Senior Pricing Analyst

About the role

IWS is a progressive solid waste and recycling services provider serving the greater New York, New Jersey, and Connecticut markets. We also manage a rail-served landfill in Ohio. Our mission is to deliver high-quality waste and recycling services while prioritizing employee, customer, and community safety. Founded in 1998, we have grown through acquisitions, integrating family-owned businesses into our team.

Responsibilities

• Build and maintain customer- and segment-level profitability and contribution margin models.
• Support long-term pricing decisions focused on maximizing customer lifetime value.
• Identify pricing leakage, structurally underpriced customers, and repricing opportunities.
• Analyze competitive positioning by mapping internal prices against known competitor pricing.
• Incorporate competitive data, sales feedback, and market intelligence into pricing strategies.
• Support Sales with fact-based pricing guidance and defensible price positioning.
• Analyze historical pricing, customer behavior, and market data to model pricing strategy at a regional level.
• Determine optimal price points by customer segment to maximize revenue and margin.
• Balance price realization with retention risk.
• Lead complex “what-if” modeling to evaluate the impact of pricing actions on revenue, volume, margin and churn.
• Develop analytical frameworks to predict customer churn following price changes.
• Identify price thresholds that maximize revenue without triggering unacceptable attrition.
• Support long-term pricing decisions focused on maximizing customer lifetime value.
• Conduct win/loss analysis on commercial opportunities to refine pricing discipline.
• Leverage direct customer feedback and win/loss interviews to improve pricing models.
• Identify systematic pricing gaps or discounting patterns.
• Support pricing governance through structured, clean, and consistent data management.
• Collaborate cross-functionally with Sales, Finance, Operations, IT and Analytics teams.

Requirements

• Bachelor’s degree in Finance, Economics, Business, Analytics, or related discipline.
• 5–10+ years of experience in pricing, revenue management, financial analysis, or commercial analytics.
• Advanced Excel proficiency (complex formulas, scenario models, large datasets).
• Strong quantitative, analytical, and financial modeling skills.
• Proven ability to translate complex analysis into clear, actionable pricing recommendations.
• Experience in service-based, route-based, logistics, utilities, or infrastructure-intensive industries.
• Experience implementing or working with price optimization software.
• Familiarity with CRM systems (Salesforce) and embedding pricing logic into sales workflows.
• Experience working with contracted pricing and index-based adjustments (CPI).
• Exposure to churn modeling, customer lifetime value, or predictive analytics.
• Excellent communication skills; ability to translate data into business insights.
• Familiarity with Power BI or similar visualization tools preferred.