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. 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