Senior Sales Operations Support Manager

Company Description

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.
• Escalate 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…