Vice President of Sales

Competitive executive compensation and performance-based upside aligned to market share growth.

Autocar is positioned to win in the refuse and environmental services industry with products that compete on performance, safety, reliability, and total lifecycle cost. We have strong customer relationships and a clear foothold in the market. What we are enhancing now is the sales engine to scale that advantage and systematically displace entrenched competitors through a differentiated, value-based approach rather than price-driven sales.

• Develop and lead a high-performance remote field-based sales team and strong accountability culture with clearly defined quotas, territory plans, and KPIs, driving process, execution, and accountability from the center.
• Design and implement a sales training program that builds technical product fluency, consultative selling skills, and Autocar’s direct-factory value proposition.
• Conduct structured performance reviews and individual coaching to accelerate team development and address underperformance quickly.

• Own Autocar's public sector pipeline and the entire partner ecosystem — authorized dealers, body company collaborators, and leasing/financing partners. Own and enforce a proven sales methodology and disciplined process, bringing rigor to pipeline management, territory planning, prospecting cadence, forecasting accuracy, and deal-stage precision.
• Own Autocar's public sector pipeline and the entire partner ecosystem — authorized dealers, body company collaborators, and leasing/financing partners.
• Implement and manage CRM utilization across the team, ensuring pipeline data quality that supports reliable revenue forecasting.
• Identify process gaps and continuously improve the sales operating model for speed, accuracy, and repeatability.

• Drive Autocar’s full revenue lifecycle: demand generation, pipeline acceleration, deal conversion, account expansion, and long-term contract development.
• Grow revenue within existing long-standing fleet customers and municipal while simultaneously expanding penetration into accounts currently held by competitors.
• Evangelize Autocar’s value proposition — uptime performance, ALWAYS UP® factory support, lifecycle cost advantage — as a displacement strategy, not a discounting strategy.
• Develop sales plans with territory-level granularity and track performance against them rigorously.

• Execute the go-to-market strategy developed in partnership with executive leadership, translating strategic direction into quarterly field execution plans.
• Build and leverage strategic relationships with established body companies, including the creation of co-branded spec sheets, joint sales training, technical integration documentation, and a formal partner agreement.
• Drive Autocar’s direct-to-fleet model as a competitive differentiator, ensuring every sales team member can articulate and defend it against dealer-channel competitors.
• Identify new market segments and customer verticals, supporting the VP of Business Development’s growth initiatives with sales capacity and process.

This role partners closely with the VP of Business Development, who owns refuse industry expertise, customer relationships, and market strategy. The VP of Sales owns the sales team, the process, the pipeline, and the number. Together, they form Autocar’s commercial leadership.

• 10+ years of progressive B2B sales leadership experience, with 5+ years at VP or Director level managing a field sales organization with remote teams. Experience working with both public…