**Sales Operations & Excellence Director** Date: Jul 24, 2025 Location: Overland Park, KS, US Company: Black & Veatch Family of Companies **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 Corporation **Req Id :** 109684 **Opportunity Type :** Staff **Relocation eligible :** No **Full time/Part time :** Full-Time **Project Only Hire :** No **Visa Sponsorship Available:** No **Why Black and 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 1. 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. \#LI-KG1 **The Opportunity** We are seeking a strategic and results-driven **Sales Operations & Excellence Director** to lead our Sales Operations and Excellence teams and the organization’s investments in improving salesforce productivity and drive the implementation of sales strategy and governance across the global organization. This role is pivotal in aligning sales operations with company-wide objectives, ensuring efficiency, consistency, and excellence in execution across all sectors and regions. The sales operations & excellence leader implements and manages sales forecasting and planning and budgeting processes. It is incumbent upon this role to establish quality, accuracy and process consistency in planning, forecasting and budgeting approaches used by the sales organization. He/she should also look to appropriately integrate sales planning, forecasting and budgeting with other planning processes followed within our organization. The Sales Operations & Excellence Director will oversee a team of sales operations and excellence professionals and collaborate closely with senior sales and sector, segment and regional leaders to implement best-in-class sales processes, tools, and governance frameworks. This leader will also be responsible for working with D&IT to execute the organization’s sales and marketing technology strategy and administering key sales programs and fostering a culture of continuous improvement and performance. The role will report directly to the head of Enterprise Sales in the Enterprise Evolution organization. **The Team** **Black & Veatch’s Enterprise Evolution** consists of critical functions focused on identifying market opportunities and bringing together our client facing and growth efforts. Functions include Enterprise Marketing & Communications, Enterprise Sales, Enterprise Strategy, Innovation, Mergers and Acquisitions and Sustainability. **Key Responsibilities** • Lead and oversee the sales operations and excellence professionals, ensuring alignment with Black & Veatch sales and technology strategy. • Collaborate with senior sales leaders across sectors, segments and regions to align sales objectives and trending metrics with company goals coupled with actionable insights to enable quota achievement and other sales performance and behaviors best practices. • Foster an organizational culture of continuous process improvement. • Ensure efficient allocation of technology, support and training resources impacting the sales organization. • Leverage available tools and technology to support the efficacy of the entire commercial organization. • Implement and govern sales processes to drive operational efficiency and effectiveness. • Lead and participate in key review boards, including Proposal Review Boards (PRB), Executive Review Boards (ERB), and screenings. • Participate in monthly Sector and Region Leadership meetings to provide insights and strategic direction. • Manage 1:1 coaching session with Business Leaders and Sales Managers using the BV Sales Playbook to drive standardization with core processes and identify levers for improved predictability on forecasting and win rates. • Monitor and support sales performance metrics using tools such as Power BI and Salesforce. • Develop and implement scalable sales processes and tools. • Lead and support change management initiatives across the sales community. • Oversee contractor and supplier management platforms. • Administer the Sales Incentive Plan and Sales Vehicle Allowance Program.and manage the governance of the allocations, payouts and performance reviews. • Work with the sales leader, HR and finance to establish and maintain sales compensation plans that provide market-competitive pay, reinforce sales organization strategy and align with business and sales organization objectives. • Monitor sales work performance with the sales leader, HR and finance to validate the compensation plan and forecast sales expense. • Oversee sales compensation plan administration. Work with relevant internal stakeholders (accounting, finance and HR) to establish sales compensation program rules, policies and procedures. Ensure enough resources are assigned to adequately administer sales compensation programs. • Support monthly sector funnel reviews and sales forecasting activities with each business entity. • Co-lead the Sales and Marketing Community Board (CXC Workstream) to foster collaboration and knowledge sharing. • Coordinate with sales leadership and other stakeholders to lead efficient and accurate sales analytics initiatives. Develop new sales analytics tools where required. • Build relevant systems and processes to scale the team and the business. • Conduct an audit of existing tools (e.g., territory plans, account plans, sales interaction prep documents, deal review templates) to identify gaps. Oversee the design/selection/adoption of improved tools. **Management Responsibilities** Supervises work of others. Responsible for hiring, discipline, and pay administration of their subordinates. **Preferred Qualifications** • Ideally direct experiences as a quota-carrying sales representative or related commercial roles that require significant direct client engagement. • Ability to lead change and influence at all levels of the organization. • Experience in sales analytics. • Experience in business process development and flow. • Experience in sales quota and compensation design. • Sophisticated understanding of sales performance metrics and KPIs. **Minimum Qualifications** • Bachelor’s degree in business, sales, marketing, or a related field; MBA preferred. • 12+ years of experience in sales excellence, sales operations, sales strategy, or a related leadership role. • Excellent communication, leadership, and stakeholder management skills. • Proficiency in CRM and BI tools (e.g., Salesforce, Power BI). High analytical proficiency preferred. • Excellent written and oral communication skills. • Strong leadership skills and people management experience. All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations. **Work Environment/Physical Demands** + Typical office environment + 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** 008 Black & Veatch endeavors to makeaccessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process because of a disability, please contact the Employee Relations Department at +1-913-359-1622 or via our. This contact information is for disability accommodation requests only; you may not use this contact information to inquire about the status of applications. 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. **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. **Nearest Major Market:** Olathe **Nearest Secondary Market:** Kansas City **Job Segment:** Engineer, Engineering