Salary PlanSAM: SalesJob Grade018Black & Veatch endeavors to make accessible to any and all users. 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General inquiries about the status of applications will not be returned.Black & Veatch is committed to being an employer of choice by creating a valuable work experience that keeps our people engaged, productive, safe and healthy.Our comprehensive benefits portfolio is a key component of this commitment and offers an array of health care benefits including but not limited to medical, dental and vision insurances along with disability and a robust wellness program.To support a healthy work-life balance, we offer flexible work schedules, paid vacation and holiday time, sick time, and dependent sick time.A variety of additional benefits are available to our professionals, including a company-matched 401k plan, adoption reimbursement, tuition reimbursement, vendor discounts, an employment referral program, AD&D insurance, pre-taxed accounts, voluntary legal plan and the B&V Credit Union. Professionals may also be eligible for a performance-based bonus program.We are proud to be a 100 percent ESOP-owned company. As employee-owners, our professionals are empowered to drive not only their personal growth, but the company's long-term achievements - and they share in the financial rewards of the success through stock ownership.By valuing diverse voices and perspectives, we cultivate an authentically inclusive environment for professionals and are able to provide innovative and effective solutions for clients.BVH, Inc., its subsidiaries and its affiliated companies, complies with all Equal Employment Opportunity (EEO) laws and regulations. Black & Veatch does not discriminate on the basis of age, race, religion, color, sex, national origin, marital status, genetic information, sexual orientation, gender Identity and expression, disability, veteran status, pregnancy status or other status protected by law.For our EEO Policy Statement, please click here.Notice to External Search Firms: Black & Veatch does not accept unsolicited resumes and will not be obligated to pay a placement fee for unsolicited resumes. Black & Veatch Talent Acquisition engages with search firms directly for hiring needs.