Description Position at Autocar, LLC
VP of Sales
Build the Sales Engine. Take Market Share.
Competitive executive compensation and performance-based upside aligned to market share growth.
The Opportunity
Autocar is positioned to win in the refuse and environmental services industry with products that compete on performance, safety, reliability, and total lifecycle cost. We have strong customer relationships and a clear foothold in the market. What we are enhancing now is the sales engine to scale that advantage and systematically displace entrenched competitors through a differentiated, value-based approach rather than price-driven sales.
Central to our strategy is a results-driven Vice President of Sales to lead that effort. This is not an industry-specialist role - it is a sales leadership role driving the outcomes of remote field-based teams. The right candidate builds and leads world-class sales teams, installs rigorous processes, drives disciplined execution, and leveraging strategic relationships with body companies and municipalities to position Autocar as the tool of choice. Deep knowledge of the refuse industry is valuable but not the primary requirement; what is required 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 suited for a leader who is looking to build, compete, take meaningful market share-and be rewarded for doing it.
What You Will Own
Sales Team Leadership & Performance
- 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.
Sales Process & Pipeline Discipline
- 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.
- Own Autocar's public sector pipeline and the entire partner ecosystem - authorized dealers, body company collaborators, and leasing/financing partners.
- 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.
Revenue Growth & Market Share
- 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.
Go-to-Market Strategy Execution
- 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.
This role partners closely with the VP of Business Development, who owns refuse industry expertise, customer relationships, and market strategy. The VP of Sales owns the sales team, the process, the pipeline, and the number. Together, they form Autocar's commercial leadership.
Who You Are
- 10+ years of progressive B2B sales leadership experience, with 5+ years at VP or Director level managing a field sales organization with remote teams. Experience working with both public and private sectors preferred.
- Demonstrated track record of building, scaling, and performance-managing direct sales teams across complex, long-cycle deals.
- 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.
- 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.
What You'll Get
- 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.
Location: Birmingham, AL
Job Duties Disclaimer:
The duties and responsibilities outlined here are representative but not exhaustive of the tasks that the employee may be required to perform. Management reserves the right to modify, add, or remove duties and to assign other tasks as necessary to meet business needs.
