Vice President of Sales and Business Development-Refuse

Description

Vice President of Sales and Business Development

Autocar is seeking a proven, results-drivenVice 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.

Key Responsibilities:

Market Share Growth & Competitive Strategy

• 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, Saft 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.

Sales Team Leadership & Performance Management

• 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.

Sales Operations & Process Excellence

• 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.

Strategic Business Development & Partnerships

• 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.

Cross-Functional Leadership

• 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.

Requirements

Education:

Bachelor’s degree required; MBA or technical background (engineering, logistics, operations) strongly preferred.

Experience:

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

Skills:

• 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.

Work Environment:

Located onsite at our Birmingham AL facility.

Physical Requirements:

• Capable of wearing task specific personal protective equipment which may include dust mask, air purifying respirator (i.e., half and/or full faced), 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 to operate objects, tools, or controls; 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.
• The ability to work in a variety of weather conditions and temperatures.

Autocar offers an attractive compensation and benefits package, to include base salary, incentive bonus opportunities, and benefits such as medical/dental/vision options, 401K plan, etc.

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.

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