Vice President of Sales and Business Development-Refuse

Vice President of Sales and Business Development

Autocar is seeking a proven, results-driven Vice 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.

Key Responsibilities:

• 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, 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 over achievement.

Sales Operations & Process Excellence:

• Implement and enforce a structured, proven sales methodology 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:

• Bachelor’s degree required; MBA or technical background strongly preferred.
• 10+ years of senior-level sales and business development experience, with at least 5+ years in refuse, environmental services, or industrial vehicles.
• 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.

Work Environment:
Located onsite at our Birmingham AL facility.

Autocar offers an attractive compensation and benefits package. 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.