Sales Intelligence Manager

Autocar, LLC • Birmingham, AL

97d

About The Position

The Sales Intelligence Manager is responsible for building a complete, end-to-end understanding of customer-buying decisions across all vocations in support of sales efforts. You will work backwards from the point of sale to develop a deep understanding of customer needs, budget cycles, regulatory pressures, competitive tactics, and internal approval timelines, as well as integrating these insights into actionable playbooks and sales strategies that directly drive sales, product strategy, and market share growth. You will also support the development and ongoing management of data and analytics tools, protocols, and training to enable the adoption of strategic selling throughout Autocar. This position owns the 'decision intelligence' layer: knowing precisely who buys, when they buy, why they choose chassis OEMs, and how competitors influence them.

Requirements

• Bachelor’s degree in Business, Sales, Marketing, Data Analytics, Economics, or a related field. An MBA or advanced degree is a plus.
• 7+ years in sales strategy, market intelligence, or competitive analysis, ideally in the heavy-duty truck, automotive, or manufacturing industries.
• Strong understanding of B2B buying cycles, sales processes, and account-based strategies.
• Expertise in competitive intelligence gathering and analysis.
• Experience and proficiency with analytics and data visualization tools (e.g., Power BI, Tableau).
• Skilled in using AI and advanced research tools to accelerate intelligence gathering and insight generation.
• Exceptional communication and storytelling skills, with the ability to translate complex intelligence into clear, persuasive recommendations.

Responsibilities

• Own the sales intelligence strategy from post-sales backward, identifying and closing gaps in our understanding of customers and markets.
• Deliver actionable account playbooks for the sales team: who to call, when to call, and what value levers to pull.
• Provide product development with customer-driven insights: unmet needs, regulatory gaps, and competitor blind spots.
• Partner with Sales and Marketing teams to identify opportunities to increase market share in each vocation, aligning intelligence efforts with commercial priorities.
• Partner with leadership to set premium pricing strategies backed by detailed customer decision analysis.
• Map decision-making processes for every vocation (refuse, terminal tractor, mixer, dump).
• Identify key decision-makers, influencers, and gatekeepers (fleet ops, procurement, CFO, safety directors) for all major fleets, and understand their incentive structure as to how it affects their purchasing decisions.
• Understand customer corporate decision criteria: Corporate metrics and targets, priorities, ESG goals, tax depreciation policies.
• Define timing triggers: budget cycles, CAPEX approvals, replacement schedules, and regulatory deadlines.
• Quantify decision-drivers (price, uptime, ADAS/safety, service support, compliance).
• Oversee the development and management of a real-time database of every major customer, including purchasing cycle calendar, budgeting milestones, corporate purchasing structure, current fleet size and makeup, preferred vendors, sensitivities, and competitors’ positions.
• Develop comprehensive competitive intelligence and translate this into actionable strategies for Sales.
• Build competitor-by-customer profiles: product offerings, positioning, pricing strategies, service packages, financing incentives, reasons customers buy from them, and weak points.
• Identify customer switching thresholds that drive purchasing decisions and can inform new business opportunities.
• Track federal, state, and municipal regulations that affect vehicle demand (e.g., emissions, safety, recycling mandates).
• Anticipate and identify shifts in grant funding, tax incentives, and environmental standards at the state and vocational level.
• Champion a culture of data-informed decision-making, ensuring intelligence is embedded into every stage of the sales process.
• Manage the integration of internal data (ERP, CRM, sales performance data) with external sources (market data, supplier info, industry research) into a unified intelligence framework.
• Leverage advanced analytics, AI tools, and market research techniques to identify trends, uncover opportunities, and improve sales forecasting accuracy.
• Deliver actionable insights via clear, high-impact reports, dashboards, and presentations to Sales leadership and executive teams.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 501-1,000 employees