Vice President of Sales

Autocar, LLC • Birmingham, AL

3d • Onsite

About The Position

Autocar is seeking a results-driven Vice President of Sales to lead the enhancement of its sales engine and systematically displace entrenched competitors. This role focuses on building and leading remote field-based teams, installing rigorous processes, driving disciplined execution, and leveraging strategic relationships. While deep knowledge of the refuse industry is valuable, the primary requirement is an exceptional track record of building high-performance B2B sales organizations, operating data-driven pipeline processes, and holding teams accountable to results. This is a high-visibility, high-impact position for a leader looking to build, compete, take meaningful market share, and be rewarded for it.

Requirements

• 10+ years of progressive B2B sales leadership experience, with 5+ years at VP or Director level managing a field sales organization with remote teams.
• Demonstrated track record of building, scaling, and performance-managing direct sales teams across complex, long-cycle deals.
• Proven ability to install and operate disciplined CRM-driven sales processes in organizations.
• Track record of taking measurable market share from entrenched competitors through value-based, not price-based, selling.
• Bachelor’s degree (MBA or technical background preferred).
• Exceptional team builder: recruit, develop, and retain high-performing sales talent and act quickly on underperformance.
• Analytically rigorous: comfortable with sales data, pipeline metrics, territory modeling, and revenue forecasting.
• Willing to relocate to our flagship facility in Birmingham, Alabama.

Nice To Haves

• Experience working with both public and private sectors preferred.
• Experience in heavy equipment, industrial capital goods, commercial vehicles, or comparable high-value B2B sales environments preferred; refuse or vocational truck industry experience a plus, not required.

Responsibilities

• Develop and lead a high-performance remote field-based sales team and strong accountability culture with clearly defined quotas, territory plans, and KPIs, driving process, execution, and accountability from the center.
• Design and implement a sales training program that builds technical product fluency, consultative selling skills, and Autocar’s direct-factory value proposition.
• Conduct structured performance reviews and individual coaching to accelerate team development and address underperformance quickly.
• Own Autocar's public sector pipeline and the entire partner ecosystem — authorized dealers, body company collaborators, and leasing/financing partners.
• Own and enforce a proven sales methodology and disciplined process, bringing rigor to pipeline management, territory planning, prospecting cadence, forecasting accuracy, and deal-stage precision.
• Implement and manage CRM utilization across the team, ensuring pipeline data quality that supports reliable revenue forecasting.
• Identify process gaps and continuously improve the sales operating model for speed, accuracy, and repeatability.
• Drive Autocar’s full revenue lifecycle: demand generation, pipeline acceleration, deal conversion, account expansion, and long-term contract development.
• Grow revenue within existing long-standing fleet customers and municipal while simultaneously expanding penetration into accounts currently held by competitors.
• Evangelize Autocar’s value proposition — uptime performance, ALWAYS UP® factory support, lifecycle cost advantage — as a displacement strategy, not a discounting strategy.
• Develop sales plans with territory-level granularity and track performance against them rigorously.
• Execute the go-to-market strategy developed in partnership with executive leadership, translating strategic direction into quarterly field execution plans.
• Build and leverage strategic relationships with established body companies, including the creation of co-branded spec sheets, joint sales training, technical integration documentation, and a formal partner agreement.
• Drive Autocar’s direct-to-fleet model as a competitive differentiator, ensuring every sales team member can articulate and defend it against dealer-channel competitors.
• Identify new market segments and customer verticals, supporting the VP of Business Development’s growth initiatives with sales capacity and process.

Benefits

• Competitive compensation that recognizes your skills, experience, and impact.
• Comprehensive medical, dental, vision, and life and AD&D insurance, and short-term and long-term disability to support your well-being.
• 401(k) with a company match to help you invest in your future.
• Paid time off (PTO) and company holidays to rest, recharge, and maintain work-life balance.
• A high-impact role with real ownership.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive