Clean Earth is a leading provider of environmental services in the United States providing remediation, disposal, recycling, and beneficial reuse solutions for hazardous and non-hazardous waste, contaminated soil, and dredged material. Our vast portfolio of technologies and services touches nearly every industry that generates waste including energy, infrastructure, commercial, industrial, retail, and healthcare markets.
Every day our teams across the country take a hands-on, dedicated approach to recycling and beneficially reusing waste that would otherwise go into landfills. We value our employees as our most important asset, and this is reflected in many areas across our company including recently being named a 2024 Most Loved Workplace ®. We are committed to creating a positive work culture that fosters growth and development while ensuring the health and safety of our employees
The Clean Earth (CE) Senior Sales Operations Support Manager will be responsible for the management and development of programs that will drive revenue/volume growth and mitigate customer churn. This includes the management of sales incentive plans/customer service bonus plans and monthly targets (quotas), and territory updates and changes in SF to motivate team member behavior and drive the company's strategies. This role will work with Commercial (Sales and Customer Service), FP&A, Operations, and Enviri's Compensation Leadership Teams to strategize, develop, and communicate programs and plans, to ensure reporting is in place for participants to understand their progress towards plan payouts, and to lead projects to utilize technology to increase the efficiency of the incentive process. The Senior Sales Operations Support Manager will provide an analytical framework and insights to ensure plan performance is strategically effective, economically justified, territories properly aligned and intended design behaviors are being achieved. This role will also work with Sales Leadership on analytics to ensure accurate Revenue forecasting and KPI tracking. In addition, the role will work with FP&A to provide analytics to prevent Churn and will develop/monitor a Net Promoter Score system to track customer satisfaction, as well as push information to the responsible parties for customer follow up activities.
Work with Leadership Teams to develop, implement, and administer sales incentive/customer service bonus plans and ensure timely payments.
· Prepare annual baseline sales budgets for quota-based incentives; with monthly targets
· Prepare and communicate monthly sales rankings by RAM and Region to senior leadership
· Administer account ownership change requests and sales baselines
· Develop and ensure territories are properly aligned
· Work with Information Technology (IT) and Salesforce administrators for data updates to maintain sales team hierarchies and customer hierarchies for sales reporting
· Collect data from multiple data sources and prepare reports that allow sales and other team members to understand historical results.
· Work with FP&A to collect data from multiple data sources to facilitate activities with Customer Service and Sales to prevent customer churn.
· Develop, Socialize and Maintain Net Promoter Score program to ensure customer satisfaction.
· Analyze and interpret data prepared by FP&A (using Power Bi, SQL, SFDC, Excel, etc.) to proactively track performance versus goals and publish KPIs and Monthly Sales Scorecard and ranking.
· Work cross-functionally to build a transparent, effective process that rewards targeted team member actions.
· Accountable for keeping team members on task to achieve all timelines.
· Present plan changes to impacted teams through effective video meeting presentations, reference files, and email communication.
· Escalates as needed.
· Perform other reasonably related tasks as assigned by management.
Experience designing, implementing, and computing incentive plans for various roles.
· Education equivalent to Bachelor's degree in Business or the equivalent in related work experience.
· Demonstrates strong analytical skills (quantitative and qualitative) and problem-solving skills.
· Excellent computer skills required. Requires advanced knowledge of Microsoft Excel (e.g., pivot tables, Power Query, etc.) and Power BI (e.g., Power Query, DAX). SQL experience is preferred.
· Experience with Customer Relationship Management (CRM) tools, preferably Salesforce.
· Experience with data-driven analyses and providing recommendations for plan administration.
· Comfortable in a fast-paced, dynamic environment. Flexible and can handle change positively.
Preferred Qualifications:
· Critical thinking and highly analytical to identify critical success factors affecting the purpose of the position.
· Strong ability to develop partnerships with stakeholders across multiple functions.
· Demonstrates the ability to meet project deadlines and establish and maintain effective working relationships with people at all levels in the organization. Ability to manage relationships and work collaboratively with multiple constituents and provide informal influence to achieve desired outcomes.
· Demonstrates the ability to present ideas and information in a clear, concise, organized, and diplomatic manner; listens to others to respond effectively to ideas and questions.
· Demonstrates the ability to function independently, initiate/drive projects to completion with minimal guidance, and resolve problems without direction. Proactively identifies potential roadblocks and puts contingency plans in place.
Clean Earth offers competitive benefits including health, dental, vision, life, and disability insurance plans starting on the first day of employment; paid time off, wellness benefits, employee discount program, tuition assistance, and a 401k with company matching.
We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, gender identity, or genetics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
If you have a difficulty applying for any job posted on Harsco Clean Earth's website because a disability prevents you from using the online system, Clean Earth offers the following alternate application procedure: Call toll free (833) 209-2659 and leave your name, phone number, city and state of residence. Clean Earth will arrange for an alternate method of applying and will consider your application together with all other applications received for the job. This line is dedicated to disability applications only. No other inquiries will receive a response.
