Sales Intelligence Manager

Description

Position at Autocar, LLC

Autocar, LLC headquartered in Birmingham, AL, a manufacturer of severe-duty vocational trucks carrying the first specialized truck brand in North America, is the only American-owned and operated original equipment manufacturer (OEM) of trucks. Autocar’s severe-duty vocational trucks provide customers with the perfect tool for their jobs with the most uptime, support, and impact on their bottom line. Autocar collaborates with customers to build trucks to their exact specifications and needs. Autocar’s purpose-built severe-duty refuse truck lines include the Class 6-8 ACMD cabover, Class 8 ACX cabover and the DC-64 Class 8 conventional cab. Autocar recognizes that performance and uptime are everything and offers every customer 24/7 access to its ALWAYS UP® direct factory support center staffed by expert technicians who engineer and build Autocar’s trucks. Autocar promises to provide trucks that deliver the best value, provide the best service, and provide a complete solution for customers’ needs.

Summary:

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.

Key Responsibilities:

• Strategic Application
  • 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.

• Customer-Buying Frameworks
  • 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).

• Customer Profiles
  • Oversee the development and management of a real-time database of every major customer, including:
  • Purchasing cycle calendar.
  • Budgeting milestones and other timing triggers
  • Corporate purchasing structure (centralized vs decentralized)
  • Current fleet size and makeup
  • Preferred vendors and historical relationships
  • Sensitivities (price vs. uptime vs. service).
  • Competitors’ strongest and weakest positions.
  • Key purchasing decision-makers and incentive structures
  • Corporate purchasing criteria and decision-drivers

• 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.

• Market & Regulatory Pressures
  • 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.

• Data and Analytics Management
  • 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.

Requirements

Education:

• Bachelor’s degree in Business, Sales, Marketing, Data Analytics, Economics, or a related field. An MBA or advanced degree is a plus.

Experience:

• 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).

Skills:

• 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.

Core Competencies

• Customer Foresight – Deep intuition for how industrial customers think, decide, and buy.
• Customer Understanding – Proven track record of developing detailed customer road maps and demonstrating impact of deployed and targeted intelligence infrastructure
• Vocation Expertise – Understands the unique operational and regulatory pressures of each market.
• Competitive Acumen – Anticipates competitor moves and maps them against customer sensitivities.
• Execution Focus – Turns intelligence into playbooks, not reports.

Deliverables (Year 1)

• Buying Decision Maps: End-to-end frameworks for every vocation, covering timing, decision-makers, and triggers.
• Customer Profile Database: A real-time database covering 100% of addressable fleets/operators.
• Quarterly Market Pressure Reports: Regulatory, budget, and macroeconomic updates by vocation.
• Sales Playbooks: Account-specific “how to win” guides that combine customer insights and competitor vulnerabilities.
• Competitor Incentive Watch: Tracking competitor discounting, warranty schemes, financing tricks, and service positioning.

Work Environment: Office setting and plant environment

Physical Requirements:

• Capable of wearing task specific personal protective equipment which may include safety shoes, gloves, safety glasses, and ear protection.
• Capable of meeting OSHA standards for manual lifting guidelines: < 50lbs
• While performing the duties of this job it is required to stand, walk, and use hands, reach with hands or arms, climb, balance, stoop, kneel, or crouch when necessary for job activity.
• Ability to stand and/or walk for extended periods.

Legal and Compliance Statements

At-Will Employment:

This job description does not create a contract of employment, nor does it alter the at-will employment relationship. Employment with the company is voluntary and may be terminated at will by either the employee or the company, with or without cause, and with or without notice.

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.

Equal Employment Opportunity:
Autocar is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or any other characteristic protected by law.

Compliance with Laws and Policies:
The employee must adhere to all federal, state, and local employment laws and regulations, as well as all company policies and procedures.

Reasonable Accommodations (ADA Compliance):
Autocar complies with the Americans with Disabilities Act (ADA) and provides reasonable accommodations to qualified individuals with disabilities. Employees who require assistance or accommodation should contact Human Resources.

Confidentiality and Data Protection:

Employees are expected to maintain the confidentiality of sensitive information and comply with company policies regarding data protection and proprietary information, in accordance with applicable laws.

Non-Exhaustive List of Duties:

This job description is not intended to be an exhaustive list of all responsibilities or qualifications associated with the position.