Sales Operations & Excellence Director

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.

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.

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.

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 include: leading and overseeing the sales operations and excellence professionals, ensuring alignment with Black & Veatch sales and technology strategy; collaborating 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; fostering an organizational culture of continuous process improvement; ensuring efficient allocation of technology, support and training resources impacting the sales organization; leveraging available tools and technology to support the efficacy of the entire commercial organization; implementing and governing sales processes to drive operational efficiency and effectiveness; leading and participating in key review boards, including Proposal Review Boards (PRB), Executive Review Boards (ERB), and screenings; participating in monthly Sector and Region Leadership meetings to provide insights and strategic direction; managing 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; monitoring and supporting sales performance metrics using tools such as Power BI and Salesforce; developing and implementing scalable sales processes and tools; leading and supporting change management initiatives across the sales community; overseeing contractor and supplier management platforms; administering the Sales Incentive Plan and Sales Vehicle Allowance Program; working 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; monitoring sales work performance with the sales leader, HR and finance to validate the compensation plan and forecast sales expense; overseeing sales compensation plan administration; supporting monthly sector funnel reviews and sales forecasting activities with each business entity; co-leading the Sales and Marketing Community Board (CXC Workstream) to foster collaboration and knowledge sharing; coordinating with sales leadership and other stakeholders to lead efficient and accurate sales analytics initiatives; developing new sales analytics tools where required; building relevant systems and processes to scale the team and the business; conducting an audit of existing tools to identify gaps; overseeing the design/selection/adoption of improved tools.

Management responsibilities include supervising work of others, responsible for hiring, discipline, and pay administration of their subordinates.

Preferred qualifications include 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 include a 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 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.