Sales Intelligence Manager

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Autocar, LLC headquartered in Birmingham, AL, is a manufacturer of severe‑duty vocational trucks and the only American‑owned and operated original equipment manufacturer of trucks. Autocar’s trucks are engineered to deliver the highest uptime, support and impact on customers’ bottom line. The company builds trucks to exact specifications and offers 24/7 access to its ALWAYS UP® direct factory support center staffed by expert technicians.

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, and use these insights to create actionable playbooks and sales strategies that drive sales, product strategy and market share growth.

This position owns the “decision intelligence” layer: knowing precisely who buys, when they buy, why they choose chassis OEMs and how competitors influence them.

• 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 for all major fleets, and understand their incentive structures.
  • Understand customer corporate decision criteria: corporate metrics, 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 cycles, budgeting milestones, corporate purchasing structure, fleet size, preferred vendors, sensitivities, competitors’ positions and key purchasing decision‑makers.
• Competitive Intelligence
  • Build competitor‑by‑customer profiles: product offerings, positioning, pricing strategies, service packages, financing incentives 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.
  • Anticipate shifts in grant funding, tax incentives, and environmental standards at the state and vocational level.
• Data & Analytics Management
  • Champion a culture of data‑informed decision‑making, ensuring intelligence is embedded into every stage of the sales process.
  • Manage 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.

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

• 7+ years in sales strategy, market intelligence or competitive analysis, ideally in the heavy‑duty truck, automotive, or manufacturing industries.
• Strong understanding of B2B…