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Director, Sales Operations & Pricing (Covanta Environmental Solutions)


Morristown, NJ
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Job Details

- Director, Sales Operations & Pricing (Covanta Environmental Solutions) - Morristown NJ 07960 Skip Navigation
Job Details
Director, Sales Operations & Pricing (Covanta Environmental Solutions)
Job ID 6539           
Morristown, NJ
Covanta Environmental Solutions
Covanta Environmental Solutions
Full-Time Regular
Bachelors Degree
Minimum 5 Years

About Covanta Environmental Solutions: Covanta Environmental Solutions offers comprehensive industrial material management services to companies seeking solutions to some of today's most complex environmental challenges. With a nationwide network of treatment, recycling and energy-from-waste facilities, Covanta Environmental Solutions enables customers to mitigate risk and reach their sustainability goals. For more information, visit www.covanta.com .

About Covanta: Covanta is a world leader in providing sustainable waste and energy solutions. Annually, Covanta’s modern Energy-from-Waste facilities safely convert approximately 20 million tons of waste from municipalities and businesses into clean, renewable electricity to power one million homes and recycle approximately 500,000 tons of metal. Through a vast network of treatment and recycling facilities, Covanta also provides comprehensive industrial material management services to companies seeking solutions to some of today’s most complex environmental challenges. For more information, visit www.covanta.com .

Information on our facilities is available at www.covanta.com/Our-Facilities. For career opportunities, visit www.covanta.com/Careers . Covanta is an Equal Opportunity Employer.

This position provides leadership in the areas of Sales Strategy & Support, Pricing Strategy, and Business Analysis. Sets objectives in each area and manages a team to execute the overall department agenda.  Works directly with cross-functional CES Leadership Team to support strategy and execution of Sales Operations, drives Pricing Strategy and leads development of key analytics to support overall business strategy and management.

Specific Responsibilities:

Sales Operations

1. Partner with VPs of Customer Care and Sales in support of Sales Strategy and execution of Sales Plan.

2. Build and maintain infrastructure to support RFP response and proposal creation.

3. Own configuration and support of CRM system to include data integrity, reporting, lead generation and marketing campaigns.

4. Own Covanta Environmental Solutions content for both external web and intranet sites.

5. Liaison to Legal for contract review and approvals.

6. All customer facing projects such as holiday gift program, annual sustainability reporting, customer surveys and other client related projects as needed.

Pricing Strategy

  1. Pricing – Set pricing for EfW & MPF new/renewal business, to include internal Transfer Pricing with EfW network. 

  2. Maintain and publish Price Lists for all areas of the business

  3. Utilize data analysis to design specific price increase campaigns for existing customers

  4. Maintain and execute changes to Environmental, Insurance & Security Fees and any other fees or surcharges that are determined to become part of the overall pricing strategy

  5. Determine and execute annual CPI increase plan

Business Analysis

  1. Sales Performance: produce standard consolidated Sales Performance reports to include Monthly and Year to Date actual vs budgeted and forecasted revenue, Estimated Monthly Revenue Finish, Quarterly and Annual Sales Compensation, and ad hoc reporting as required.

  2. Sales Forecast: Provide data and analysis to VP of Sales and Finance Director to be used in calculating monthly CES revenue forecast.

  3. Design and implement data-driven strategic pricing methodology.

  4. Support market analysis to be used in maintaining intercompany disposal rates and alternative disposal (to EfW) strategies.

  5. Communicate business requirement for off-line data models/reports to IT Team to facilitate automation inside of CES software architecture.

  6. Facilitate annual revenue budgeting process.

  7. Provide data analysis for all key areas of the business in collaboration with senior leadership team.

  8. Ad hoc customer reporting as needed.


• Undergraduate degree in Business Management, Finance, Marketing, Sales; MBA preferred.

  • Strong leadership and people management skills.

  • 5 years minimum experience successfully managing a Sales Operations team.

  • Experience implementing, developing and supporting a mainstream CRM product, preferably NetSuite.

  • Strong data analysis background and ability to effectively manage experienced analysts.

  • 5+ years in the Non-Hazardous and/or Hazardous Waste Industry.

  • Experience with sales support and customer issues in the Non-Hazardous and or Hazardous Waste Industry is preferred.

  • Excellent communication skills.

  • Ability to plan, prioritize and deliver in a dynamic work environment.

  • Advanced software skills with MS Excel & PowerPoint.

  • Ability to travel up to 25%

Apply on the Company Site

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