Vice President of Sales and Business Development-Refuse

Autocar, LLC • Birmingham, AL

102d

About The Position

Autocar is seeking a proven, results-driven Vice President of Sales and Business Development to drive growth and take market share in the refuse and environmental services industry, with a strong focus on refuse capital goods, and related solutions. This role is central to our strategy of displacing entrenched competitors through a differentiated, value-based approach rather than price-driven sales. The ideal candidate will be a structured, operationally rigorous leader, with a track record of building and managing elite sales teams, executing complex go-to-market strategies, and leading through processes, not personality. This is a high-visibility, high-impact position suited for a leader who thrives on accountability and execution.

Requirements

• Bachelor’s degree required; MBA or technical background (engineering, logistics, operations) strongly preferred.
• 10+ years of senior-level sales and business development experience, with at least 5+ years in refuse, environmental services, or industrial vehicles or truck bodies.
• Demonstrated success in taking market share from legacy players through structured sales execution and differentiated value selling.
• Proven ability to lead and scale high-performance teams under a firm, principled, and results-oriented leadership style.
• Deep experience with formalized sales processes and CRM systems; must be operationally minded and data-literate.
• Strong executive presence with a strategic mindset and the ability to engage at all levels—from fleet operators to C-suite decision-makers.

Responsibilities

• Grow shares with existing long-standing customers.
• Develop and execute a market penetration strategy that aggressively captures business from established competitors by demonstrating the true value of our products to customers who are experts in their field.
• Evangelize our value proposition—innovation, safety record, reliability, lifecycle cost advantage—to convert accounts based on strategic value and performance, not discounting.
• Own the full revenue lifecycle: demand generation, pipeline acceleration, deal conversion, and account expansion, long term contracts.
• Recruit, coach, develop and lead a high-performance sales and business development team.
• Build a strong accountability culture with clearly defined KPIs, territory plans, quota structures, and incentive alignment.
• Conduct regular reviews and coaching sessions to ensure high-level execution and consistent overachievement.
• Implement and enforce a structured, proven sales methodology (e.g., MEDDIC, Challenger, Sandler) across the team.
• Build forecasting discipline, CRM hygiene, and a sales operations rhythm that supports executive visibility and data-backed decision-making.
• Ensure consistent execution across the full customer journey: prospecting, solution selling, objection handling, proposal development, and closing.
• Identify new verticals, fleet accounts, municipalities, and strategic partners for market expansion.
• Lead contract negotiations, RFP responses, and strategic alliances that enhance our national and regional presence.
• Represent the company at industry events, trade shows, and customer forums to elevate brand visibility and customer engagement.
• Partner with product development, engineering, operations, and marketing to ensure customer needs are translated into actionable insights and innovations.
• Provide structured feedback loops that help align product offerings and customer support with real-world competitive dynamics.

Benefits

• Attractive compensation and benefits package, including base salary and incentive bonus opportunities.
• Medical/dental/vision options.
• 401K plan.

What This Job Offers

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