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.

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.

• 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.

• 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…